Negotiation Books [Page 25 of 118]

Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires.

Today's super negotiator has to be a versatile problem solver, seeking hard-bargain results with a soft touch. With punch and panache, Bob Mayer shows you how to make the grade, revealing powerful negotiating tools drawn from a unique blend of sources:

• — Recent advances in psychology, linguistics, trial advocacy, sales, and management communications—the cutting edge of the art of performance.
• — Tips, tricks, and techniques from 200 of the world's masters—the legendary street and bazaar merchants of Bombay, Istanbul, Cairo, and Shanghai.
• — Mayer's own "been there, done that" years as a lawyer representing thousands of clients (from foreign government agencies and mega-corporations to some of the world's best-known actors, authors, and athletes), negotiating deals on everything from amphitheaters to Zero aircraft.
  

  You'll learn what works—and what doesn't—when you're up against a stone wall…or your ideas are being rejected…or you're confronted with hostility and anger. Included is the highly acclaimed Deal Maker's Playbook, a collection of step-by-step "how-to's" and "what-to's" for 38 common negotiating situations such as:
  
  

  • — Buying a car
  • — Leasing an apartment
  • — Dealing with the IRS
  • — Interviewing for a Job
  • — Buying a franchise
  • — Getting out of debt
  
  

  It's all here—the fancy footwork and magic moves for outgunning, outmaneuvering, and out-negotiating the other person. And the techniques for developing life skills that will dramatically enhance your chances of professional success and personal satisfaction.
  
  

Negotiating is something that we all do, whether at work or at home. But what if we come across someone who just won't give in? How can we defend ourselves against manipulation? And how do we say 'no' without compromising a deal?Using the official Kremlin method, Igor Ryzov guides us through the most effective techniques in negotiating terms that satisfy both parties. From knowing how to get the most information about a potential deal, to how to read your counterpart, and to advice on defusing tension, this comprehensive handbook ensures a mutually acceptable resolution that leaves you walking away successful, while also avoiding strained relationships.With practical examples, and exercises to practice your negotiating skills, The Kremlin School of Negotiation will offer the tools you need to master any deal.

Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.