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Negotiate This!: By Caring, But Not T-H-A-T Much
by Herb CohenThe author of You Can Negotiate Anything (1980), Cohen has been a practicing negotiator for three-plus decades, acting on behalf of U.S. presidents, corporate CEOs, sports and theatrical agents, the U.S. State Department, the CIA, and the FBI. Using a personable, conversational tone, Cohen relays examples from his own experiences as a professional negotiator to give readers insights into human problems and situations and advice for handling them. Annotation (c)2003 Book News, Inc., Portland, OR (booknews.com)
Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes
by Victoria MedvecThe tools you need to maximize success in any negotiation, at any level With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this book, readers will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations. Negotiate Without Fear provides readers at all levels of negotiation skill the ability to increase their negotiating confidence and maximize their negotiation success. You'll learn how to: Put the right issues on the table by defining your objectives for the negotiation Analyze the issues being negotiated with an Issue Matrix to ensure you have the right issues to secure what you want Establish ambitious goals using a proprietary tool to identify the weaknesses in the other side's best outside alternative (BATNA) Leverage a unique architecture for creating and delivering Multiple Equivalent Simultaneous Offers (MESOs) Negotiate Without Fear belongs on the bookshelves of executives and all the dealmakers who work for them. Additionally, specific advice is provided in every chapter for individuals who are negotiating for themselves and in the everyday world. This book is an invaluable guide for anyone who hopes to sharpen their negotiating skills and achieve success in any arena.
Negotiate and Settle Your Debts: A Debt Settlement Strategy
by Mandy AkridgeGetting into Debt, Settling With The Bank as low as 20 cents on the dollar, Dealing with the Original Creditor, Dealing with the Collection Agencies, The Final Payoff Sample Letters, Reasons not to file bankruptcy, Statute of Limitations, Filing Taxes and Credit Card Debt Forgiveness, I practice what I preach - See my own settlement letters from BOA, Disputing Inquiries with the Credit Agencies, Life after Debt, Resource Section, 2012 Latest Settlements from Banks, Questions and Answers.
Negotiate in Three Dimensions
by David A. Lax James K. SebeniusMost negotiators focus on a single dimension of the bargaining process: tactics. This chapter, in contrast, introduces a three-dimensional approach designed to teach you how to negotiate in ways that recognize, and take advantage of, the rich complexities of human interaction. The three dimensions of this approach-tactics, deal design, and setup-are described.
Negotiate the Best Lease for Your Business
by Janet Portman Fred S. SteingoldWhen it comes to business, there is no standard lease! Ready to haggle for the best deal possible? Turn to Negotiate the Best Lease for Your Business -- you’ll find the information, advice and strategies you need when negotiating with an experienced landlord. This practical handbook explains how to analyze space needs, find the ideal location and then get the best possible terms. Learn how to: determine the real cost of renting keep future rent at manageable levels get the most out of your broker and attorney suggest alternatives to hefty security deposits allocate responsibility and cost of fixing up your space negotiate flexibility to expand, renew or leave early ensure costs are shared fairly among tenants avoid dealing with costly code compliance and clean-ups save your lease if you can't live up to it now and then This edition provides new strategies and advice throughout, plus new checklists that will help you at every step of your negotiation. Comprehensive and written in plain English, Negotiate the Best Lease for Your Business is essential for entrepreneurs on the hunt for a fair and workable lease.
Negotiate the Best Lease for Your Business
by Janet Portman AttorneyWhen it comes to business, there is no standard lease! Ready to haggle for the best deal possible? Turn to Negotiate the Best Lease for Your Business,-- you'll find the information, advice and strategies you need when negotiating with an experienced landlord. This practical handbook explains how to analyze space needs, find the ideal location and then get the best possible terms. Learn how to: determine the real cost of renting keep future rent at manageable levels get the most out of your broker and attorney suggest alternatives to hefty security deposits allocate responsibility and cost of fixing up your space negotiate flexibility to expand, renew or leave early ensure costs are shared fairly among tenants avoid dealing with costly code compliance and clean-ups save your lease if you can't live up to it now and then The 2nd edition provides new strategies and advice throughout, plus new checklists that will help you at every step of your negotiation. Comprehensive and written in plain English, Negotiate the Best Lease for Your Business, is essential for entrepreneurs on the hunt for a fair and workable lease.
Negotiate the Spirit of the Deal: Designing Value-Creating Deals
by David A. Lax James K. SebeniusThis chapter explores the problems that arise when the social and economic contracts of a deal are at odds with each other and suggests ways to negotiate both so that they are independently strong, as well as mutually reinforcing.
