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Negotiation Genius
by Max H. Bazerman Deepak MalhotraFrom 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 Geniuswill 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 invol...
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
by Deepak Malhotra Max BazermanFrom 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 moreThis 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 Made Simple: A Practical Guide for Solving Problems, Building Relationships, and Delivering the Deal (Made Simple Series)
by John LowryNegotiators might be born, but great negotiators are made.This book offers a useful and comprehensive approach to negotiation that can springboard a career or a company, one deal at a time.Business and organizational leaders spend well over half of their professional time engaged in this process. It is the way they do deals, lead employees, and manage relationships. Most leaders learn to negotiate on the job through a long process of trial and error. In today&’s competitive marketplace, there is no time for experimentation, nor room to make mistakes.The good news is by mastering negotiation, the next level of success is actually closer than it appears. The actionable advice and practical guidance offered in this book give a roadmap for every type of negotiation. Through case studies, illustrations, exercises, and personal stories, Lowry shows how to:Make strategic decisions – move from doing what is comfortable to doing what is most strategic.Manage the process – carefully balance the urge to compete with the need to collaborate.Deliver the deal – fine-tune the negotiation process to achieve the desired outcome.This book makes it easy to join the ranks of leaders who have experienced unprecedented success by making negotiation simple.
Negotiation Preparation in a Global World: Symptoms of Success and Failure
by Jill E. Rudd D. Timothy HughesNegotiation Preparation in a Global World guides the reader through a series of issues to consider in building international and intercultural business negotiation skills. It takes the approach of examining failed business negotiations to analyze how improved communication might have led to successful outcomes. Each chapter presents theoretical background related to a communication failure and explores alternative strategies to the situation. This volume is ideal for undergraduate- and graduate-level students studying business, leadership, and organizational development, as well as those new to the global marketplace or interested in learning how to negotiate in the intercultural business arena.
Negotiation Skills In A Week: Brilliant Negotiating In Seven Simple Steps
by Peter FlemingEffective negotiation skills just got easierThere was a time, not that long ago, when negotiation was seen, in the main, as the province of industrial relations folk and car-sales advisers. But, no longer! Repeated financial crises have squeezed profit margins and, in some markets, discouraged buyers from making marginal purchases or continuing habitual expenditure. Managers have found themselves in the frontline of the expectation to achieve better value for money, and the starting point for this is to shop around and explore the offers made by new suppliers, and/or to negotiate better deals with existing suppliers.Even if your job doesn't involve negotiation, then you might still be an active negotiator when replacing your car, moving house or even selling last season's wardrobe! The truth is that being a good negotiator has become a life skill, enabling those who are good at it not just to save money, but also to upgrade their computer, television or lawnmower with little or no increase in outgoings - and enhancing their reputation in the process.Becoming an effective negotiator is certainly within the scope of the majority of people. At its simplest, it involves thinking out what you want, planning how you'd like to get it and developing your powers of persuasion to convince other people that you are simply being reasonable.This book will help you to plan to become a better negotiator through being better prepared for meetings, planning clear and realistic objectives for a negotiation, maintaining concentration and making logical proposals that create agreement in the other party.- Sunday: Creating the right environment- Monday: Researching your objectives - Tuesday: People and places - Wednesday: Breaking the ice - Thursday: The agenda - Friday: Concluding- Saturday: Learning from your experiences
Negotiation Techniques (That Really Work!)
by Stephan SchiffmanSales is all about negotiation. Price. Delivery. Terms.And every day, salespeople leave money on the table. They just don't have the skills to get what they want. Now Stephan Schiffman, drawing on years of experience, shows you how to nail the sale, hit quotas, and boost the bottom line. Schiffman-style negotiation is all about getting the best deal. And he outlines specific techniques to get there.Things can be tough out there. But with Schiffman's negotiation skills in your pocket, you can do battle and win.
Negotiation at Work
by Ira G. AshermanNegotiation 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 complicated subject, managers and trainers need proven, powerful activities. Negotiation at Workis the answer. The book is packed with 60 interactive lessons designed to instill confidence and transform participants into strong negotiators. Each activity includes a description, detailed directions, goals, additional resources as well as notes for the trainer. The exercises are designed to help learners: * Plan effectively for a negotiation * Ask the right questions * Build trust * Analyze each negotiation creatively * Strategically frame each party's needs and interests * Successfully negotiate with difficult people * Determine their own negotiating style * And much more Featuring transcripts from real negotiations, case studies, assessments, and even practice negotiation sessions, this handy book includes everything readers need to successfully train others in the fine art of negotiation.
