Negotiation Genius

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Negotiation Genius

Author : Deepak Malhotra
ISBN : 0553904949
Genre : Business & Economics
File Size : 62.87 MB
Format : PDF, Kindle
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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.
Category: Business & Economics

Summary Negotiation Genius

Author : BusinessNews Publishing
ISBN : 9782511019658
Genre : Business & Economics
File Size : 61.75 MB
Format : PDF
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The must-read summary of Deepak Malhotra and Max Bazerman’s book: “Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Tables and Beyond”. This complete summary of the ideas from Deepak Malhotra and Max Bazerman’s book “Negotiation Genius” shows that people are not born genius negotiators. This is a skill that can be learned and perfected by absolutely anyone. The authors reveal the framework used by top negotiators and how you can develop instinct to avoid the most common errors and biases. By learning and applying the techniques included in the book, you can become a genius negotiator and start getting what you want. Added-value of this summary: • Save time • Understand the key concepts • Expand your negotiation skills To learn more, read “Negotiation Genius” and find out how you can perfect your skills and start getting more out of your negotiations.
Category: Business & Economics

Negotiation Genius

Author : Deepak Malhotra
ISBN : 9780553804881
Genre : Business & Economics
File Size : 31.20 MB
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Presents a comprehensive guide to the essential skills, strategies, techniques, and creative mindset of successful negotiation, drawing on the latest behavioral research and real-life case studies to explain how to prepare for and execute negotiations, from identifying opportunities to overcoming resistance and defusing hardball tactics. 35,000 first printing.
Category: Business & Economics

Gaining Ground In Difficult Negotiations

Author : Manon Schonewille
ISBN : 9789046604038
Genre : Business & Economics
File Size : 85.36 MB
Format : PDF, ePub, Mobi
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Experienced managers and lawyers know the value of being proficient in negotiations, which are executed every day on nearly everything. Most negotiators are continually faced with diverse and complicated situations, so it is important to have a set of tools for handling challenging situations, as well as for dealing with people who may be difficult to interact with. In practice, there is a common tendency to respond to difficult situations or people with a 'fight or flight' response. Many business negotiations and settlement agreements risk ending with suboptimal outcomes. This book has been compiled to accompany the training of Bruce Patton, one of the world's most prominent scientists and experts on negotiation. It contains the key tools that are necessary to deal with difficult people and tense situations. These crucial insights and skills will enable the reader to change negotiation behavior from 'instinctive' to 'strategic and in control.' The book also includes convenient summaries, practical checklists, worksheets, as well as interviews with influential negotiation scholars, in order to capture the key concepts.
Category: Business & Economics