Negotiate to Win: The 21 Rules for Successful Negotiating
by Jim ThomasNegotiation is one skill everyone needs in order to get more of what they want-to sell more, to earn more, to keep costs down, to manage better, and to strengthen relationships. In Negotiate to Win, master negotiator Jim Thomas shows you exactly how the best negotiators reach long-lasting, positive solutions-ones that build profits, performance, and relationships-with his 21 rules for successful negotiating. Learn how to overcome your natural reluctance to bargain, how to negotiate ethically (and deal with those who don't), and how to negotiate successfully across cultural lines. Negotiate with your boss, your children, your auto mechanic, and more. Once you learn how to negotiate to win, you'll always get the best deal.
Negotiating (DK Essential Managers)
by DKImprove your negotiation skills and land the deal, promotion or project. Negotiation skills are essential for managing teams, persuading others and finding win-win solutions. This practical guide gives you the tools you need to improve your negotiation tactics.Whether you&’re new to negotiating or eager to enhance your existing skills, this is the guide for you. Inside you&’ll find: • Practical, &“how-to&” approach that teaches you the skills you need to run a project successfully. • New spreads on negotiation online rather than face to face. • Step-by-step instructions, tips, checklists and &“Ask yourself&” features show you how to make an impact. • Tables, illustrations, &“in-focus&” panels and real-life case studies demonstrate and explain problem-solving, and how to build confidence and get results. The illustrated guide to negotiating is the perfect tool for managers and business leaders. The slim, compact format allows you to use this book as an on-hand reference whenever you need advice on mitigating decision traps and impasses. You&’ll discover how to improve your negotiating skills by defining your style, preparing properly and designing your meeting structure, plus how to build relationships, develop trust, negotiate fairly, and tips on negotiating styles.This business management book is packed with step-by-step instructions, tips and checklists to show you how to persuade in business! Tables, illustrations and real-life case studies further explain how to build confidence and get results.Whether it&’s negotiating, managing people or improving your leadership skills, DK's Essential Managers series contains the know-how you need to be a more effective manager and hone your management style.
Negotiating 101: From Planning Your Strategy to Finding a Common Ground, an Essential Guide to the Art of Negotiating (Adams 101 Series)
by Peter SanderA quick-and-easy guide to core business and career concepts—no MBA required!The ability to negotiate a deal. Confidence to oversee staff. Complete, accurate monitoring of expenses. In today&’s business world, these are must-have skills. But all too often, comprehensive business books turn the important details of best practices into tedious reading that would put even a CEO to sleep. From hiring and firing to strategizing and calculating revenues, Negotiating 101 is an easy-to-understand roadmap of today&’s complex business world, packed with hundreds of entertaining tidbits and concepts that can&’t be found anywhere else. So whether you&’re a new business owner, a middle manager, or an entry-level employee, this 101 series has the answers you need to conduct business in a smarter way.
Negotiating Boundaries
by Polly WildingThe favelas (slums) of Rio de Janeiro provide an ideal case study since they are renowned for high levels of police and gang violence resulting in high death rates among young black men, causing both outrage and fear. This book foregrounds women's experiences and how different forms of violence overlap and reinforce one another.
Negotiating Business Narratives: Fables Of The Information Technology, Automobile Manufacturing, And Financial Trading Industries
by Sandford Borins Beth HerstThis book challenges the widely-held belief that popular narratives about business are invariably critical. It develops a more nuanced analytic model of private sector narrative and applies it to 63 recent narrative texts (movies, histories, biographies) produced in the US dealing with three major industries: information technology, automobile manufacturing, and financial trading. It identifies recurring patterns to compare sectors and to analyze their implications. Negotiating Business Narratives appeals to academics and practitioners interested in business and society, strategic management, and contemporary literature and films about business.
