Author : Max H. Bazerman
Publisher : Simon and Schuster
Page : 208 pages
File Size : 13,47 MB
Release : 1993
Category : Business & Economics
ISBN : 0029019869
Draws on a study of the irrational behavior of ten thousand executives and student leaders to help managers and negotiators check their personal biases and assumptions in order to reach the best agreements possible.
Author : Max H. Bazerman
Publisher : Simon and Schuster
Page : 196 pages
File Size : 37,3 MB
Release : 1994-01-01
Category : Business & Economics
ISBN : 1439106835
In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.
Author : Deepak Malhotra
Publisher : Bantam
Page : 354 pages
File Size : 19,7 MB
Release : 2008-08-26
Category : Business & Economics
ISBN : 0553384112
From 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 more This 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.
Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 14,87 MB
Release : 1991
Category : Business & Economics
ISBN : 9780395631249
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Author : Michele J. Gelfand
Publisher : Stanford University Press
Page : 478 pages
File Size : 30,69 MB
Release : 2004
Category : Business & Economics
ISBN : 0804745862
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Author : Lothar Katz
Publisher : Booksurge Publishing
Page : 478 pages
File Size : 45,64 MB
Release : 2006
Category : Business and politics
ISBN :
Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.
Author : Max H. Bazerman
Publisher :
Page : 252 pages
File Size : 49,62 MB
Release :
Category :
ISBN :
Author : Shirli Kopelman
Publisher : Stanford University Press
Page : 100 pages
File Size : 45,7 MB
Release : 2014-04-16
Category : Business & Economics
ISBN : 0804792119
Master the delicate art of balancing competition and cooperation: “A powerful guide that will help you redo something you do every day.” —Karl E. Weick, coauthor of Managing the Unexpected We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But what if you could just be you in business? Taking a positive approach, this concise book distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely. One of the most fundamental and challenging battlegrounds in our work lives, negotiation calls on us to both compete and cooperate to do our jobs well and achieve extraordinary results. But, the biggest challenge in a negotiation is to be strategic while also being real. Shirli Kopelman, executive director of the International Association for Conflict Management, argues that this duality is both possible and powerful. In Negotiating Genuinely, she teaches how to reconcile the disparate hats you wear in everyday life—with families, friends, and colleagues—bringing one “integral hat” to the negotiation table. Kopelman develops and shares techniques that illuminate this approach—and exercises along the way help you negotiate more naturally, positively, and successfully.
Author : Robert Mnookin
Publisher : Simon and Schuster
Page : 338 pages
File Size : 50,94 MB
Release : 2010-02-09
Category : Business & Economics
ISBN : 1416583645
The art of negotiation—from one of the country’s most eminent practitioners and the Chair of the Harvard Law School’s Program on Negotiation. One of the country’s most eminent practitioners of the art and science of negotiation offers practical advice for the most challenging conflicts—when you are facing an adversary you don’t trust, who may harm you, or who you may even feel is evil. This lively, informative, emotionally compelling book identifies the tools one needs to make wise decisions about life’s most challenging conflicts.
Author : Barry Nalebuff
Publisher : Harvard Business Press
Page : 258 pages
File Size : 29,49 MB
Release : 2006
Category : Business & Economics
ISBN : 9781422104347
A primer for fresh thinking, for problem-solving with a purpose, for bringing the world a few steps closer to the way it should be. Illustrated with examples from every aspect of life, this book offers techniques which help you take the things we all see, every day, and think about them in a new way.
