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Getting to Yes: Negotiating Agreement Without Giving in

Getting to Yes: Negotiating Agreement Without Giving in more books like this

by Roger Fisher (Read by), William Ury, B.A., M.A., Ph.D.

First published in 1981, this business classic offers five steps that can be used in business, school, relationships, and life in general to help resolve difficult situations. The goal is a win-win for both sides based on mutual advantage and basic principles. To achieve that, we need to get past our emotions and back off from polarized positions. ...

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Kiss, Bow, or Shake Hands: The Bestselling Guide to Doing Business in More Than 60 Countries

Kiss, Bow, or Shake Hands: The Bestselling Guide to Doing Business in More Than 60 Countries more books like this

by Terri Morrison, Wayne A Conway

More than a decade after establishing itself as the number-one book on international business etiquette, "Kiss, Bow, or Shake Hands" has been fully revised to reflect the profound global transformation that has occurred since its debut. In this new edition, author Terri Morrison - the leading expert in this field - has included: comprehensive ...

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Negotiation

Negotiation more books like this

by Roy Lewicki, Joseph A Litterer

Today, a manager cannot be effective without negotiation skills. This guide offers a practical psychological exploration of the major concepts and theories of bargaining and negotiation and the dynamics of interpersonal and intergroup conflict and its resolution. Relevant to a wide range of managers - not only those involved in human resource or ...

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Negotiation: Readings, Exercises, Cases

Negotiation: Readings, Exercises, Cases more books like this

by Roy J Lewicki, Bruce Barry, David M Saunders

Negotiation is a critical skill needed for effective management. "Negotiation: Readings, Exercises, and Cases, 5/e" takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad ...

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Winning

Winning more books like this

by Jack Welch, Suzy Welch

Described as America's #1 manager, Jack Welch now lays out the real "stuff" of work in this new title that is destined to become the bible of business for generations to come. "Winning" clearly and succinctly lays out the answers to the most difficult, important questions people face both on and off the job.

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The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator more books like this

by Leigh L Thompson

For undergraduate/graduate-level business courses that cover the skills of negotiation. This text provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, based on the latest research findings. Combining a strong applied flavor with straightforward and lively writing, it presents a unified, and ...

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Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond more books like this

by Deepak Malhotra, Max H Bazerman

From two of the leading teachers of executive education in the United States comes this complete guide to the nuts-and-bolds skills, proven strategies, and creative techniques necessary to succeed in any negotiation.

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Start with No: The Negotiating Tools That the Pros Don't Want You to Know

Start with No: The Negotiating Tools That the Pros Don't Want You to Know more books like this

by Jim Camp

Think win-win is the best way to make the deal? Think again. It's the worst possible way to get the best deal. This is the dirty little secret of corporate America. For years now, win-win has been the paradigm for business negotiation--the "fair" way for all concerned. But don't believe it. Today, win-win is just the seductive mantra used by the ...

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Negotiating Rationally

Negotiating Rationally more books like this

by Max H Bazerman, Dr. Margaret A Neale

Most managers tend to behave irrationally in negotiations, according to the authors of this book. 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 ...

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Essentials of Negotiation

Essentials of Negotiation more books like this

by Roy J Lewicki, David M Saunders, Bruce Barry

This is a short derivative from the main "Negotiation" text. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. In this revision, the organization more closely follows both "Negotiation" and "Negotiation: Readings, Cases, and ...

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Ask for It: How Women Can Use the Power of Negotiation to Get What They Really Want more books like this

by Linda Babcock, Sara Laschever

From the authors of the groundbreaking "Women Dont Ask" comes a guide that explains how women can use the power of negotiation to get what they really want.

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Secrets of Power Negotiating: Inside Secrets from a Master Negotiator more books like this

by Roger Dawson

Master negotiator Roger Dawson shows readers how to make the most of their negotiations in this new, revised paperback edition. Readers learn how to win negotiations and leave the other person feeling like he or she has actually won.

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The Negotiation Fieldbook: How to Create More Value in Any Negotiation more books like this

by Grande Lum, Lum Grande, Roger Fisher (Foreword by)

"The Negotiation Fieldbook" provides fresh new perspectives for all kinds of negotiating. The book also answers the tough negotiation questions: How should you structure a negotiation and what should you do? What is the best way to begin a negotiation? What are the essential things you need to focus on to be successful? How do you sequence your ...