Negotiating Change: Overcoming Entrenched Harmful Behaviours and Beliefs
by Mike LotzofBehaviour change programs fail more often than they succeed. Failure is avoidable, but not if we keep attempting change the same way. Negotiating Change is the culmination of decades of work with global corporations in ethics, communications, behaviour change and regulatory and social compliance. The book provides a text for corporate leaders, their advisors and academics and students from several disciplines to explain why the current approach to behaviour change and compliance fails, and documents why the author’s approach has been successful in more than 60 countries. The book synthesises research insights from evolutionary psychology, behavioural sciences, neuroscience and neurochemistry into a practical guide. It explains why systems for behavioural guidance and control based on beliefs, religions, ethics, cultures and the law are ineffective in our globalised, hyper-connected, multi-cultural world. The author proposes that harm, first introduced by Hippocrates to guide the practice of medicine, provides a more useful linguistic model to engage. Harm and the Harm Principles provide an objective, independent and universal measure for assessing behaviour, applying equally regardless of race, religion, gender, age or status. Harm is culturally neutral and operates independently of laws, philosophies or codes of conduct. Harm transcends geography and time. Corporations are particularly vulnerable as they operate not just across jurisdictions and cultures, but their behaviour is influenced by the very nature of incorporation, corporate structure and stock-market pressure. Negotiating Change contains tools for boards and senior executives who want to build a more trustworthy organisation. It will not stop bad people doing bad things, but at least the self-righteous mask of legality will be removed.
Negotiating Commercial Leases & Renewals For Dummies
by Jeff Grandfield Dale WillertonNegotiate commercial leases and renewals like a proRenting space for businesses and navigating a commercial lease can be a daunting task for those without expertise, as errors or oversights can cost thousands of dollars. Thankfully, Negotiating Commercial Leases & Renewals For Dummies takes the mystery out of the commercial leasing process and offers expert tips and advice to help small business owners successfully negotiate their leases???without losing their cool, or their cash.From one of the industry's most respected and experienced consultants, Negotiating Commercial Leases & Renewals For Dummies provides tenants with tips and advice on finding the best location and amenities for a business; understanding space needs and maximizing lease space; ensuring fair operating costs and keeping rent fees at a manageable level; minimizing the deposit requirement; mastering and executing negotiation strategies and tactics; and much more.Discover the rights and responsibilities associated with commercial leasesFind out how much negotiability and flexibility you can expect in commercial leases and renewalsGet to know which laws protect you and your businessNegotiating Commercial Leases For Dummies is essential reading for the more than 10 million business owners, entrepreneurs, retailers, restaurants, doctors, and franchise tenants who lease commercial, office, and retail space across North America.
Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems
by James K. SebeniusThis case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of David Carlson as he attempts to negotiate a new uniform corporate information system with three peers.
Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division
by James K. SebeniusThis case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Helen Freeman as she attempts to negotiate a new uniform corporate information system with three peers.
Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division
by James K. SebeniusThis case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Jack Morris as he attempts to negotiate a new uniform corporate information system with three peers.
Negotiating Corporate Change: Confidential Information, Paul Stokes, VP, Health and Beauty Aids Division
by James K. SebeniusThis case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Paul Stokes as he attempts to negotiate a new uniform corporate information system with three peers.
Negotiating Equity Splits at UpDown
by Deepak Malhotra Noam WassermanMichael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement." Since then, Michael has found an angel investor and has worked non-stop on the business, while one co-founder was off enjoying the winter break with his family and the other worked on lucrative consulting contracts for other companies. Michael has just sent his co-founders a proposal that would re-allocate the equity within their founding team, and all three founders are getting ready to reopen a negotiation they thought had been finalized.
Negotiating Financial Agreement in East Asia: Surviving the Turbulence (Routledge Studies in the Growth Economies of Asia)
by Kaewkamol Karen PitakdumrongkitEvery international negotiation bears a risk of collapse, as even among like-minded countries, different players often have different priorities and interests. This can result in conflict as states clash over certain agreement details, and their disputes can escalate and founder the entire negotiation, missing an opportunity to realize potential initiatives. However, other circumstances have witnessed the cases of successful deals. This begets a puzzle: What did these states do to salvage their talks and seal their deals? This book examines East Asian financial negotiation processes and seeks to explain why some negotiations are successful despite the risk of bargaining failure. Using the Chiang Mai Initiative Multilateralization (CMIM) talks as the case study, the book analyses how states with little prior experience at dealing with certain aspects of an agreement manage to avert negotiation failure and successfully conclude their final deal. Using extensive archival research, in-depth interviews with involved negotiators and experts, and process-tracing method, it reconstructs the making of the CMIM agreement. The multi-country analysis reveals the roles played by key actors, namely China, Japan, South Korea, Indonesia, Malaysia, and Thailand, in shaping the agreement terms. The book goes on to argue that preventing a stalemate or succeeding in concluding arrangements like the CMIM is a product of various strategies and tactics employed by negotiators. These include employing bargaining strategies and tactics that help avoid a negotiation deadlock, and assessing the conditions under which such strategies and tactics are likely - or unlikely - to achieve the objective of avoiding bargaining failure. As a study of East Asian economic negotiation processes, this book will be of huge interest to students and scholars of East Asian cooperation and regionalism as well as finance, international business, international relations and international political economy.
