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 : 79. 44 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 : 20. 61 MB
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Negotiation

Author : Michael Leathes
ISBN : 9789041167354
Genre : Law
File Size : 46. 96 MB
Format : PDF, Docs
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Written by internal counsel, for internal counsel: clear, concise and inspirational. Personifies that the “benefit of the bargain” is not simply a game of numbers. Ute Joas Quinn, Associate General Counsel Exploration and Production, Hess Corporation Spot on! A user-friendly book that I was using before I reached the end. It made me think more creatively about all my negotiations to come. A must-read for every current and future in-house counsel. Cyril Dumoulin, Senior Legal Counsel Global Litigation, Shell International A lively, entertaining work. A multi-faceted approach to the art of negotiation. A convincing demonstration of what it is about and how it actually works. Isabelle Hautot, General Counsel International Expertise, Orange Telecom A clear and most comprehensive, not to mention, practical, book on negotiation. I picked it up and could not put it down. Wolf Von Kumberg, former Associate General Counsel and European Legal Director, Northrop Grumman Corporation; Chairman of the Board of Management, Chartered Institute of Arbitrators; Director, American Arbitration Association; Member, ArbDB It has been such a pleasure to read what is destined to inspire in-house counsel and many others for negotiating deals and settlements. It covers the landscape from both theoretical and practical angles. I found myself nodding in recognition and agreement all along the way. Leslie Mooyaart, former General Counsel, KLM Royal Dutch Airlines; former Vice President and General Counsel, APM Terminals (Maersk); Chairman, The New Resolution Group

High Impact Fee Negotiation And Management For Professionals

Author : Ori Wiener
ISBN : 9780749467708
Genre : Business & Economics
File Size : 53. 45 MB
Format : PDF
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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.

Organizational Behavior

Author : Don Hellriegel
ISBN : 9781439042250
Genre : Business & Economics
File Size : 85. 41 MB
Format : PDF, Mobi
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Equip your students with the skills to become effective, high performance managers in today’s business world as you provide a solid foundation in organizational behavior with this unique competency-based approach. Hellriegel/Slocum’s ORGANIZATIONAL BEHAVIOR, 13E has distilled the expertise of hundreds of leading managers from a variety of industries into seven core managerial competencies most important for professional and organizational success. Students have opportunities to assess and maximize their personal skills within the context of today’s organizational behavior as they master competencies in managing self, ethics, communication, diversity, across cultures, teams, and change. The authors apply their decades of experience in teaching, research, and OB consulting to establish a clear connection between organizational behavior theory and contemporary practice. This edition combines classic theory with contemporary research, emerging trends, and the most recent developments impacting business today. New text and video cases from organizations familiar to students and interactive exercises clearly demonstrate how effective leaders use the key competencies to lead more successfully. Give your students the foundation they need to become highly effective managers and successful leaders within the organizations of tomorrow. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.

Managing Information Services

Author : Jo Bryson
ISBN : 9781317101567
Genre : Language Arts & Disciplines
File Size : 30. 13 MB
Format : PDF
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This fourth edition of Jo Bryson's highly regarded Managing Information Services has been thoroughly revised with an emphasis on innovation. Operating in a digital era, libraries must innovate to survive and grow. This means librarians having radical ideas which challenge the status quo, shifting strategic directions to change the way services are managed, and developing new skills and knowledge. Challenges include developing new uses for floorspace, where shelving is being replaced by mobile networking, and new practices and procedures for managing new products such as e-books and self-service. Libraries can achieve long term sustainability by information managers having more creative responses and developing innovative thinking. Essential reading for information students, this text also serves as a comprehensive and detailed reference on the key management topics for information service managers.

Win Loss Reviews

Author : Rick Marcet
ISBN : 9781118102602
Genre : Business & Economics
File Size : 48. 43 MB
Format : PDF, Kindle
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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.

Summary Negotiation Genius

Author : BusinessNews Publishing
ISBN : 9782511019658
Genre : Business & Economics
File Size : 76. 15 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.

Sidetracked

Author : Francesca Gino
ISBN : 9781422191385
Genre : Business & Economics
File Size : 67. 58 MB
Format : PDF, Kindle
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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.

Convene

Author :
ISBN : CORNELL:31924110485350
Genre : Convention facilities
File Size : 84. 28 MB
Format : PDF, ePub, Mobi
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