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Sunday: Get your preparation rightMonday: Who will I meet?Tuesday: Higher-level techniquesWednesday: Exchanging proposals and trading concessionsThursday: Listening and consulting skillsFriday: The small printSaturday: Keep track of successful outcomes
The 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)
Negotiation 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.
After the United States invaded Puerto Rico in 1898, the new unincorporated territory sought to define its future. Seeking to shape the next generation and generate popular support for colonial rule, U. S. officials looked to education as a key venue for promoting the benefits of Americanization. At the same time, public schools became a site where Puerto Rican teachers, parents, and students could formulate and advance their own projects for building citizenship. In Negotiating Empire, Solsiree del Moral demonstrates how these colonial intermediaries aimed for regeneration and progress through education. Rather than seeing U. S. empire in Puerto Rico during this period as a contest between two sharply polarized groups, del Moral views their interaction as a process of negotiation. Although educators and families rejected some tenets of Americanization, such as English-language instruction, they also redefined and appropriated others to their benefit to increase literacy and skills required for better occupations and social mobility. Pushing their citizenship-building vision through the schools, Puerto Ricans negotiated a different school project-one that was reformist yet radical, progressive yet traditional, colonial yet nationalist.
"Negotiating is a face-to-face human drama that can be as genteel as croquet or as brutal as a prizefight," observes Victor Gotbaum. He should know -- no one has mastered this drama better than Gotbaum himself, who for more than twenty years headed the largest municipal employees' union in the country, earning a reputation as a tough, skilled negotiator who gets results. In Negotiating in the Real World, he draws on his experience to show how readers can also get results by sharpening their negotiating skills in every situation -- from getting a raise to buying a house or getting a divorce. All of us negotiate every day, sometimes in ways we don't even think of as negotiating. Resolving a problem with a coworker, discussing your child's allowance, or reaching agreement with your spouse on how much television your children should be watching are all examples of negotiations. And all negotiations, large and small, business or personal, follow the same principles. In clear and candid terms, Victor Gotbaum explains what those principles are: evaluating your own negotiating ability; measuring the ability and interests of your adversary; understanding the interests of those you represent; and being aware of how outside factors influence your negotiations. In Negotiating in the Real World, Gotbaum cites examples of how awareness or ignorance of these principles determined the outcome of a negotiation. Drawing on decades of expertise, he discusses how to keep the momentum going in negotiations, how to recognize when emotion becomes a stumbling block, and when to bring in a third party (using the 1994 Major League Baseball strike as one example). He explains the different types of mediators and arbitrators, and why you should avoid some of them except as an absolute last resort. Illustrated with numerous anecdotes and examples from real-life situations, and written with the frank, hard-hitting style for which Gotbaum is renowned, Negotiating in the Real World is an invaluable and practical guide for both novice and experienced negotiators on how to walk away from the bargaining table a winner.
As a hostage negotiator for Taylor Security, Gavin Sheppard has just been given the toughest assignment of his career: securing the release of his boss's pregnant wife. He's uneasy negotiating a rescue without the involvement of the police, but with the life of a woman and her unborn child on the line there's no time to play by the rules. He'll have to work closely with the one woman who could prove to be a distraction...Janet Fink, the agency's tech geek, is conflicted about working alongside the man she's irresistibly attracted to. Though she's determined not to risk her career by getting involved with a coworker, especially a superior, she can't forget the passionate kiss they once shared...With the kidnappers' deadline fast approaching, Gavin and Janet must combine their skills to bring the missing woman home alive. But their undeniable chemistry is making it difficult to keep their relationship purely professional...25,000 words
Negotiation 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.
Do you want to clinch a sale? Get a better salary? Make a terrific deal on a new house? Then get ready to negotiate! Your life is all about bargaining--everything from setting a price with a vendor at work to talking to your teenager at home about an allowance. Experienced negotiators have a huge advantage in these discussions, because they know what words and phrases work. And you can join their ranks. Here's your essential guide to what to say at each stage of the negotiation. You'll learn how to: Evaluate the needs of your negotiating partner Decide what the other party's wordsreallymean Structure offers and counteroffers Determine your minimum walkaway point The best words will get you the best deal. So get in there and start bargaining!
