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How a Psychologist Can Prepare for a Successful Negotiation

Author : Jim Anderson

Publisher : Createspace Independent Publishing Platform

Page : 70 pages

File Size : 43,44 MB

Release : 2017-03-05

Category :

ISBN : 9781544096865

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Book Description

It turns out that most negotiations are over even before they begin. The team that has spent the most time planning for the negotiation, doing their homework, and collecting the data that they'll need is the one that's going to walk away from the table with the best deal. Wouldn't you want that team to be your team? What You'll Find Inside: THE 7 DEADLY SINS OF PREPARING TO NEGOTIATE DEALS THAT MAKE MONEY: HOW TO PLAN YOUR CONCESSIONS MAKE MORE SALES: UNDERSTANDING BUYER POWER & WHAT TO DO ABOUT IT SINGLE VS TEAM NEGOTIATION: WHICH IS BETTER? Planning is what happens before a psychologist sits down at the negotiating table. There are no negotiating tactics or tricks at play here. It's just a matter of you doing your homework. At the same time you hope that the other side is NOT doing their homework so that you'll show up at the negotiation more prepared then they are. Just committing to doing the planning that your next negotiation is going to require is not enough, you also have to know just exactly how to go about doing it. That's what this book is going to teach you. Every negotiation is different and so the planning that you'll have to do for every negotiation will be different also. The planning that is required for a successful negotiation takes on many different forms. These can include planning where and when the negotiations will be held, what concessions you'll be willing to make to the other side, and understanding who has what power in the negotiations. The end result of doing the planning that a negotiation requires is that when you sit down at the negotiating table, you'll have a sense of being prepared. You'll know what you need to know about the other side of the table, what their goals are, what their constraints are, and what they hope to be able to get out of the negotiations. This is exactly the type of knowledge that every psychologist is going to need in order to be able to reach the type of deal that will allow you to walk away from the table with a sense of accomplishment.



How a Marriage and Family Therapist Can Prepare for a Successful Negotiation

Author : Jim Anderson

Publisher : Createspace Independent Publishing Platform

Page : 66 pages

File Size : 13,52 MB

Release : 2017-01-09

Category :

ISBN : 9781542432672

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Book Description

It turns out that most negotiations are over even before they begin. The Marriage and Family Therapist that has spent the most time planning for the negotiation, doing their homework, and collecting the data that they'll need is the one that's going to walk away from the table with the best deal and a sense of winning. Wouldn't you want that person to be you? What You'll Find Inside: THE 7 DEADLY SINS OF PREPARING TO NEGOTIATE DEALS THAT MAKE MONEY: HOW TO PLAN YOUR CONCESSIONS CLOSE MORE DEALS: UNDERSTANDING BUYER POWER & WHAT TO DO ABOUT IT SINGLE VS TEAM NEGOTIATION: WHICH IS BETTER? Planning is what happens before a Therapist sits down at the negotiating table. There are no negotiating tactics or tricks at play here. It's just a matter of you doing your homework. At the same time you hope that the other side is NOT doing their homework so that you'll show up at the negotiation more prepared then they are. Just committing to doing the planning that your next negotiation is going to require is not enough, you also have to know just exactly how to go about doing it - you have to think about the offers and counter offers that are going to be made. That's what this book is going to teach you. Every negotiation is different and so the planning that you'll have to do for each negotiation will be different also. The planning that is required for a successful negotiation takes on many different forms. These can include planning where and when the negotiations will be held, what concessions you'll be willing to make to the other side, and understanding who has what power in the negotiations. The end result of doing the planning that a negotiation requires is that when you sit down at the negotiating table, you'll have a sense of being prepared. You'll know what you need to know about the other side of the table, what their goals are, what their constraints are, and what they hope to be able to get out of the negotiations. This is exactly the type of knowledge that every person who lives in the world of Marriage and Family therapy is going to need in order to be able to reach the type of deal that will allow you to walk away from the table with a sense of having closed a deal that is good for both you and your clients.