Negotiation at Work: Maximize Your Team's Skills With 60 High-impact Activities
by Ira AshermanNegotiation 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 complicated subject, managers and trainers need proven, powerful activities. Negotiation at Work is the answer. The book is packed with 60 interactive lessons designed to instill confidence and transform participants into strong negotiators. Each activity includes a description, detailed directions, goals, additional resources as well as notes for the trainer. The exercises are designed to help learners: * Plan effectively for a negotiation * Ask the right questions * Build trust * Analyze each negotiation creatively * Strategically frame each party's needs and interests * Successfully negotiate with difficult people * Determine their own negotiating style * And much more Featuring transcripts from real negotiations, case studies, assessments, and even practice negotiation sessions, this handy book includes everything readers need to successfully train others in the fine art of negotiation.
Negotiation for Procurement Professionals: A Proven Approach that Puts the Buyer in Control
by Jonathan O'BrienHighly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Procurement Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. It provides purchasers with the necessary tools and tactics for a detailed, planned approach to negotiation. Jonathan O'Brien shifts the emphasis away from relying mostly upon personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on cultural differences, personality traits and game theory. Negotiation for Procurement Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. The book is based upon Red Sheet Methodology, a proven and collaborative technique used by many companies globally. If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes and better business results. Negotiation for Procurement Professionals is the perfect companion to Jonathan O'Brien's other books Category Management in Purchasing and Supplier Relationship Management. Used together, they provide a complete and powerful strategic purchasing toolkit.
Negotiation for Procurement and Supply Chain Professionals: A Proven Approach for Negotiations with Suppliers
by Jonathan O'BrienHighly effective negotiation skills are an essential element of a purchasing and supply chain professional's toolkit. Negotiation for Procurement and Supply Chain Professionals provides a step-by-step approach to delivering winning negotiations and getting game-changing results. It provides purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation. Negotiation for Procurement and Supply Chain Professionals allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on concession strategies, cultural influences and game theory. Negotiation for Procurement and Supply Chain Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon the Red Sheet® Methodology, this book is a proven and collaborative technique used by many companies globally. The new edition includes supply chain planning, updates on multi-party negotiation for supply chain negotiations, Brexit as a retrospective example of negotiation and how the negotiation capability will need to change in the future.
Negotiation for Purchasing Professionals
by Jonathan O'BrienBased upon the author's proven Red Sheet methodology, Negotiation for Purchasing Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. The author shifts the emphasis away from relying mostly upon personality and tactics used during the negotiation, to a more structured and planned approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on cultural differences, personality traits and game theory. It creates a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics.If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes for business results.
Negotiation: Communication for Diverse Settings
by Dr Michael L. Spangle Dr Myra Warren IsenhartNegotiation is not formulaic. How we negotiate is determined largely by the context in which the negotiation process takes place. Negotiation: Communication for Diverse Settings provides the reader with a comprehensive overview of the negotiation process as it applies to a wide variety of contexts. Skillfully weaving practitioner interviews and real world examples throughout the book, Michael Spangle and Myra Warren Isenhart emphasize the day-to-day relevance of negotiation skill. The authors provide knowledge vital to successful negotiation in a variety of situations, including interpersonal relations, the workplace, shopping and other consumer settings, community relations, and international affairs. Discussions of the moral and ethical dilemmas of negotiation-as well as the detail provided in various sections, such as international negotiations will undoubtedly prove useful to novice and seasoned negotiators alike.
Negotiation: Creating Agreements in Business and Life
by Brad Winn Marc SokolNegotiation is much more than making a deal; it′s a life skill. Negotiation: Creating Agreements in Business and Life explores the theory and practice of negotiation while unpacking how to develop the head, heart, hand, and stomach of a successful negotiator. Authors Brad Winn and Marc Sokol frame negotiation as a dynamic, creative process that can produce lasting positive results for all parties involved. Practical applications, role-play exercises, and cases provide students with ample opportunities to sharpen their negotiation skills to become confident, capable negotiators in the workplace and in everyday life. Included with this title: LMS Cartridge: Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site.