How To Negotiate Anything

Author : Neil Hoechlin
ISBN : PKEY:6610000059195
Genre : Business & Economics
File Size : 20.99 MB
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The Secrets of Winning in Negotiations The purpose of this book is to teach you the many areas and aspects of the negotiation process. In so doing, you can acquire the necessary skills or tools, identity your strong and weaker areas and pinpoint and improve the problematic areas. This book will teach you about the game of negotiation, and to play to win, without stepping on other people. The goal is Win-Win! By getting what you want, and likewise making sure the other parties don't lose either. This book will level-up your game! And it will help you see Negotiations as an exchange of values, rather than manipulation and one-upmanship! You will learn the following: PREPARE YOURSELF FOR NEGOTIATION TOOLS FOR SUCCESSFUL NEGOTIATION BUILDING YOUR NEGOTIATION PROCESS SET GOALS & LIMITS BE A GOOD LISTENER BE CLEAR COMMUNICATION A KEY SKILL OF A GOOD NEGOTIATOR STAY CALM WHILE CONDUCTING THE MEETING PUSH THE PAUSE BUTTON CLOSING THE DEAL PUTTING YOUR IDEAS INTO ACTION HANDLING ALL TYPES OF NEGOTIATIONS EFFECTIVE WAYS TO IMPROVE YOUR NEGOTIATION SKILLS ELEMENTS OF SUCCESSFUL NEGOTIATING SKILLS INTERNATIONAL NEGOTIATIONS NEGOTIATIONS AMONG MEN & WOMEN NEGOTIATION OVER THE PHONE AND THE INTERNET ELEMENTS INFLUENCING THE NEGOTIATION PROCESS SETTING YOUR GOALS AND PLANNING TO ACHIEVE THEM ENVISIONING YOUR FUTURE MAKING A COMMITMENT IDENTIFYING YOUR VALUES PLANNING WAYS TO ACHIEVE YOUR VISION THE 3 YEAR PLAN MAXIMIZING GAINS MUST BE YOUR MAIN AIM BEHIND THE NEGOTIATIONS DRESSING FOR SUCCESS MAPPING THE OPPOSITION GATHERING INFORMATION SETTING A GOOD GOAL SETTING THE OPENING OFFER SETTING & ENFORCING LIMITS COMPONENTS FOR A SUCCESSFUL BUSINESS NEGOTIATION HOW TO CONVEY YOUR MESSAGE TO THE OTHER PERSON WHEN YOU HAVE DECIDED TO WALK AWAY THE ROLE OF LISTENING IN THE NEGOTIATION PROCESS STRATEGIES TO SUCCEED WITH DIFFICULT CUSTOMERS DURING NEGOTIATION ASKING THE RIGHT QUESTIONS BATTLING THE JARGON GUIDELINES TO ASK QUALITY QUESTIONS ROLE OF BODY LANGUAGE WHILE LISTENING TUNE IN WITH YOUR INNER VOICE BEING CRYSTAL CLEAR BY EXPRESSING YOUR VIEWS ORGANIZING YOUR THOUGHTS KEEP YOUR COMMITMENTS WRITE IT DOWN ENCOURAGING OTHERS TO CLARIFY CAPTURING THE AUDIENCE BARRIERS TO CLARITY TURN OFF THE ANGER BUTTONS BY PUSHING THE PAUSE BUTTONS HUMAN BEINGS ARE FULL OF EMOTIONS & RESPONSES YOUR ATTITUDE PLAYS A BIG ROLE DURING A NEGOTIATION DEALING WITH DISCOURAGEMENT DEALING WITH DIFFICULT SITUATIONS AND PEOPLE THINGS THAT CAN HELP YOU ENHANCE YOUR NEGOTIATION OUTCOMES CLOSING THE DEAL- THE GLORY MOMENT ASSESSING THE DEAL WIN-WIN DEALS PSYCHOLOGICAL BARRIERS TO CLOSING and much, much more! Benefit and DOWNLOAD THIS BOOK TODAY
Category: Business & Economics

High Impact Fee Negotiation And Management For Professionals

Author : Ori Wiener
ISBN : 9780749467708
Genre : Business & Economics
File Size : 48.33 MB
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With increasing pressure on margins, growing international competition and a rise in tough procurement practices, the pressure on professional service firms (PSFs) and their professionals has never been higher. If you want to be able to charge the fees you know reflect the value you bring, you need the high impact, practical guidance that this book offers. Learn how to apply a powerful, consistent approach to make sure the 'golden triangle' of setting the price, getting the price and keeping the price works in your favour. Develop a strategy to enhance the profitability of your engagements through pricing, fee structuring, scoping, and negotiating. Understand the key steps management need to take to embed supporting processes and the appropriate culture. Expert negotiator, PSF consultant and trainer Ori Wiener's invaluable guide gives you the skills, tips and techniques that have been proven to deliver results.
Category: Business & Economics

Negotiating At Work

Author : Deborah M. Kolb
ISBN : 9781118352410
Genre : Business & Economics
File Size : 37.39 MB
Format : PDF
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Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Small Wins, Big Gains offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. This is true when we negotiate with our managers, and it's also true for women and people of color who are even more likely to meet with resistance. Small Wins, Big Gains is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender Videos that walk you through difficult negotiation scenarios step-by-step By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.
Category: Business & Economics

Harvard Business Review On Winning Negotiations

Author : Harvard Business Review
ISBN : 9781422172100
Genre : Business & Economics
File Size : 28.47 MB
Format : PDF
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Persuade others to do what you want--for their own reasons. If you need the best practices and ideas for making deals that work--but don't have time to find them--this book is for you. Here are 10 inspiring and useful perspectives, all in one place. This collection of HBR articles will help you: - Seal or sweeten a bargain by uncovering the other side's motives - Conquer faulty assumptions to make the right deals - Forge deals only when they support your strategy - Set the stage for a healthy relationship long after the ink has dried - Make promises you can keep - Gain your adversaries' trust in high-stakes talks - Know when to walk away
Category: Business & Economics