Sales 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 within Domination examines the formation of colonial governance in New Spain through interactions between indigenous peoples and representatives of the Spanish Crown. The book highlights the complexity of native negotiation and mediation with colonial rule across time, culture, and place and how it shaped colonial political and legal structures from the sixteenth to the eighteenth centuries. Although indigenous communities reacted to Spanish presence with significant acts of resistance and rebellion, they also turned to negotiation to deal with conflicts and ameliorate the consequences of colonial rule. This affected not only the development of legal systems in New Spain and Mexico but also the survival and continuation of traditional cultures. Bringing together work by Mexican and North American historians, this collection is a crucially important and rare contribution to the field. Negotiation within Domination is a valuable resource for native peoples as they seek to redefine and revitalize their identities and assert their rights relating to language and religion, ownership of lands and natural resources, rights of self-determination and self-government, and protection of cultural and intellectual property. It will be of interest primarily to specialists in the field of colonial studies and historians and ethnohistorians of New Spain
Frederick Forsyth, master of the international thriller, returns with an electrifying story of a man of immense power and a conspiracy to crush the President of the United States. Only one man--Forsyth's most unforgettable hero yet--can prevent the plan from succeeding. His name is Quinn. He is the Negotiator. President Cormack is bent on signing a sweeping U.S.-Soviet disarmament treaty, and the master conspirator is determined to stop him. The kidnapping of a young man on a country road in Oxfordshire is but the first brutal step in the explosive plot to engineer the president's destruction. Enter Quinn. Quinn plays the kidnappers like a master musician... until, in a shocking turnabout, he discovers that ransom was not their objection after all--and that he has been lured into a cunningly woven web. Now he must draw upon his deepest strengths--to save not only the victim but the entire free world.
Follows the story of Kate O'Malley, a hostage negotiator, and the events that will change her family forever.
Hughes has long been acknowledged as the voice of the Harlem Renaissance, and this poem is considered the movement's song. Artist Lewis acts as interpreter and visionary, using watercolor to pay tribute to Hughes's timeless anthem, a poem that every child deserves to know.
Patrice Evans is The Assimilated Negro, a hyperobservant, savagely pop-savvy instigator bent on pranking the crap out of our modern racial discourse. Since the debut of his popular "Ghetto Pass" column for Gawker.com, Evans has been the rare voice capable of speaking to junkies for both White Castle and Colson Whitehead with equal insight and aplomb. His first book, Negropedia, is a wide-ranging, deeply idiosyncratic tour through the tricky racial landscape of the Obama era, aimed at pop-culture consumers at the intersecting fan bases of South Park and Chappelle's Show, Scott Pilgrim and The Boondocks. Whether deconstructing Lil Wayne's "no homo hypocrisy," outlining the all-important Clair Huxtable code for finding a mate, or assessing Susan Sontag's street cred, Evans provides a stream of daring outsider anthropology.From the Trade Paperback edition.
In this classic study, Pulitzer Prize-winning author James M. McPherson deftly narrates the experience of blacks--former slaves and soldiers, preachers, visionaries, doctors, intellectuals, and common people--during the Civil War. Drawing on contemporary journalism, speeches, books, and letters, he presents an eclectic chronicle of their fears and hopes as well as their essential contributions to their own freedom. Through the words of these extraordinary participants, both Northern and Southern, McPherson captures African-American responses to emancipation, the shifting attitudes toward Lincoln and the life of black soldiers in the Union army. Above all, we are allowed to witness the dreams of a disenfranchised people eager to embrace the rights and the equality offered to them, finally, as citizens. From the Trade Paperback edition.
The NEA Handbook is published for use by Association officers, national and state staff, members, and other interested leaders in the field of education. Key NEA governance documents--including Association Bylaws, Standing Rules, resolutions, policy statements, and new business of the current program year--are included in this volume. The Handbook also provides general information on governance structure, key national and state affiliate leaders, program unit descriptions and staff rosters, membership figures, and recognized NEA caucuses.
This is the story of Nehemiah, a man who loved God. Nehemiah worked for God even when mean people tried to make him stop. Not only was Nehemiah brave, but he did what was right. The books in this series have been praised for their accurate telling of Bible stories, making them come alive for today's children.
Dr. Alissa Carrington has just moved into her house in Tyler, Texas. During her vacation from her work as a dentist, she becomes acquainted with her handsome next-door neighbor, Brad Ratnor. But it seems that someone wants Alissa dead!