The Hidden Rules of Successful Negotiation and Communication

Author : Marc O. Opresnik

Publisher : Springer

Page : 144 pages

File Size : 33,4 MB

Release : 2014-06-17

Category : Business & Economics

ISBN : 3319061941

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Book Description

Negotiations in professional or private life often take an unsatisfactory course due to stress, confrontation with aggressive or unfair behavior, or because of overwhelming situations. Negotiations generally require a thorough preparation, strategy and a sophisticated tactic to make us feel safe in the presentation of our goals and arrive at a mutually satisfactory outcome. Conventional books about negotiations are usually limited to strategies and techniques, but leave out elements of psychological communication and emotional intelligence, which include non-verbal communication and empathy, which in turn are essential for successful negotiation. Therefore, this book on the one hand constitutes the essential techniques and strategies in the context of negotiation, but also considers "soft skills" without which negotiations cannot be successful. This book presents practical examples in dealing with situations such as salary, contract and sales negotiations. In particular on context and time appropriate negotiation techniques; analyzing negotiation partners and their motives; interpret group processes, and how to successfully implement negotiation psychology.



Successful Negotiations

Author : Marc Helmold

Publisher : Springer Nature

Page : 259 pages

File Size : 46,44 MB

Release : 2022-07-12

Category : Business & Economics

ISBN : 3658357010

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Book Description

Use this book to improve your negotiation strategies If you want to position yourself advantageously in your company in the long term, you have to master negotiation strategies. Gain a decisive advantage over your business partners and learn everything about successful negotiation with this book. The authors provide a valuable overview of concrete negotiation situations in industry and business and show ways to achieve successful negotiation breakthroughs. Their book systematically and logically brings together the following aspects: Negotiation preparation Conducting negotiations Negotiation psychology Success in negotiations In addition to the structured approach in a six-phase model, the authors also explain in a practical and clear manner all the psychological and non-verbal tools that lead to a successful negotiation conclusion. The authors have many years of profound international management experience and provide helpful recommendations on how to effectively take intercultural elements into account in negotiations. The contents of the book at a glance Learn to negotiate successfully and acquire in-depth knowledge in the following areas: Negotiation concepts Negotiation management and preparation Best-in-class negotiations Appropriate tools and tactics in negotiations Analysis techniques of non-verbal communication Negotiations in an international context Negotiations in the face of financial difficulties and the threat of insolvency Negotiations in complex projects. Who should read this book on successful negotiations? With its structured approach, the book is particularly recommended for employees in development, quality management, purchasing, production, marketing and sales. But also project managers, executives and entrepreneurs who repeatedly have to negotiate customers or suppliers about performance features of products and services will benefit from this book, because here they learn the negotiation techniques with which they can convince in important discussions. The symbiosis of theory and practice also makes this work suitable for use in higher education and provides professors, teaching staff and students in an international context with an overview of the subject. This book is a translation of the original German 1st edition Erfolgreiche Verhandlungen by Marc Helmold, Florian Hummel and Tracy Dathe published by Springer Fachmedien Wiesbaden GmbH, ein Teil von Springer Nature in 2019. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation. Springer Nature works continuously to further the development of tools for the production of books and on the related technologies to support the authors.



