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3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
Author James K. Sebenius , David A. Lax
When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from....
Release Date 2006/09 -
Author James C. Crimmins
7 Secrets of Persuasion is the first book to take the latest scientific insights about the mind and apply them to the art of persuasion. It directly translates the revolution in neuroscience that has occurred over the last 40 years into practical new techniques for....
Release Date 2016/09 -
Author Jay J. Silverberg
A Cynic’s Business Wisdom is an entrepreneur’s manual from the edgy perspective that cynicism teaches us to have a healthy respect for the unexpected.It equips us to effectively deal with real-world business challenges and capitalize on opportunities. Essentially, it is t....
Release Date 2020/10 -
A Letter to My White Friends and Colleagues
Learn how to address racial wealth disparity in the United States todayFrom the life, professional experiences, and research of former Harvard Business School professor Steven Rogers, comes his boldly stated, A Letter to My White Friends and Colleagues. This informative epistle investigates the caus.... -
A Primer on Negotiating Corporate Purchase Contracts
Author Assitant Professor Patrick C. Penfield
This book was written to help buyers develop a road map to negotiation success.In today's world everyone is looking for cost reduction opportunities. The main opportunity to reduce costs is through negotiations with suppliers. Many companies struggle with the 'met....
Release Date 2009/04 -
Advanced Negotiation Techniques
Author Alan McCarthy , Steve Hay
Advanced Negotiation Techniques provides a wealth of material in a winning combination of practical experience and good research to give you a series of tools, techniques, and real-life examples to help you achieve your negotiation objectives. For 25 years and acros....
Release Date 2015/02 -
Black Belt Negotiating: Become a Master Negotiator Using Powerful Lessons from the Martial Arts
Author Sensei Grant Tabuchi , Michael Lee
The best martial artists know what they want when they enter the arena, they know how to get it, and they're not afraid to go after it. The same could be said of great negotiators. This book uses the principles of martial arts to guide readers step-by-step, from ba....
Release Date 2007/10 -
Author Stephen C. Young
IT WOULD BE WONDERFUL IF YOU COULD ALWAYS ENSURE EVERYONE AGREED WITH YOUR WAY OF THINKING, WOULDN’T IT? You’re already aware of how unlikely you are to progress at work, or “make a name for yourself” in life, if you struggle to get your ideas accepted by your pro....
Release Date 2016/11 -
Business Express: Negotiating with confidence
Author Nic Peeling
If you need to be in the know in no time at all, Business Express will get you from beginner to brilliant in the blink of an eye. This fast, focused and carefully crafted eBook will help you pick up all the essential knowledge you need about the skills that matter m....
Release Date 2014/08 -
Contract Negotiation Handbook: Getting the Most Out of Commercial Deals
Author Damian Ward
A good commercial contract is both a springboard and a safety net -- it provides the opportunity to expand and grow your business, but also to protect it if things go wrong. In a tough commercial world, getting the best deal you can is paramount.The Contract Negotia....
Release Date 2011/09 -
Controller's Guide to Planning and Controlling Operations
Author Steven M. Bragg
The Controller's Guide to Planning and Controlling Operations is a comprehensive guide for controllers, CFOs, and budget managers who need to determine:The soundness of sales forecastsThe best approach for setting product pricesThe profitability of customers and ma....
Release Date 2004/02 -
Author Bill Sanders , Frank Mobus
Negotiation is stuck. It's time for something new.Almost everything is negotiable. Almost every interaction is a negotiation. And in no field is this clearer than in business, where every day we work with others to get things done. But when we have real differences, is win-win always possible? Or m....
Release Date 2021/06 -
Creative Solutions to Global Business Negotiations, Third Edition
Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable.Based on decades of teaching and consultancies around the world, the author provides a useful guide for business executives operating in today’s digitalized g.... -
Dialogue Gap: Why Communication Isn't Enough and What We Can Do About It, Fast
Author Peter Nixon
The book that bridges the chasm between communication and understanding in negotiationsFor years Peter Nixon worked with people from all walks of life, teaching them the art of negotiation. But it soon became apparent that the issue was not negotiation itself, but d....
Release Date 2012/04 -
HBR Guide to Negotiating (HBR Guide Series)
Author Jeff Weiss
Forget about the hard bargain.Whether you’re discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you ....
Release Date 2016/02 -
Author Max H. Bazerman , Erin Meyer , Deepak Malhotra , Daniel Kahneman , Harvard Business
Learn to be a better negotiator--and achieve the outcomes you want.If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you....
Release Date 2019/04 -
How to Become a Better Negotiator, Second Edition
Author James G. Patterson , Richard A. Luecke
Whether it's at home or at work, so much of our lives involves negotiating to get what we want. From negotiating a higher salary, to lowering costs from suppliers, to hammering out a new contract with a major customer, or even deciding where to go on vacation, the....
Release Date 2008/03 -
How to Become a Master of Persuasion
This book is perfect for everyone involved in sales who wants to be a better and more persuasive communicator. It is a practical guide that explain what motivates customers, how to identify the best things to talk about, how to control every pitch, and how to persuade customers to buy from you. -
Author Geneviève Vidal , Dominique Carré
The use of digital information and communication technologies would be the traces of a social acceptability of the exploitation of all data, in the context of negotiations of uses. This is the reason why the users present themselves actors and contributors of the h....
Release Date 2018/12 -
Author Carl Lyons
Negotiation is an essential skill in all areas of life. It is a series of manoeuvres that we move through in order to get the best possible deal for ourselves, our company or organisation. How far we will go to achieve our goals is where the rub lies.Ideally, negoti....
Release Date 2012/04 -
Author Jeb Blount
Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the a....
Release Date 2020/01 -
Author Ken Blanchard , Stedman Graham
Leadership begins with self-knowledge. Leader, Know Thyself will help you understand who you are and who you can be–so you can bring all your power to bear in leading people through even the toughest challenges. Legendary business leaders and consultants Stedman Gra....
Release Date 2012/05 -
Author Jessica L. Porter , Deborah M. Kolb
Understand the context of negotiations to achieve better resultsNegotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environm....
Release Date 2015/01 -
Author Deepak Malhotra
Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other res....
Release Date 2016/04 -
Author Greg Williams
Everyone has felt bullied at some point in their lives, whether by a family member, childhood acquaintance, colleague, boss, or client. You know you have been bullied when you feel pressured, demeaned, and angered. You walked away from a negotiation feeling like yo....
Release Date 2018/06 -
Negotiating With Tough Customers
Author Steve Reilly
Negotiation is the middle ground between capitulation and stonewalling, a back-and-forth between two parties trying to reach agreement. If a price or other term is non-negotiable, there is no give and take, just "take it or leave it." You may think you are negotiat....
Release Date 2016/06 -
Author Harvard Business School Press
Negotiation--whether brokering a deal, mediating a dispute, or writing up a contract--is both a necessary and challenging aspect of business life. This guide helps managers to sharpen their skills and become more effective deal makers in any situation. ....
Release Date 2003/08 -
Author IRA G. ASHERMAN
Negotiation is an essential part of doing business, but to be an effective negotiator one must master a wide variety of skills such as listening, self-awareness, conflict resolution, assertiveness, and more. So it stands to reason that in order to teach such a compl....
Release Date 2012/04