Negotiation: Creating Agreements in Business and Life
by Brad Winn Marc SokolNegotiation is much more than making a deal; it′s a life skill. Negotiation: Creating Agreements in Business and Life explores the theory and practice of negotiation while unpacking how to develop the head, heart, hand, and stomach of a successful negotiator. Authors Brad Winn and Marc Sokol frame negotiation as a dynamic, creative process that can produce lasting positive results for all parties involved. Practical applications, role-play exercises, and cases provide students with ample opportunities to sharpen their negotiation skills to become confident, capable negotiators in the workplace and in everyday life. Included with this title: LMS Cartridge: Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site.
Negotiation: Strategies for Mutual Gain
by Dr Lavinia HallWith contributions from top scholars in the field of negotiation, this clear and entertaining volume effectively blends technique with theory to present frameworks for effective negotiating, analyses of person-to-person negotiating situations and applications in organizational settings. Building on the concept that conflict, when managed well, can provide the impetus for growth, constructive change and mutual benefit, the book is dedicated to breaking the paradigm of winning and losing and transforming negotiation into a search for improved solutions to problems.
Negotiation: The Alternative to Hostility
by Jimmy CarterThis first address of the Carl Vinson Memorial Lecture Series at Mercer University is a masterful assessment of the difficulties of resolving disputes. President Carter's guidelines for establishing a more stable peace in the world are concise and imaginative without sacrificing their essential practicality.
Negotiation: The Brian Tracy Success Library (The\brian Tracy Success Library)
by Brian TracyNegotiation is an essential element of almost all of our interactions--personally and professionally. It's part of how we establish relationships, work together, and arrive at solutions for our clients, our organizations, and ourselves. Simply put, those who don't negotiate well risk falling victim to those who do. Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator and learn how to: * Utilize the six key negotiating styles * Harness the power of emotion in hammering out agreements * Use time to your advantage * Prepare like a pro and enter any negotiation from a position of strength *Gain clarity on areas of agreement and disagreement * Develop win-win outcomes * Use the power of reciprocity * Know when and how to walk away * Apply the Law of Four * Plus much more Smart negotiation can save you time and money, make you more effective, and contribute substantially to your career. Jam-packed with Brian Tracy's trademark wisdom, this practical and portable book puts the power of negotiation right in your hands.
Negotiation: The Game Has Changed
by Max H. BazermanFrom the world&’s leading expert on negotiation, an essential guide to negotiating in any situation—whether over Zoom, across political and cultural divides, or during a supply chain crisisThe world has changed dramatically in just the past few years—and so has the game of negotiation. COVID-19, Zoom, political polarization, the online economy, increasing economic globalization, and greater workplace diversity—all have transformed the who, what, where, and how of negotiation. Today, traditional negotiating tactics, while still effective, need to be tailored to vastly different situations and circumstances. In Negotiation: The Game Has Changed, legendary Harvard Business School professor Max Bazerman, a pioneer in the field of negotiation, shows you how to negotiate successfully today by adapting proven negotiation principles and strategies to the challenging new contexts you face—from negotiating across cultural and political differences to trying to reach an agreement over Zoom or during a supply chain crisis.Negotiation offers a groundbreaking new way of thinking about the importance of the unique context of any negotiation—and when and how it should influence how you negotiate. At the same time, the book provides a concise and expert overview of essential negotiating techniques for anyone new to the subject or who wants a refresher. The result is a must-read—a powerful toolkit for successfully negotiating in a world where the game of negotiation has changed.
Neil McKenty Live: The lines are still blazing
by Catharine Mckenty Alan HustakNeil McKenty liked to argue just for the hell of it. During the 1970's and 80s he was one of Montreal's highest rated radio talk show hosts. At the peak of his career more than 75,000 people tuned in to CJAD to hear his show, Exchange. 'The basic exchange on Exchange, is not between the listeners and Neil McKenty," he once explained. "It is between the listeners. If the host sets up the chemistry, the show goes on its own momentum, and I am almost on the sidelines. On the other hand, I am in the entertainment business. If I bore my listeners, I'm dead." The material collected in this book focuses on the years he moderated, infuriated, provoked and entertained his listeners.
Nellie Wants to Know: The True Story of Nellie Bly, Reporter
by Liz HuyckDuring an era when women had few freedoms, there was one woman who spoke up for them. She was known as Nellie Bly, a pioneering female investigative reporter of her time. Well known for her record-breaking trip around the globe, her contributions also exposed corruption in a local hospital.