Psychological and Political Strategies for Peace Negotiation

Author : Francesco Aquilar

Publisher : Springer Science & Business Media

Page : 278 pages

File Size : 26,97 MB

Release : 2010-11-15

Category : Psychology

ISBN : 144197430X

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Book Description

Peace is one of the most sought after commodities around the world, and as a result, individuals and countries employ a variety of tactics to obtain it. One of the most common practices used to accomplish peace is negotiation. With its elevated role in the dialogue surrounding peace, negotiation is often steeped in politics and focused on managing parties in conflict. However, the art and science of negotiation can and should be viewed more broadly to include a psychological and cognitive approach. Psychological and Political Strategies for Peace Negotiation gathers the foremost authors in the field and combines their expertise into a volume which addresses the complexity of peace negotiation strategies. To further underscore the importance of successful negotiation strategies, the editors have also included the unique perspective of authors with personal experience with political upheaval in Serbia and Lebanon. Though each chapter focuses on a different topic, they are integrated to create a foundation for future research and practice. Specific topics included in this volume embrace: • Changing minds and the multiple intelligence (MI) framework • Personal schemas in the negotiation process • Escalation of image in international conflicts • Representative decision making • Transformative leadership for peace negotiation Psychological and Political Strategies for Peace Negotiation is an essential reference for psychologists, negotiators, mediators, and conflict managers, as well as for students and researchers in international, cross-cultural and peace psychology studies.



Psychological Processes in International Negotiations

Author : Francesco Aquilar

Publisher : Springer Science & Business Media

Page : 188 pages

File Size : 32,18 MB

Release : 2007-10-05

Category : Psychology

ISBN : 0387713808

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Book Description

A unique collaboration between experts in cognitive psychotherapy and political science, this book emphasizes the value of human psychology in negotiation and mediation. Drawing on a wide range of theory and data, from neuroscientific findings and historical events to the rational-emotive model of behavior, the book explains how the negotiation process works, under both adverse and optimum conditions.



The Psychology of Negotiation

Author : Prof. Dr. Niels Van Quaquebeke

Publisher :

Page : 0 pages

File Size : 50,19 MB

Release : 2021

Category :

ISBN :

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Book Description

The psychological view of negotiations - The core element of any negotiation are the people that find themselves within it. This negotiation training is therefore a crash course in psychology, condensed on the most relevant aspects for negotiations. The knowledge will help you develop confidence for the negotiation process. It enables you to understand yourself and your negotiation partner better - whether in a business meeting with decision-makers or in everyday situations. You will be surprised how easy it is to be one step ahead of your counterpart. Why negotiations are becoming increasingly relevant - The trends towards globalization, individualization, and social discourse mean that negotiations are becoming increasingly relevant. Everything that can be negotiated will be negotiated: the question is whether in your favor. To prepare you optimally, in this video course, ZEIT Akademie lecturer Prof. Dr. Niels Van Quaquebeke introduces you to some basic and advanced topics of negotiations. Afterwards, you will be able to comprehensively analyze yourself, the other party, and the negotiation situation. Based on this, you will learn various practical negotiation strategies and tactics- as well as how to defend against them. You may have heard of "anchoring", but do you know about "scope creep"? And how do you behave when your negotiating partner suggests simply splitting the difference "fairly"? Get on board and enjoy the dance of professional negotiations. Learn to negotiate with win-win approaches so that both sides benefit - Most people think of negotiations in terms of win-lose strategies. These strategies are about dividing up the proverbial pie. The principle here is: what one party gets, the other party does not. However, there are also numerous win-win negotiation options. This method of negotiation is all about finding ways to increase the proverbial pie or creative dividing it up in such a way that in the end both parties are satisfied because both get what they want without having to compromise. This not only requires the right mindset but also concrete communicative tools, which you will learn in this course. A good contract, digital negotiations and ethical considerations - At the end of the course, it's all about negotiating in the digital world. What do you need to keep in mind when you are not sitting face to face? How can you negotiate in the digital realm, and what common mistakes should you avoid? In the web-based training you will learn the art of getting a good deal and, in all that, how to also check your ethics. Learning with examples from practice - The comprehensive course covers numerous practical examples and dives into the experience of the lecturer from over 15 years of training and negotiation support. With concrete exercises, you can transfer the knowledge to your everyday work. Prof. Dr. Niels Van Quaquebeke provides you with the tools to get more out of the course for your own company and also for yourself.