Crossing The Divide

Author : Todd L. Pittinsky
ISBN : 9781422152676
Genre : Business & Economics
File Size : 78.74 MB
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Bringing groups together is a central and unrelenting task of leadership. CEOs must nudge their executives to rise above divisional turf battles, mayors try to cope with gangs in conflict, and leaders of many countries face the realities of sectarian violence. Crossing the Divide introduces cutting-edge research and insight into these age-old problems. Edited by Todd Pittinsky of Harvard's Kennedy School of Government, this collection of essays brings together two powerful scholarly disciplines: intergroup relations and leadership. What emerges is a new mandate for leaders to reassess what have been regarded as some very successful tactics for building group cohesion. Leaders can no longer just "rally the troops." Instead they must employ more positive means to span boundaries, affirm identity, cultivate trust, and collaborate productively. In this multidisciplinary volume, highly regarded business scholars, social psychologists, policy experts, and interfaith activists provide not only theoretical frameworks around these ideas, but practical tools and specific case studies as well. Examples from around the world and from every sector - corporate, political, and social - bring to life the art and practice of intergroup leadership in the twenty-first century.
Category: Business & Economics

Win Loss Reviews

Author : Rick Marcet
ISBN : 9781118102602
Genre : Business & Economics
File Size : 27.68 MB
Format : PDF, Kindle
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An effective framework for strengthening competitiveness bylearning from past deals and applying insights derived fromthem. Every sales opportunity, whether won or lost, has useful nuggetsof information that can be harvested and used to improveperformance. When those pieces of information are aggregated,analyzed and made available for all to use, theorganization’s competitive position is greatly enhanced. Reveals how to turn field sales teams, a mostly underutilizedresource, into net producers of competitive intelligence Exposes new and unconventional approaches for gathering anddemocratizing sales insights for a broad stakeholder audience Presents a proven knowledge sharing model that is being adoptedby major companies worldwide Win/Loss Reviews shows how every company can improve top andbottom line performance by systematically capturing the keyinsights from deals that have been won, lost or delayed. While the book talks to decision makers and businessstrategists, the principles and disciplines explored are aimed atbridging the flow of competitive intelligence between sales andmarketing, simultaneously providing insights and line-of-site tothe dynamics affecting business performance.
Category: Business & Economics

Social Decision Making

Author : Roderick M. Kramer
ISBN : 9781135419189
Genre : Business & Economics
File Size : 42.90 MB
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This book, in honor of David Messick, is about social decisions and the role cooperation plays in social life. Noted contributors who worked with Dave over the years will discuss their work in social judgment, decision making and ethics which was so important to Dave. The book offers a unique and valuable contribution to the fields of social psychology and organizational behavior. Ethical decision making, a central focus of this volume, is highly relevant to current scholarship and research in both disciplines. The volume will be suitable for graduate level courses in organizational behavior, social psychology, business ethics, and sociology.
Category: Business & Economics

Sidetracked

Author : Francesca Gino
ISBN : 9781422191385
Genre : Business & Economics
File Size : 85.92 MB
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You may not realize it but simple, irrelevant factors can have profound consequences on your decisions and behavior, often diverting you from your original plans and desires. Sidetracked will help you identify and avoid these influences so the decisions you make do stick—and you finally reach your intended goals. Psychologist and Harvard Business School professor Francesca Gino has long studied the factors at play when judgment and decision making collide with the results of our choices in real life. In this book she explores inconsistent decisions played out in a wide range of circumstances—from our roles as consumers and employees (what we buy, how we manage others) to the choices that we make more broadly as human beings (who we date, how we deal with friendships). From Gino’s research, we see when a mismatch is most likely to occur between what we want and what we end up doing. What factors are likely to sway our decisions in directions we did not initially consider? And what can we do to correct for the subtle influences that derail our decisions? The answers to these and similar questions will help you negotiate similar factors when faced with them in the real world. For fans of Dan Ariely and Daniel Kahneman, this book will help you better understand the nuances of your decisions and how they get derailed—so you have more control over keeping them on track.
Category: Business & Economics

Novel Insights In Agent Based Complex Automated Negotiation

Author : Ivan Marsa-Maestre
ISBN : 9784431547587
Genre : Computers
File Size : 71.93 MB
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This book focuses on all aspects of complex automated negotiations, which are studied in the field of autonomous agents and multi-agent systems. This book consists of two parts. I: Agent-Based Complex Automated Negotiations and II: Automated Negotiation Agents Competition. The chapters in Part I are extended versions of papers presented at the 2012 international workshop on Agent-Based Complex Automated Negotiation (ACAN), after peer reviews by three Program Committee members. Part II examines in detail ANAC 2012 (The Third Automated Negotiating Agents Competition), in which automated agents that have different negotiation strategies and are implemented by different developers are automatically negotiated in the several negotiation domains. ANAC is an international competition in which automated negotiation strategies, submitted by a number of universities and research institutes across the world, are evaluated in tournament style. The purpose of the competition is to steer the research in the area of bilateral multi-issue, closed negotiation. This book also includes the rules, results, agents and domain descriptions for ANAC 2011 as submitted by the organizers and finalists.
Category: Computers