Neoliberal Health Organizing: Communication, Meaning, and Politics (Critical Cultural Studies in Global Health Communication #2)
by Mohan J DuttaMohan J Dutta closely interrogates the communicative forms and practices that have been central to the establishment of neoliberal governance. In particular, he examines cultural discourses of health in relationship to the market and the health implications of these cultural discourses. Using examples from around the world, he explores the roles of public-private partnerships, NGOs, militaries, and new technologies in reinforcing the link between market and health. Identifying the taken-for-granted assumptions that constitute the foundations of global neoliberal organizing, he offers an alternative strategy for a grassroots-driven participatory form of global organizing of health. This inventive theoretical volume speaks to those in critical communication, in health research, in social policy, and in contemporary political economy studies.
Neoliberalism, Media and the Political
by Sean PhelanNeoliberalism, Media and the Political examines the condition of media and journalism in neoliberal cultures. Emphasizing neoliberalism's status as a political ideology that is simultaneously hostile to politics, the book presents a critical theoretical argument supported by empirical illustrations from New Zealand, Ireland, the UK and the US.
Net Words: Creating High-Impact Online Copy
by Nick UsborneA practical guide on how to write online text that is funny, personal, engaging, and informative-in short, how to write text that people actually want to read. It gives insight on how to attract customers by online communication.
Netflix Nations: The Geography of Digital Distribution (Critical Cultural Communication #28)
by Ramon LobatoHow streaming services and internet distribution have transformed global television culture.Television, once a broadcast medium, now also travels through our telephone lines, fiber optic cables, and wireless networks. It is delivered to viewers via apps, screens large and small, and media players of all kinds. In this unfamiliar environment, new global giants of television distribution are emerging—including Netflix, the world’s largest subscription video-on-demand service.Combining media industry analysis with cultural theory, Ramon Lobato explores the political and policy tensions at the heart of the digital distribution revolution, tracing their longer history through our evolving understanding of media globalization. Netflix Nations considers the ways that subscription video-on-demand services, but most of all Netflix, have irrevocably changed the circulation of media content. It tells the story of how a global video portal interacts with national audiences, markets, and institutions, and what this means for how we understand global media in the internet age.Netflix Nations addresses a fundamental tension in the digital media landscape – the clash between the internet’s capacity for global distribution and the territorial nature of media trade, taste, and regulation. The book also explores the failures and frictions of video-on-demand as experienced by audiences. The actual experience of using video platforms is full of subtle reminders of market boundaries and exclusions: platforms are geo-blocked for out-of-region users (“this video is not available in your region”); catalogs shrink and expand from country to country; prices appear in different currencies; and subtitles and captions are not available in local languages. These conditions offer rich insight for understanding the actual geographies of digital media distribution. Contrary to popular belief, the story of Netflix is not just an American one. From Argentina to Australia, Netflix’s ascension from a Silicon Valley start-up to an international television service has transformed media consumption on a global scale. Netflix Nations will help readers make sense of a complex, ever-shifting streaming media environment.
Netflixed
by Gina KeatingThe history of Netflix is a long struggle for greatness marked by multiple disasters, lucky breaks, personal betrayal, and broken hearts. It has more drama than most of the movies Netflix rents. Netflix has come a long way since 1997, when two Silicon Valley entrepreneurs, Marc Randolph and Reed Hastings, decided to start an online DVD store before most people owned a DVD player. They were surprised and elated when launch-day traffic in April 1998 crashed their server and resulted in 150 sales. Today, Netflix has more than 25 million subscribers and annual revenues above $3 billion. Yet long- term success—or even survival—is still far from guaranteed. Journalist Gina Keating recounts the absorbing, fast-paced drama of the company’s turbulent rise to the top and its attempt to invent two new kinds of business. First it engaged in a grueling war against video-store behemoth Blockbuster, transforming movie rental forever. Then it jumped into an even bigger battle for online video streaming against Google, Hulu, Amazon, and the big cable companies. Netflix ushered in such innovations as DVD rental by mail, a patented online queue of upcoming rentals, and a recommendation algorithm called Cinematch that proved crucial in its struggle against bigger rivals. Yet for all its success, Netflix is still a polarizing company. Hastings is often heralded as a visionary—he was named Business Person of the Year in 2010 by Fortune—even as he has been called the nation’s worst CEO. Netflix also faces disgruntled customers after price increases and other stumbles that could tarnish the brand forever. The quest to become the world’s portal for premium video on demand will determine nothing less than the future of entertainment and the Internet. Drawing on extensive new interviews and her years covering Netflix as a financial and entertainment reporter, Keating makes this tale as absorbing as it is important. .