Negotiation Basics

Author : Ralph A. Johnson

Publisher : SAGE

Page : 187 pages

File Size : 27,17 MB

Release : 1993

Category : Language Arts & Disciplines

ISBN : 0803940521

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Book Description

"It is a very practical book aiming to describe various ways of negotiating. . . . The author's use of a conversational style makes for easy reading. . . . A useful and light book which serves as an introduction to the area." --Counselling at Work "Although the book's format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives." --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers with the opportunity to practice the newly acquired skills. Topics examined include steps necessary for goal building, role of information in negotiations, hidden and incidental "costs," popular strategies, role of the agent, and reasons why negotiations fail. This unique and illuminating volume is a welcome addition for business and management courses, service organizations, labor studies programs, education and communication departments, and conflict resolution programs.



The Art of Negotiation

Author : Luis Fernando Tejada Yepes

Publisher : Independently Published

Page : 0 pages

File Size : 13,65 MB

Release : 2023-11-08

Category :

ISBN :

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Book Description

Negotiation is an ancient art woven into the very fabric of human history. From the ancient Silk Roads to the modern steel and glass skyscrapers, the ability to negotiate has been a defining factor in success, both personally and professionally. In this book, we will delve into the fundamentals of "The Art of Negotiation," a fascinating journey through the concepts, strategies, and skills that underlie every exchange and agreement we forge in life. Negotiation is a multifaceted process, a dance of wills, needs, and ever-evolving interests. Throughout these pages, we will break down thirty crucial topics that will help you understand and master this art. We will begin by establishing the basic concepts of negotiation, demystifying its complexity and exploring the various approaches that can be adopted in different contexts. From the world of business to personal relationships, the tactics and strategies for achieving effective agreements are equally applicable. Effective communication is the foundation of any successful negotiation. Therefore, we will dedicate a chapter to essential communication skills, exploring how words, tone, and body language can influence the outcome of a negotiation. Preparation is also paramount, and you will learn to set clear goals and strong boundaries to guide your negotiation efforts toward success. At the heart of any negotiation lies the creation of value, a process through which both parties can gain mutual benefits. But, of course, there will be times when you need to make concessions to reach an agreement. You will learn when and how to make concessions effectively, avoiding common pitfalls. Negotiation can be viewed from different perspectives. We will discuss win-win and win-lose strategies, as well as the difference between competitive and collaborative negotiation. We will also explore the various types of power in negotiation, from informational power to emotional power. Psychology plays a crucial role in negotiation, and we will analyze how emotions and decision-making influence the process. Additionally, we will address intercultural negotiation, highlighting key aspects for success in global and diverse environments.



The Professor Is In

Author : Karen Kelsky

Publisher : Crown

Page : 450 pages

File Size : 45,68 MB

Release : 2015-08-04

Category : Education

ISBN : 0553419420

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Book Description

The definitive career guide for grad students, adjuncts, post-docs and anyone else eager to get tenure or turn their Ph.D. into their ideal job Each year tens of thousands of students will, after years of hard work and enormous amounts of money, earn their Ph.D. And each year only a small percentage of them will land a job that justifies and rewards their investment. For every comfortably tenured professor or well-paid former academic, there are countless underpaid and overworked adjuncts, and many more who simply give up in frustration. Those who do make it share an important asset that separates them from the pack: they have a plan. They understand exactly what they need to do to set themselves up for success. They know what really moves the needle in academic job searches, how to avoid the all-too-common mistakes that sink so many of their peers, and how to decide when to point their Ph.D. toward other, non-academic options. Karen Kelsky has made it her mission to help readers join the select few who get the most out of their Ph.D. As a former tenured professor and department head who oversaw numerous academic job searches, she knows from experience exactly what gets an academic applicant a job. And as the creator of the popular and widely respected advice site The Professor is In, she has helped countless Ph.D.’s turn themselves into stronger applicants and land their dream careers. Now, for the first time ever, Karen has poured all her best advice into a single handy guide that addresses the most important issues facing any Ph.D., including: -When, where, and what to publish -Writing a foolproof grant application -Cultivating references and crafting the perfect CV -Acing the job talk and campus interview -Avoiding the adjunct trap -Making the leap to nonacademic work, when the time is right The Professor Is In addresses all of these issues, and many more.