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Linda Babcock is the James M. Walton Professor of Economics and head of the Department of Social and Decision Sciences at Carnegie Mellon University. Sara Laschever is a writer whose work has appeared in such publications as the New York Times, the New York Review of Books, Harvard Business Review, the Guardian, and Vogue. Babcock and Laschever are the coauthors of Ask For It: How Women Can Use the Power of Negotiation to Get What They Really Want....
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Yes, You Can Win!
Master negotiator Herb Cohen has been successfully negotiating everything from insurance claims to hostage releases to his own son's hair length and hundreds of other matters for over five decades. Ever since coining the term "win-win" in 1963, he has been teaching people the world over how to get what they want in any situation. In clear, accessible steps, he reveals how anyone can use the three crucial variables of Power, Time,...
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The Compelling Proposal builds on the principles in The Irresistible Value Proposition to transform the document that everyone loves to hate-on both sides of the deal-into a concise seven-page tool for bridging selling and negotiation.
Written in the customer's language, your compelling proposal will dramatically increase engagement by presenting multiple acceptable options to the buyer, giving them a rare opportunity to participate in crafting a...
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We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But, what if you could just be you in business? Taking a positive approach, this brief distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely. One of the most fundamental and challenging battlegrounds in our work lives, negotiation calls on us to compete and cooperate to do our...
5) Negotiations
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Negotiation can be termed as a result-oriented discussion or conversation between two or more people with the purpose being reaching a mutually-beneficial conclusion. In most instances, the result benefits all parties, but there are times some or single member of that party carries the day. With negotiation skill, one can easily resolve differences among the participants in that discussion to achieve a beneficial outcome for the groups and individuals...
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The Painless Negotiation leverages the principles of The Compelling Proposal to turn "negotiations" into straightforward business discussions on how to best maximize the value in a deal for both parties.
Using just three key concepts, anyone can accurately diagnose which side has the power, how compelling a deal is and to whom, how to trade to overcome obstacles, and how to frame the "right negotiation" to implement the best negotiation strategy.
Negotiating...
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The world is an enormous system of different kinds of matter that exchange information. Such act is known as communication, which range from molecular levels to organizations and governments, from human beings to creatures living in bodies of water. Things communicate sometimes without being aware of doing so, just like you sometimes catch yourself off-guard, speaking to yourself in front of the mirror - you call it 'talking out loud'. Although every...
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Everyone has felt bullied at some point in their lives, whether by a family member, childhood acquaintance, colleague, boss, or client. You know you have been bullied when you feel pressured, demeaned, and angered. You walked away from a negotiation feeling like you lost ground. You gave into demands and agreed to something that was not in your best interests. And you resented the way you felt. Negotiating with a Bully will teach you how to skillfully...
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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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Summary of Never Split the Difference by Chris Voss and Tahl Raz | Includes Analysis Preview: Never Split the Difference by Chris Voss and Tahl Raz is a guide to using hostage negotiation techniques in business and personal negotiations. Modern negotiation strategies taught in business school usually center on classic texts that describe negotiation without factoring in emotions or irrational behavior. In reality, all negotiations involve emotional...
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The Theme: This is for the buyers and the sellers in a free-market economy. The wide audience consists of everyone who engages in bargaining over price (i.e., almost all of us). The narrower audience consists of inexperienced individuals who don't know much about the bargaining game, but want to learn. The latter group includes (a) young executives and entrepreneurs in the early stages of their careers, and (b) consumers who feel they're paying too...
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Summary of Influence by Robert B. Cialdini | Includes Analysis Preview: Robert B. Cialdini's Influence: The Psychology of Persuasion examines the compliance methods by which marketers, salespeople, and others, such as cult leaders, pressure people into doing things they would not otherwise do. There are six basic compliance tools: reciprocity, consistency, social proof, liking, authority, and scarcity. Readers can learn specific techniques to resist...
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You've worked hard to get through college and to ace all those job interviews. Now, you're either about to receive, or have already received, a job offer and you're not sure what to do. Maybe you've heard that you should negotiate your salary. But, how? In this book, we share lessons and insights from years of real-world experience in job negotiations, sitting on both sides of the table. We've distilled our experience into practical lessons to help...
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En esta obra el autor, reconocido negociador internacional, le explica cómo conducir una negociación. Le presenta y analiza los principios básicos, los diferentes componentes que determinan el éxito (entusiasmo, integridad, control de uno mismo, etc.), las motivaciones que están en juego (necesidad de éxito, retos, objetivos de empresa, etc.) Y sigue con la diferentes fases de la negociación (investigación, presentación, negociación propiamente...
15) Negotiation
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Virtually all aspects of life are affected by the need to negotiate. The car you drive, the house where you live, the clothes you wear, the jobs you have, the salary you earn, the debts you pay, and even the side of the bed where you sleep is the direct product of your ability to negotiate.
I ask you, if practically everything in our lives has been directly affected by our ability to negotiate, why is not it taught as a compulsory subject since we...
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¿Tienes un negocio recién empezado o de años de trabajo y deseas que se consolide, esté estructurado y funcione a prueba de crisis ó cualquier otro riesgo de quiebra sin que necesite mucho de ti para funcionar bien? Si contestaste que sí, esta obra es para ti y te ayudará a conseguirlo.
En el mundo de las Micro, Pequeñas y Medianas empresas, la dependencia del dueño para operar bien es muy alta y muy pocos procesos suelen estar establecidos...
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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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Crafting agreements with others is a fundamental life skill. Unfortunately, we were never taught how to do it. The agreements most people make are incomplete and ineffective-they usually focus on protecting against what might go wrong instead of figuring out how to make things go right. The Book of Agreement offers a new approach. Stewart Levine demonstrates the superiority of "agreements for results" versus "agreements for protection" and outlines...
19) El coaching
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¿Qué es el coaching empresarial del que tanto se habla? ¿Sesiones de puesta a punto? ¿Una nueva modalidad de psicoanálisis? ¿Una vía de reconversión para gurús de todo tipo? ¿O tal vez una verdadera revolución para cambiar, dar lo mejor de uno mismo y encaminarse hacia el éxito? En esta obra, François Caby nos presenta todo lo que hay que saber sobre el coaching: sus fuentes (la mayéutica socrática, las teorías y modelos del siglo...
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¿Cómo se mantiene un conflicto en su máxima efervescencia? ¿Qué se necesita para que sus participantes salgan cada vez más lastimados? ¡Nada! Sólo obedecer impulsos. Ahora, si la pregunta fuera "¿Cómo transformar ese ambiente belicoso en un escenario cordial y constructivo?", la respuesta cambia: se precisa alguien con la habilidad de un escultor cuya inspiración logra convertir un bloque de piedra macizo, inerte, en una obra que conmueve...
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