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Whether you're involved in a labor-management dispute or a landlord-tenant disagreement, considering a major purchase or overseeing a large commercial transaction, there are elements that are common to all negotiations. This book walks the listener through the world of negotiating in an easy-to-follow, step-by-step fashion, covering the macro and micro-process of negotiations, the importance of adequate preparation, knowledge of the rules, and the...
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The Most Practical Book on Negotiating Ever Written
Negotiating is an art. It's complicated. To become an exceptional negotiator traditionally requires years of experience in negotiations. But that doesn't mean that most people can't quickly and easily learn proven negotiating skill and techniques if someone shows them what to do. This book does exactly that.
Never Lose Again reveals a simple but remarkably effective set of fifty questions that...
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Negotiation is hard. It's especially tough when you feel like the underdog--whether you face a 'Godzilla' counterpart, face threats of budget cuts during a downturn, or know that you need a deal more than the other side does. Seth Freeman can help. Freeman is an award-winning professor who has taught negotiation to thousands of leaders and students. His clients range from Fortune 500 executives to kindergarteners, from top corporate lawyers to grad...
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"John F. Kennedy famously said, "Let us never negotiate out of fear, but let us never fear to negotiate." Everyone needs to reach agreement with others, but many people are overly fearful of what they think is a complex process. In The Practical Negotiator, Cohen demystifies negotiation, offering common-sense approaches anyone can use no matter what the issue. In more than two decades as a negotiator and trainer, Steven has worked with people and...
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For anyone who has ever wanted to make a deal, reach an agreement, close a sale, or negotiate in everyday business, Smart Negotiating shows how to avoid pitfalls and achieve those goals. James C. Freund is a skilled, seasoned lawyer who negotiates for a living, and the techniques he presents in Smart Negotiating have been proven effective in real-world bargaining situations. Freund emphasizes basic negotiating skills: how to use leverage, how to get...
6) Winning
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During his forty-year career at General Electric, Welch led the company to year-after-year success around the globe, in multiple markets, against brutal competition. His honest, be-the-best style of management became the gold standard in business, with his relentless focus on people, teamwork, and profits. Since Welch retired in 2001 as chairman and CEO of General Electric, he has traveled the world, speaking and answering questions. Now, he has written...
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"Decoded in one volume are the five simple steps that everyone can master to succeed in negotiation. In a category saturated with breezy, self-help volumes, Russell Korobkin's long-awaited The Five Tool Negotiator stands apart as a revelatory guide for anyone eager to improve their bargaining skills. The nationally renowned author, who has spent three decades studying successful negotiations, now shares five distinct "tools" that we can all readily...
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Roger Dawson's Secrets of Power Negotiating has changed the way American business thinks about negotiating. Thinking "win-win"--looking for that magical third solution in which everyone wins but nobody loses--can be a naive and ultimately unsuccessful approach in today's tough business environment. Power Negotiating teaches that the way you negotiate can get you everything you want and still convince the other side that they won also. This third edition...
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"When Linda Babcock wanted to know why male graduate students were teaching their own courses while female students were always assigned as assistants, her dean said: "More men ask. The women just don't ask." Drawing on psychology, sociology, economics, and organizational behavior as well as dozens of interviews with men and women in different fields and at all stages in their careers, Women Don't Ask explores how our institutions, child-rearing practices,...
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[2015]
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"Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and economics to provide new strategies for anyone shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash. Getting (More of) What You Want shows how inexperienced negotiators regularly...
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"Martin Latz's Gain the Edge! is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge! is clear, concise, and unfailingly useful."
-Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns
There's always...
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This ground-breaking work offers access to the boardroom, and advice on getting noticed, networking, persuasion and mastering the art of quid pro quo. A professor of management and highly sought-after consultant, Kathleen Kelley Reardon has worked with many of the nation's leading corporations. Drawing on interviews with executives from Fortune 500 companies, she has compiled essential advice on how to break into the inner circle of power at the top...
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To return to an earlier era before "win-win" negotiation was in fashion and seek simply to dominate or bully opponents into submission would be a step in the wrong direction--and a public relations disaster. By showing how to win at win-win negotiating, Lawrence Susskind provides the operational advice you need to satisfy the interests of your back table--the people to whom you report. He also shows you how to deal with irrational people, whose vocabulary...
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When it comes to negotiation, there is an ugly double standard. As women, if we make concessions to further a deal, we're viewed as weak. But if we play hardball, we can be seen as overly aggressive-and the strategy backfires. No wonder most women hate negotiating. In Your Own Terms, negotiation expert Yasmin Davidds helps women strike a balance, merging our natural strengths (collaboration, relationship building, listening) with a firm grasp of established...
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Trump became the world’s most famous negotiator with the publication of his million-copy seller, The Art of the Deal. That book told great stories, but it didn’t explain how to negotiate like Trump. In Trump-Style Negotiation, George Ross explains how anyone can implement the tactics and strategies Trump used to rise to the top of the business world. It’s full of stories from Trumps biggest deals, as well as lessons from other top New York real...
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By the co-author of the #1 Wall Street Journal and New York Times bestseller "The One Minute Entrepreneur". Offers a simple, straightforward, and proven approach to negotiating anything. Written in the popular and accessible "business fable" format. Negotiation impacts every aspect of our lives, from the deals we strike on the job to our relationships with family members and neighbors, to the transactions we make as customers. Yet most people do anything...
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The system of negotiation that will increase your level of success. Jim Camp, the world's #1 negotiating coach, shows how to release the emotional pressure that's part of any negotiation by using his proven system of safe, decision-based negotiation that enables you to meet all your objectives without needless, wasted compromises or giveaways. Through Camp's system you'll find that "no" is just the start of the negotiation, not the end of it. With...
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Why do so many deals that look good on paper end up in tatters? Deal makers often treat the handshake or signed contract - getting to "yes" - as the final destination in their bargaining journey rather than the start of a cooperative venture. Even worse, most companies reward negotiators on the basis of the number and size of the deals they're signing, giving them no incentive to negotiate deals that actually work. In The Point of the Deal, Danny...
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In Get Paid What You're Worth, Robin L. Pinkley and Greogry B. Northcraft tell you how you can begin getting paid what you're worth- today!
-Learn why there may be more money available for you than you think
-Find out how to "expand the pie" so you earn higher compensation
-Get the confidence to turn your strategic thinking into specific action
-Benefit from a panel of negotiations experts and their decades of experience
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