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Harvard Business Review on Negotiation and Conflict Resolution more books like this

by Harvard Business School Press

This title presents leading minds and landmark ideas in an easily accessible format. From the pre-eminent thinkers whose work has defined an entire field to the rising stars who will redefine the way we think about business, "The Harvard Business Review Paperback Series" delivers the fundamental information today's professionals need to stay ...

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The Power of a Positive No: How to Say No and Still Get to Yes more books like this

by William Ury, B.A., M.A., Ph.D.

Author of the reissued powerhouse "Getting Past No," Ury gives readers the life skills to successfully assert themselves. He explains that when used correctly, this one simple word--No--can profoundly transform lives for the better.

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The Power of Nice: How to Negotiate So Everyone Wins-Especially You! more books like this

by Ronald M Shapiro, Esq., Mark A Jankowski, Esq., Jim Dale

One of the most successful dealmakers in the sports industry presents his unique negotiating strategies "Ron Shapiro's new book is insightful and entertaining. The lessons he learned and the methods he uses should be required reading for anyone whose business relies on the art of negotiation. Ron never forgets that treating people with respect and ...

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3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals more books like this

by David A Lax, James K Sebenius

Most current practice, thought, and discussion on negotiation - even the tremendously successful Getting to Yes - use an exclusively 'at-the-table' perspective, focused on tactics, persuasion, psychology, empathy, and other elements of the interactive process of negotiation. Of course, these '1-D' elements are important, even crucial in many ...

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Getting to Yes more books like this

by Fisher

A straightforward no-nonsense strategy for negotiation, this provides a few simple principles designed to guide you, no matter what tricks your adversaries try. The "Better Business Guides" are designed to offer up-to-date, practical advice on the ever-changing world of business.

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Negotiate to Close: How to Make More Successful Deals more books like this

by Gary Karrass

Effective negotiating is a vital skill - and one that can be learned. This book reveals the strategies, tactics, techniques, and skills of negotiation - how to use them and how to deal with them, and how to make your business better. Successful deals don't just happen. They are the result of using specific skills and techniques to get what you ...

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Kiss, Bow, or Shake Hands: How to Do Business in Sixty Countries more books like this

by Terri Morrison, Wayne A. Conaway, Hans Koehler (Preface by)

Kiss, Bow or Shake Hands explores how people from various cultures perceive information and negotiate business deals. The sections relating to Cognitive Styles, Negotiation Techniques and Value Systems are truly unique.

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Women Don't Ask: The High Cost of Avoiding Negotiation--And Positive Strategies for Change more books like this

by Linda Babcock, Sara Laschever

Babcock and Laschever address the problem of why women don't ask for what they want, why they should, and how they can start.

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Asian Mind Game more books like this

by Chin-Ning Chu

This is the first book to reveal secret of the Asia psyche that influence behavior in business, diplomacy, lifestyles, and basttle. Americans seldom realize that Asians regard the marketplace as a battlefield, but now successful East-West trade consultant Chu tells how Westerners can defend their interests by playing the same game.

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Negotiating for Dummies more books like this

by Michael C Donaldson, David Frohnmayer (Foreword by)

In this title the authors share their proven strategies for achieving mutually acceptable solutions, without sacrificing the things you really want. Even if you're not a peace-brokering diplomat for the UN, with this book you can quickly discover the techniques professional negotiators use, including practicing and preparing, setting goals and ...

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How to Negotiate Anything with Anyone Anywhere Around the World more books like this

by Frank L Acuff

This book shares expert advice business practices, traditions, and various attitudes toward commerce elsewhere in the world, and gives examples on how to apply that knowledge. Detailed profiles of the business environments of the six major regions across the globe are provided, as well as a spectrum of practical information to aid in business ...

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The Secret Handshake: Mastering the Politics of the Business Inner Circle more books like this

by Dr. Kathleen Kelley Reardon

Based on the insights and advice of top executives across the country, this essential guide reveals how people really get ahead in the business world: by mastering the hidden rules and politics of the corporate inner circle.

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