Negotiating For Dummies, 2nd Edition
by Michael C. Donaldson David FrohnmayerPeople who can't or won't negotiate on their own behalf run the risk of paying too much, earning too little, and always feeling like they're getting gypped. Negotiating For Dummies, Second, Edition offers tips and strategies to help you become a more comfortable and effective negotiator. And, it shows you negotiating can improve many of your everyday transactions-everything from buying a car to upping your salary. Find out how to: Develop a negotiating style Map out the opposition Set goals and limits Listen, then ask the right question Interpret body language Say what you mean with crystal clarity Deal with difficult people Push the pause button Close the deal Featuring new information on re-negotiating, as well as online, phone, and international negotiations, Negotiating for Dummies, Second Edition, helps you enter any negotiation with confidence and come out feeling like a winner.
Negotiating Genuinely: Being Yourself in Business
by Shirli KopelmanWe often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But, what if you could just be you in business? Taking a positive approach, this brief distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely. One of the most fundamental and challenging battlegrounds in our work lives, negotiation calls on us to compete and cooperate to do our jobs well and achieve extraordinary results. But, the biggest challenge in a negotiation is to be strategic while also being real. Author Shirli Kopelman argues that this duality is both possible and powerful. In Negotiating Genuinely, she teaches readers how to reconcile the disparate hats that they wear in everyday life—with families, friends, and colleagues—bringing one "integral hat" to the negotiation table. Kopelman develops and shares techniques that illuminate this approach; exercises along the way help readers to negotiate more naturally, positively, and successfully.
Negotiating Globally
by Jeanne M. BrettA framework for anticipating and managing cultural differences at the negotiating tableIn today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves.Includes a review of the various contexts and building blocks of negotiation strategyExplains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approachesExplores the three primary cultural prototypes negotiators should understandNegotiating Globally is ideal for those relatively new to negotiation, particularly in the global arena, and offers an overview of the various contexts and tactics of negotiation strategy. Written by an award-winning negotiation expert, this book provides an ideal framework for any and all global negotiations.
Negotiating Governance on Non-Traditional Security in Southeast Asia and Beyond
by Mely Caballero-AnthonyThe threats the world currently faces extend beyond traditional problems such as major power competition, interstate conflict, and nuclear proliferation. Non-traditional security challenges such as climate change, migration, and natural disasters surpass states’ capacity to address them. These limitations have led to the proliferation of other actors—regional and international organizations, transnational networks, local and international nongovernmental organizations—that fill the gaps when states’ responses are lacking and provide security in places where there is none.In this book, Mely Caballero-Anthony examines how non-traditional security challenges have changed state behavior and security practices in Southeast Asia and the wider East Asia region. Referencing the wide range of transborder security threats confronting Asia today, she analyzes how non-state actors are taking on the roles of “security governors,” engaging with states, regional organizations, and institutional frameworks to address multifaceted problems. From controlling the spread of pandemics and transboundary pollution, to managing irregular migration and providing relief and assistance during humanitarian crises, Caballero-Anthony explains how and why non-state actors have become crucial across multiple levels—local, national, and regional—and how they are challenging regional norms and reshaping security governance. Combining theoretical discussions on securitization and governance with a detailed and policy-oriented analysis of important recent developments, Negotiating Governance on Non-Traditional Security in Southeast Asia and Beyond points us toward “state-plus” governance, where a multiplicity of actors form the building blocks for multilateral cooperative security processes to meet future global challenges.
Negotiating Hospitality: Ethics of Tourism Development in the Nicaraguan Highlands (Contemporary Geographies of Leisure, Tourism and Mobility)
by Emily HöckertHow do hosts and guests welcome each other in responsible encounters? This book addresses the question in a longitudinal ethnographic study on tourism development in the coffee- cultivating communities in Nicaragua. The research follows the trail of development practitioners and researchers who travel with a desire to help, teach and study the local hosts. On a broader level, it is a journey exploring how the conditions of hospitality become negotiated between these actors. The theoretical approach bases itself on the ethical subjectivity as responsibility and receptivity towards ‘the other’. The ideas put forward in the book suggest that hospitality, responsibility and participation all require a readiness to interrupt one’s own ways of doing, knowing and being. This book provides a conceptual tool to facilitate reflection on alternative ways of doing togetherness and will be of interest to students and researchers of hospitality, tourism, development studies, cultural studies and anthropology.