negotiation genius how to overcome obstacles and achieve brilliant results at the bargaining table and beyond

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Negotiation Genius

Author : Deepak Malhotra
ISBN : 0553904949
Genre : Business & Economics
File Size : 36. 27 MB
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From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.

Negotiation Genius

Author :
ISBN : 1775443205
Genre :
File Size : 21. 19 MB
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High Impact Fee Negotiation And Management For Professionals

Author : Ori Wiener
ISBN : 9780749467708
Genre : Business & Economics
File Size : 53. 29 MB
Format : PDF, ePub
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With increasing pressure on margins, growing international competition and a rise in tough procurement practices, the pressure on professional service firms (PSFs) and their professionals has never been higher. If you want to be able to charge the fees you know reflect the value you bring, you need the high impact, practical guidance that this book offers. Learn how to apply a powerful, consistent approach to make sure the 'golden triangle' of setting the price, getting the price and keeping the price works in your favour. Develop a strategy to enhance the profitability of your engagements through pricing, fee structuring, scoping, and negotiating. Understand the key steps management need to take to embed supporting processes and the appropriate culture. Expert negotiator, PSF consultant and trainer Ori Wiener's invaluable guide gives you the skills, tips and techniques that have been proven to deliver results.

Gaining Ground In Difficult Negotiations

Author : Manon Schonewille
ISBN : 9789046604038
Genre : Business & Economics
File Size : 77. 74 MB
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Experienced managers and lawyers know the value of being proficient in negotiations, which are executed every day on nearly everything. Most negotiators are continually faced with diverse and complicated situations, so it is important to have a set of tools for handling challenging situations, as well as for dealing with people who may be difficult to interact with. In practice, there is a common tendency to respond to difficult situations or people with a 'fight or flight' response. Many business negotiations and settlement agreements risk ending with suboptimal outcomes. This book has been compiled to accompany the training of Bruce Patton, one of the world's most prominent scientists and experts on negotiation. It contains the key tools that are necessary to deal with difficult people and tense situations. These crucial insights and skills will enable the reader to change negotiation behavior from 'instinctive' to 'strategic and in control.' The book also includes convenient summaries, practical checklists, worksheets, as well as interviews with influential negotiation scholars, in order to capture the key concepts.

Winning Together

Author : Bruno Verdini Trejo
ISBN : 9780262037136
Genre : Law
File Size : 53. 70 MB
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Transboundary natural resource negotiations, often conducted in an atmosphere of entrenched mistrust, confrontation, and deadlock, can go on for decades. In this book, Bruno Verdini outlines an approach by which government, private sector, and nongovernmental stakeholders can overcome grievances, break the status quo, trade across differences, and create mutual gains in high-stakes water, energy, and environmental negotiations. Verdini examines two landmark negotiations between the United States and Mexico. The two cases -- one involving conflict over shared hydrocarbon reservoirs in the Gulf of Mexico and the other involving disputes over the shared waters of the Colorado River -- resulted in groundbreaking agreements in 2012, after decades of deadlock. Drawing on his extensive interviews with more than seventy high-ranking negotiators in the United States and Mexico -- from presidents and ambassadors to general managers, technical experts, and nongovernmental advocates -- Verdini offers detailed accounts from multiple points of view, on both sides of the border. He unpacks the negotiation, leadership, collaborative decision-making, and political communication strategies that made agreement possible. Building upon the theoretical and empirical findings, Verdini offers advice for practitioners on effective negotiation and dispute resolution strategies that avoid the presumption that there are not enough resources to go around, and that one side must win and the other must inevitably lose. This investigation is the winner of Harvard Law School's Howard Raiffa Award for best research of the year in negotiation, mediation, decision-making, and dispute resolution.

Bargaining For Advantage

Author : G. Richard Shell
ISBN : 1101221372
Genre : Business & Economics
File Size : 39. 49 MB
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BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track

Win Loss Reviews

Author : Rick Marcet
ISBN : 9781118102602
Genre : Business & Economics
File Size : 37. 8 MB
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An effective framework for strengthening competitiveness bylearning from past deals and applying insights derived fromthem. Every sales opportunity, whether won or lost, has useful nuggetsof information that can be harvested and used to improveperformance. When those pieces of information are aggregated,analyzed and made available for all to use, theorganization’s competitive position is greatly enhanced. Reveals how to turn field sales teams, a mostly underutilizedresource, into net producers of competitive intelligence Exposes new and unconventional approaches for gathering anddemocratizing sales insights for a broad stakeholder audience Presents a proven knowledge sharing model that is being adoptedby major companies worldwide Win/Loss Reviews shows how every company can improve top andbottom line performance by systematically capturing the keyinsights from deals that have been won, lost or delayed. While the book talks to decision makers and businessstrategists, the principles and disciplines explored are aimed atbridging the flow of competitive intelligence between sales andmarketing, simultaneously providing insights and line-of-site tothe dynamics affecting business performance.


Author : Francesca Gino
ISBN : 9781422191385
Genre : Business & Economics
File Size : 30. 65 MB
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You may not realize it but simple, irrelevant factors can have profound consequences on your decisions and behavior, often diverting you from your original plans and desires. Sidetracked will help you identify and avoid these influences so the decisions you make do stick—and you finally reach your intended goals. Psychologist and Harvard Business School professor Francesca Gino has long studied the factors at play when judgment and decision making collide with the results of our choices in real life. In this book she explores inconsistent decisions played out in a wide range of circumstances—from our roles as consumers and employees (what we buy, how we manage others) to the choices that we make more broadly as human beings (who we date, how we deal with friendships). From Gino’s research, we see when a mismatch is most likely to occur between what we want and what we end up doing. What factors are likely to sway our decisions in directions we did not initially consider? And what can we do to correct for the subtle influences that derail our decisions? The answers to these and similar questions will help you negotiate similar factors when faced with them in the real world. For fans of Dan Ariely and Daniel Kahneman, this book will help you better understand the nuances of your decisions and how they get derailed—so you have more control over keeping them on track.

Summary Negotiation Genius

Author : BusinessNews Publishing
ISBN : 9782511019658
Genre : Business & Economics
File Size : 39. 57 MB
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The must-read summary of Deepak Malhotra and Max Bazerman’s book: “Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Tables and Beyond”. This complete summary of the ideas from Deepak Malhotra and Max Bazerman’s book “Negotiation Genius” shows that people are not born genius negotiators. This is a skill that can be learned and perfected by absolutely anyone. The authors reveal the framework used by top negotiators and how you can develop instinct to avoid the most common errors and biases. By learning and applying the techniques included in the book, you can become a genius negotiator and start getting what you want. Added-value of this summary: • Save time • Understand the key concepts • Expand your negotiation skills To learn more, read “Negotiation Genius” and find out how you can perfect your skills and start getting more out of your negotiations.


Author :
ISBN : CORNELL:31924110485350
Genre : Convention facilities
File Size : 42. 72 MB
Format : PDF
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