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

Download Book Negotiation Genius How To Overcome Obstacles And Achieve Brilliant Results At The Bargaining Table And Beyond in PDF format. You can Read Online Negotiation Genius How To Overcome Obstacles And Achieve Brilliant Results At The Bargaining Table And Beyond here in PDF, EPUB, Mobi or Docx formats.

Negotiation Genius

Author : Deepak Malhotra
ISBN : 9780553384116
Genre : Business & Economics
File Size : 62. 33 MB
Format : PDF, Kindle
Download : 942
Read : 458

Get This Book


Presents a comprehensive guide to the essential skills, strategies, techniques, and creative mindset of successful negotiation, drawing on the latest behavioral research and real-life case studies to explain how to prepare for and execute negotiations, from identifying opportunities to overcoming resistance and defusing hardball tactics. Reprint. 30,000 first printing.

Negotiation Genius

Author : Deepak Malhotra
ISBN : 0553904949
Genre : Business & Economics
File Size : 76. 6 MB
Format : PDF, ePub, Mobi
Download : 171
Read : 213

Get This Book


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 : Deepak Malhotra
ISBN : 9780553804881
Genre : Business & Economics
File Size : 60. 2 MB
Format : PDF, Kindle
Download : 530
Read : 920

Get This Book


Presents a comprehensive guide to the essential skills, strategies, techniques, and creative mindset of successful negotiation, drawing on the latest behavioral research and real-life case studies to explain how to prepare for and execute negotiations, from identifying opportunities to overcoming resistance and defusing hardball tactics. 35,000 first printing.

Negotiating The Impossible

Author : Deepak Malhotra
ISBN : 9781626566989
Genre : Business & Economics
File Size : 89. 80 MB
Format : PDF, Docs
Download : 888
Read : 797

Get This Book


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 resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation.

Negotiating Rationally

Author : Max H. Bazerman
ISBN : 9781439106839
Genre : Business & Economics
File Size : 88. 29 MB
Format : PDF, Docs
Download : 588
Read : 707

Get This Book


In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.

Beyond Reason

Author : Roger Fisher
ISBN : 0143037781
Genre : Business & Economics
File Size : 65. 44 MB
Format : PDF, ePub, Mobi
Download : 581
Read : 1176

Get This Book


Co-authored by the writer of Getting to Yes and a Harvard psychologist, a guide to understanding how emotions can be used as a tool during a negotiating process explains how readers can interact more productively by getting in touch with feelings and by setting a positive tone. Reprint. 75,000 first printing.

The Essentials Of Job Negotiations

Author : Terri R Kurtzberg
ISBN : 9780313395840
Genre : Business & Economics
File Size : 23. 77 MB
Format : PDF, ePub, Docs
Download : 168
Read : 178

Get This Book


• Specific tips and strategies at the end of each chapter • More than 50 true stories that illustrate the art of negotiating job offers • Worksheets for planning priorities and understanding the other side's before negotiating, analyzing how to propose various issues in the negotiation, and comparing multiple offers • A table on detecting lies • A list of the top 10 "don'ts" for negotiation

The Power Of Noticing

Author : Max Bazerman
ISBN : 9781476700311
Genre : Business & Economics
File Size : 25. 88 MB
Format : PDF, Docs
Download : 800
Read : 598

Get This Book


A “must-read” (Booklist) from Harvard Business School Professor and Codirector of the Harvard Kennedy School’s Center for Public Leadership: A guide to making better decisions, noticing important information in the world around you, and improving leadership skills. Imagine your advantage in negotiations, decision-making, and leadership if you could teach yourself to see and evaluate information that others overlook. The Power of Noticing provides the blueprint for accomplishing precisely that. Max Bazerman, an expert in the field of applied behavioral psychology, draws on three decades of research and his experience instructing Harvard Business School MBAs and corporate executives to teach you how to notice and act on information that may not be immediately obvious. Drawing on a wealth of real-world examples and using many of the same case studies and thought experiments designed in his executive MBA classes, Bazerman challenges you to explore your cognitive blind spots, identify any salient details you are programmed to miss, and then take steps to ensure it won’t happen again. His book provides a step-by-step guide to breaking bad habits and spotting the hidden details that will change your decision-making and leadership skills for the better, teaching you to pay attention to what didn’t happen, acknowledge self-interest, invent the third choice, and realize that what you see is not all there is. While many bestselling business books have explained how susceptible to manipulation our irrational cognitive blind spots make us, Bazerman helps you avoid the habits that lead to poor decisions and ineffective leadership in the first place. With The Power of Noticing at your side, you can learn how to notice what others miss, make wiser decisions, and lead more successfully.

Communicate Like A Leader

Author : Dianna Booher
ISBN : 9781626569010
Genre : Business & Economics
File Size : 21. 8 MB
Format : PDF, Docs
Download : 463
Read : 999

Get This Book


Draw Them In, Don't Drive Them Away! People often get promoted to leadership positions without knowing how to communicate an inspiring strategic vision to the people who report to them. So they focus on what they know: tactics, not strategy. As a result, they become stuck in micromanagement mode. Dianna Booher wants to prevent micromanagement before it happens by providing you with the right leadership communication skills. Grounded in extensive research, this book offers practical guidelines to help professionals think, coach, converse, speak, write, meet, and negotiate strategically to deliver results. In thirty-six brief chapters, Booher shows you how to communicate effectively to audiences up and down the organization so you can fulfill your most essential responsibilities as a leader.

I Moved Your Cheese

Author : Deepak Malhotra
ISBN : 9781609940652
Genre : Business & Economics
File Size : 77. 84 MB
Format : PDF, Kindle
Download : 923
Read : 955

Get This Book


Who Moved My Cheese? – the biggest selling business book of all time with over 25 million copies in print — has some decent advice about adapting to change, but it also teaches us to passively accept the world as is. Through a new fable with new characters Harvard Business School professor and bestselling author (Negotiation Genius, 50,000 copies sold), Deepak Malhotra directly challenges that message. He encourages people never to stop asking questions, to examine their assumptions and to control their own destiny rather than chasing blindly after it.

Top Download:

Best Books