An easy-to-read guide on laws concerning common neighbor disputes, including noise, trees and blocked views. Is the noise from next door keeping you up at night? Is the view from your backyard being obstructed? Is a neighboring business driving you crazy? Learn your rights and responsibilities with Neighbor Law, Nolo's clear-cut, comprehensive guide to the laws concerning common neighbor disputes. The popular bestseller covers: fences trees boundaries blocked views noise water issues neighborhood businesses dangers to children ("attractive nuisances") and more In plain English, Neighbor Law explains how to find applicable laws and resolve disputes without going to court. It tells you when the law is on your side and how to deal with your neighbors without creating enemies. If you must go to small claims court, you will also find you all the facts you need in this popular book. The 7th edition is completely revised and provides new sample letters for engaging a neighbor over a dispute, and includes expanded information on mediation and dispute resolution. Plus, read new material on how to build community and prevent disputes.
Environmental justice as studied in a variety of disciplines is most often associated with redressing disproportionate exposure to pollution, contamination, and toxic sites. In Neighborhood as Refuge, Isabelle Anguelovski takes a broader view of environmental justice, examining wide-ranging comprehensive efforts at neighborhood environmental revitalization that include parks, urban agriculture, fresh food markets, playgrounds, housing, and waste management. She investigates and compares three minority, low-income neighborhoods that organized to improve environmental quality and livability: Casc Antic, in Barcelona; Dudley, in the Roxbury section of Boston; and Cayo Hueso, in Havana. Despite the differing histories and political contexts of these three communities, Anguelovski finds similar patterns of activism. She shows that behind successful revitalization efforts is what she calls "bottom to bottom" networking, powered by broad coalitions of residents, community organizations, architects, artists, funders, political leaders, and at times environmental advocacy groups. Anguelovski also describes how, over time, environmental projects provide psychological benefits, serving as a way to heal a marginalized and environmentally traumatized urban neighborhood. They encourage a sense of rootedness and of attachment to place, creating safe havens that offer residents a space for recovery. They also help to bolster residents' ability to deal with the negative dynamics of discrimination and provide spaces for broader political struggles including gentrification. Drawing on the cases of Barcelona, Boston, and Havana, Anguelovski presents a new holistic framework for understanding environmental justice action in cities, with the right to a healthy community environment at its core.
"A poet whose voice and message we trust. . . a singular and significant voice. You will not forget this neighborhood, or this poet. " from the foreword by Toi Derricotte From the twilight towns of the Rust Belt to the vivid inlets of New York City, Neighborhood Register is a ledger of the people, scenes, and sectors from which hidden music and meaning unearth. The collection evokes the beauties and difficulties within multi-racial families, the value of vernacular, and the unexpected resonances of common objects. "In his fine first collection, Jackson lyrically knits together time, memory, human desires and obligations and invites the kind reader to dance along to his bright measures, which sometimes resemble the life of a young poet, deeply enmeshed in the world, and sometimes reflect like a mirror. " - Cornelius Eady
One summer day in 1941, half of the Polish town of Jedwabne murdered the other half, 1,600 men, women, and children, all but seven of the town's Jews. Neighbors tells their story. This is a shocking, brutal story that has never before been told. It is the most important study of Polish-Jewish relations to be published in decades and should become a classic of Holocaust literature. Jan Gross pieces together eyewitness accounts and other evidence into an engulfing reconstruction of the horrific July day remembered well by locals but forgotten by history. His investigation reads like a detective story, and its unfolding yields wider truths about Jewish-Polish relations, the Holocaust, and human responses to occupation and totalitarianism. It is a story of surprises: The newly occupying German army did not compel the massacre, and Jedwabne's Jews and Christians had previously enjoyed cordial relations. After the war, the nearby family who saved Jedwabne's surviving Jews was derided and driven from the area. The single Jew offered mercy by the town declined it. Most arresting is the sinking realization that Jedwabne's Jews were clubbed, drowned, gutted, and burned not by faceless Nazis, but by people whose features and names they knew well: their former schoolmates and those who sold them food, bought their milk, and chatted with them in the street. As much as such a question can ever be answered, Neighbors tells us why. In many ways, this is a simple book. It is easy to read in a single sitting, and hard not to. But its simplicity is deceptive. Gross's new and persuasive answers to vexed questions rewrite the history of twentieth-century Poland. This book proves, finally, that the fates of Poles and Jews during World War II can be comprehended only together.
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