Teaches how to be a more effective negotiator in one's professional and personal lives, covering the power of great questions, control of emotion, why "no" is better than "yes" or "maybe," and other related topics.
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Combining insights from Western psychology and Eastern philosophy with practical applications from real business situations and everyday life, a negotiation and leadership expert reveals that the ability to achieve mastery over interacting with others comes from within.
Jonathan B. Slapin traces the historical development of the veto privilege in the EU and how a veto -or veto threat- has been employed in treaty negotiations of the past two decades. As he explains, the importance of veto power in treaty negotiations is one of the features that …
"Negotiation at work shows you how to include the traits and behaviors of every successful negotiator and discusses the power of perception, cross-cultural negotiation, assertiveness, questioning techniques, and the use of different negotiating styles. In addition, you'll find m…
Serious activities for teaching the art of negotiation.
The key to getting more is finding the right tools for each situation, being more flexible, and better understanding the other party. These strategies are invisible, but once you learn them they will always be there to help you get more.
"Everything you need to know about building a successful, world-class consulting practice Whether you are a veteran consultant or new to the industry, an entrepreneur or the principal of a small firm, The Consulting Bible tells you absolutely everything you need to know to creat…
"The secret to finding out anything you want to know is amazingly simple: ask good questions. Most people trip through life asking bad questions - of teachers, friends, coworkers, clients, prospects, experts, and suspects. Even people trained in questioning, such as journalists …
" ... Discuss[es] the science and psychology of negotiation techniques"--Jacket, page [2].
"As today's business world becomes ever-more global and virtual, executives and managers are expected to work harmoniously together with counterparts from a broad array dramatically different cultures and backgrounds, often without leaving their desks. But when you throw people …
For undergraduate and graduate level business courses that cover the skills of negotiation, this text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.
Covers; inter alia; the role of group identification and accountability on negotiator judgement and decision making; the importance of power-dependence relations on negotiation; intergroup bargaining; social influence processes in negotiation; cross-cultural perspectives on nego…
While most studies in negotiation and conflict management have focused on cognitive aspects, few have addressed the impact of social processes and contexts on the negotiation process. Addressing this need, Roderick M Kramer and David M Messick have brought together original theo…
"Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--finding acceptable compromise by determining which needs are fixed and which are flexibl…