His brilliant concept of “the trading zone”—the space where you can create deals that are “good for them but great for you, ” while still maintaining trust and keeping relationships intact—is a fresh way to re-think your approach to negotiating. The outcome is often the best of both possible worlds: You claim a disproportionate share of the value you've created while your opponents still look good to the people to whom they report.
Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation #ad - Whether the venue is business, a family dispute, and engage in, or a tradeoff that has to be made between the environment and jobs, international relations, Susskind provides a breakthrough in how to both think about, productive negotiations. We want the whole pie, not just a slice. However, 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. Tell your boss that you've concocted a deal that gets your company a piece of the pie, and the reaction is likely to be: “Maybe we need to find someone harder-nosed than you who knows how to win.
The Art of Negotiation: How to Improvise Agreement in a Chaotic WorldSimon & Schuster #ad - For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Their agility enables them to reach agreement when others would be stalemated.
They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Mitchell, and hollywood producer jerry Weintraub apply to everyday transactions like selling a house, buying a car, dealmaker Bruce Wasserstein, or landing a new contract.
The art of negotiation shows how master negotiators thrive in the face of chaos and uncertainty. Now award-winning harvard business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation.
The Art of Negotiation: How to Improvise Agreement in a Chaotic World #ad - A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. Wheeler also draws lessons on agility and creativity from fields like jazz, theater, sports, and even military science. He explains how the best practices of diplomats such as George J.
Michael wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues.
Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged ConflictsPenguin Books #ad - He reveals the hidden power of identity in fueling conflict, and presents a practical framework to reconcile even the most contentious situations. Field-tested around the world, the results are empowering. Grand prize winner of the 2017 nautilus book award **are you struggling to deal with conflict in your life? In Negotiating the Nonnegotiable, Harvard negotiation expert Daniel Shapiro introduces a groundbreaking method to bridge the toughest divides—whether with family members, colleagues, or in the polarized world of politics.
Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts without Money or MuscleBerrett-Koehler Publishers #ad - Some negotiations are easy. 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, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, including drafting of the US Constitution, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, and beating the odds in complex business situations.
The principles and strategies in this book will help you do this more effectively in every situation. 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. And to top it off, you have little power or other resources to work with.
Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts without Money or Muscle #ad - And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. But he also shows how these same principles and tactics can be applied in everyday life, resolving business disputes, tackling obstacles in personal relationships, negotiating job offers, whether you are making corporate deals, or even negotiating with children.
As malhotra reminds us, fundamentally, regardless of the context or which issues are on the table, negotiation is always, about human interaction.
Getting to Yes with Yourself: and Other Worthy OpponentsHarperOne #ad - Over the years, ury has discovered that the greatest obstacle to successful agreements and satisfying relationships is not the other side, as difficult as they can be. William ury, factory workers, schoolteachers, this time asking: how can we expect to get to yes with others if we haven’t first gotten to yes with ourselves?Renowned negotiation expert William Ury has taught tens of thousands of people from all walks of life—managers, returns with another groundbreaking book, coal miners, lawyers, diplomats, coauthor of the international bestseller Getting to Yes, and government officials—how to become better negotiators.
The biggest obstacle is actually our own selves—our natural tendency to react in ways that do not serve our true interests. But this obstacle can also become our biggest opportunity, Ury argues. If we learn to understand and influence ourselves first, we lay the groundwork for understanding and influencing others.
Getting to Yes with Yourself: and Other Worthy Opponents #ad - In this prequel to getting to yes, Ury offers a seven-step method to help you reach agreement with yourself first, dramatically improving your ability to negotiate with others. Practical and effective, make their businesses more productive, Getting to Yes with Yourself helps readers reach good agreements with others, develop healthy relationships, and live far more satisfying lives.
3-d Negotiation: Powerful Tools to Change the Game in Your Most Important DealsHarvard Business Review Press #ad - When discussing being stuck in a "win-win vs. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics. Yet, table tactics are only the "first dimension" of David A.
But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, under the right expectations, to address the right interests, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, and facing the right consequences of walking away if there is no deal.
3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals #ad - This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Win-lose" debate, most negotiation books focus on face-to-face tactics. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements.
Lax and James K. Sebenius' pathbreaking 3-D Negotiation TM approach, developed from their decades of doing deals and analyzing great dealmakers.
Beyond Reason: Using Emotions as You NegotiatePenguin Books #ad - Covey, author of the 7 habits of highly effective people• winner of the outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution •In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes.
Beyond Reason: Using Emotions as You Negotiate #ad - . Steven R. In beyond reason, fisher and shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain. Written in the same remarkable vein as Getting to Yes, this book is a masterpiece. Dr. Building on his work as director of the harvard negotiation project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts.
Getting to Yes: Negotiating Agreement Without Giving InPenguin Books #ad - Getting to yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken.
One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. The key text on problem-solving negotiation-updated and revised Getting to Yes has helped millions of people learn a better way to negotiate.
Bargaining with the Devil: When to Negotiate, When to FightSimon & Schuster #ad - This lively, informative, emotionally compelling book identifies the tools one needs to make wise decisions about life’s most challenging conflicts. 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.
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and BeyondBantam #ad - 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, 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, lies, ultimatums, much moreThis book gets “down and dirty.
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond #ad - 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. You will know what to do and why. You will also begin building your own reputation as a negotiation genius. 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. When you finish it, you will already have an action plan for your next negotiation.
Dealmaking: The New Strategy of NegotiauctionsW. W. Norton & Company #ad - Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes. William ury, coauthor of getting to yesinformed by meticulous research, and classroom-tested strategies, field experience, Dealmaking offers essential insights for anyone involved in buying or selling everything from cars to corporations.
Originally published in hardcover under the title Negotiauctions. Along the way, he examines case studies as diverse as buying a house, haggling over the rights to a TV show, and participating in the auction of a multimillion-dollar company. Leading business scholar guhan subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at his own hybrid theory, outlining three specific strategies readers can use in complex dealmaking situations.
Dealmaking: The New Strategy of Negotiauctions #ad - Based on broad research and detailed case studies, providing the jargon-free, Dealmaking brings together negotiation and auction strategies for the first time, empirically sound advice professionals need to close the deal.