Innovations In Agent Based Complex Automated Negotiations

Author : Takayuki Ito
ISBN : 9783642156113
Genre : Mathematics
File Size : 27.65 MB
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Complex Automated Negotiations have been widely studied and are becoming an important, emerging area in the field of Autonomous Agents and Multi-Agent Systems. In general, automated negotiations can be complex, since there are a lot of factors that characterize such negotiations. These factors include the number of issues, dependency between issues, representation of utility, negotiation protocol, negotiation form (bilateral or multi-party), time constraints, etc. Software agents can support automation or simulation of such complex negotiations on the behalf of their owners, and can provide them with adequate bargaining strategies. In many multi-issue bargaining settings, negotiation becomes more than a zero-sum game, so bargaining agents have an incentive to cooperate in order to achieve efficient win-win agreements. Also, in a complex negotiation, there could be multiple issues that are interdependent. Thus, agent's utility will become more complex than simple utility functions. Further, negotiation forms and protocols could be different between bilateral situations and multi-party situations. To realize such a complex automated negotiation, we have to incorporate advanced Artificial Intelligence technologies includes search, CSP, graphical utility models, Bays nets, auctions, utility graphs, predicting and learning methods. Applications could include e-commerce tools, decision-making support tools, negotiation support tools, collaboration tools, etc. In this book, we solicit papers on all aspects of such complex automated negotiations in the field of Autonomous Agents and Multi-Agent Systems. In addition, this book includes papers on the ANAC 2010 (Automated Negotiating Agents Competition), in which automated agents who have different negotiation strategies and implemented by different developers are automatically negotiate in the several negotiation domains. ANAC is one of real testbeds in which strategies for automated negotiating agents are evaluated in a tournament style.
Category: Mathematics

Business Today

Author :
ISBN : IND:30000119641433
Genre : Business
File Size : 69.63 MB
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Category: Business

Convene

Author :
ISBN : CORNELL:31924110485350
Genre : Convention facilities
File Size : 44.41 MB
Format : PDF
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Category: Convention facilities

Building Corporate Iq Moving The Energy Business From Smart To Genius

Author : Ruud Weijermars
ISBN : 0857296795
Genre : Business & Economics
File Size : 52.67 MB
Format : PDF, ePub
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Building Corporate IQ - Moving the Energy Business from Smart to Genius gives a clear outline of organizational intelligence and provides a framework for practitioners of good leadership. The synthesis starts with an overview of the fundamental skills and competencies mastered by leaders and team members in organizations. Building Corporate IQ - Moving the Energy Business from Smart to Genius also includes a corporate IQ test that is designed to help leaders gain insight into how their organization can stay at the competitive frontier. Illustrated with case studies from the energy sector, Building Corporate IQ - Moving the Energy Business from Smart to Genius explains the guiding principles of organizational learning, with the goal of developing better organizational intelligence. It is intended as an indispensable guide for managers at all levels to help them meet and recognize new challenges in the corporate innovation process. “For the third millennium, with the increase in depersonalized electronic communication, business leaders, especially in the energy industry, must quickly develop organizational intelligence in their organizations to survive. This book sets out the modus operandi.” Crispian McCredie, former Managing Director and Publisher, The Petroleum Economist “MBA graduates and seasoned professionals will find this executive guide a powerful reference during their careers.” Ken Graham, former Head Global Leadership Development, Shell
Category: Business & Economics

Negotiating The Impossible

Author : Deepak Malhotra
ISBN : 9781626566996
Genre : Business & Economics
File Size : 55.6 MB
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Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation.
Category: Business & Economics

George Washington S Military Genius

Author : Dave Richard Palmer
ISBN : 9781596983137
Genre : History
File Size : 42.89 MB
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Confronting the critics who say George Washington's victories were due to luck, not skill, Palmer proves why the father of our country also deserves the title of America's pre-eminent military strategist.
Category: History