Author : George Fuller
Publisher : Business & Professional Division
Page : 308 pages
File Size : 28,54 MB
Release : 1991
Category : Business & Economics
ISBN : 9780136126720
This handbook provides you with all the tools you need to succeed as a negotiator.
Author : Stephen Guth
Publisher : Lulu.com
Page : 212 pages
File Size : 14,89 MB
Release : 2007-12-20
Category : Business & Economics
ISBN : 1435706390
Many books have been written on negotiation tactics and a few books have been written on contract drafting, but no book has combined the two disciplines into one-until now. Resulting from over 10 years of actual negotiation experience as both buyer and seller, author Stephen Guth offers insight into a world of negotiations and contracts that few ever see. This book isn't a feel-good book on win-win negotiations. It's an insider's view into real life negotiation tactics and ploys. Readers will learn how to use negotiation tactics such as the Columbo, the Price Slice and Dice, and the Signature Limit Lasso. Readers will also learn how to spot and counter vendor ploys such as the Pop-Tart, Mirroring, and the Only Game in Town. To put it all together, readers are instructed on contract drafting tricks such as Expressly Implied Warranties, the Endless Indemnification, and the Unlimited Limitation of Liability. Readers will never look at contracts the same way again.
Author : Patrick J. Cleary
Publisher : M.E. Sharpe
Page : 206 pages
File Size : 47,20 MB
Release : 2000-11-30
Category : Business & Economics
ISBN : 9780765636386
A guide to negotiating, written for a broad audience. It walks the reader through the world of negotiating step-by-step, including the macro and micro processes of negotiations, the importance of adequate preparation, knowledge of the rules, and the role and usefulness of a mediator.
Author : Melissa Davies
Publisher : Kogan Page Publishers
Page : 249 pages
File Size : 33,9 MB
Release : 2021-10-03
Category : Business & Economics
ISBN : 1398601810
Effective negotiations lead to sustainable partnerships, help both parties to achieve higher goals than they would alone and allow organizations to avoid the costly price of conflict. This book outlines a simple and powerful method of negotiating, either in person or virtually. The Practical Negotiation Handbook outlines a tried and tested five-step process for negotiating lasting agreements, with best practice case examples, checklists and tools. This thoroughly practical guide brings together over 25 years of the author's experience negotiating in a variety of countries and contexts to give you the confidence to negotiate any kind of contract or agreement, large or small. Using a 'solution-focused' approach which centres around preferred outcomes rather than conflicts, and on questioning and listening to the other party rather than trying to convince or impose and making assumptions, this pragmatic book will help build your profile as an ethical and respected negotiator. From contextual analysis and goal preparation to the importance of communication and building an offer, it cuts through the theory and clearly outlines the skills needed to influence the outcome and implementation of any negotiation.
Author : United Nations Environment Programme
Publisher : UNEP/Earthprint
Page : 70 pages
File Size : 22,77 MB
Release : 2006
Category : Business & Economics
ISBN : 9789280728071
A tool to help negotiators of Multilateral Environmental Agreements to prepare strategies and to participate more effectively in the negotiations and focus on environmental issues, their creation of binding international law, and their inclusion.
Author : The City The City Law School
Publisher : Blackstone Press
Page : 0 pages
File Size : 43,45 MB
Release : 2007
Category : Arbitration (Administrative law)
ISBN : 9780199212231
Negotiation deals comprehensively with the challenging task of becoming a successful legal negotiator. Every lawyer must gain the skills necessary to master the art of negotiation, and so this manual takes the student through a step-by-step guide on how to prepare and conduct a negotiation. It provides clear explanations of strategies and tactics as well as accounts of the psychological and behavioral influences that can affect the outcome of a negotiation. Each stage of the negotiation process is dealt with in detail so the student can approach it with confidence. The pre-negotiation preparation, from identifying the context and parties' objectives to planning, formulating and evaluating an argument, is dealt with first. This is followed by an examination of best practice when dealing with information exchange, concessions, and decisions on an appropriate strategy, providing thorough preparation for situations that are common to professional life. Negotiation includes an account of the possible risks and difficulties likely to be encountered in a negotiation, and the student is given tips on contingency planning and common mistakes. Case studies are also used to demonstrate techniques and to allow students to test their knowledge.
Author : Alain Lempereur
Publisher : John Wiley & Sons
Page : 277 pages
File Size : 15,97 MB
Release : 2010-03-02
Category : Business & Economics
ISBN : 0470662190
"Time management is essential for successful negotiations. This book helps you do first things first." —Jeanne Brett, DeWitt W. Buchanan,Jr. Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center "This book brings a breakthrough method to lead efficient negotiations." —Yann Duzert, Professor, Foundation Getulio Vargas, Brazil "Even if you only implement 5% of this method, your clients will find you more attentive to their needs." —John Wong, Senior Partner, The Boston Consulting Group, Hong Kong Office "A one-of-a-kind and most welcome companion for negotiators. It offers a learner-friendly distillation of tested ideas and good practices." —Pierre Debaty, Head of the Brussels Training Office, European Parliament "Drawing on their extensive experience in over 50 countries, the authors provide the best of Anglo-Saxon and continental Europe negotiation approaches." —AJR Groom, University of Kent at Canterbury "Whether you negotiate abroad or in your home country, this book is a must." —Tetsushi Okumura, Professor, Nagoya City University, Graduate School of Economics "Many former enemies started thinking and acting differently after having integrated the principles of this book." —Howard Wolpe, Special Advisor to the Africa Great Lakes region, former Member of US Congress "This negotiation method makes a difference for business and government leaders, who want to act more responsibly." —Theo Panayotou, Professor, Cyprus International Institute for Management & Harvard Kennedy School of Government
Author : Chris Honeyman
Publisher : Dri Press
Page : 766 pages
File Size : 35,94 MB
Release : 2017-08-31
Category : Law
ISBN : 9780982794654
The definitive Desk Reference for negotiators
Author : Kathleen Reardon
Publisher : John Wiley & Sons
Page : 254 pages
File Size : 12,19 MB
Release : 2014-01-31
Category : Business & Economics
ISBN : 1118919246
In The Skilled Negotiator Kathleen Reardon engagingly describes how to expand on negotiation strategies and develop language skills to enhance success in negotiation. The book is filled with real-life examples revealing how to detect subtleties in manner and speech that negotiation novices fail to notice. You'll learn how to identify the 'choice points' that occur during negotiations, how to influence and redirect the conversation to address what you need and ultimately get what you want. The author helps you: Identify your negotiation style and its limitations Use language strategically whether you're being subtle or direct Recognize deception and manage it Position and persuade artfully Effectively negotiate one-on-one and in teams Deal constructively with your own and others—heated emotions
Author : Andrea Kupfer Schneider
Publisher : American Bar Association
Page : 768 pages
File Size : 34,11 MB
Release : 2006
Category : Law
ISBN : 9781590315453
Edited by Andrea Kupfer Schneider and Christopher Honeyman and featuring 80 contributors, The Negotiator's Fieldbook is the most comprehensive book on negotiation available. And the concept that everybody negotiates is increasingly accepted as wisdom. A world in which small manufacturers find their customers and their suppliers on the far side of the globe, in which lifetime stability of employment has been replaced by successive negotiation for new jobs, and in which prenuptial agreements and mediated divorces flank a noticeable percentages of marriages, makes the fact of continuous negotiation more and more obvious. This book pulls together the relevant ideas on negotiation from law, psychology, business, economics, cultural studies and a dozen other fields to provide a context for successful negotiation.
