The Negotiating Game

Author : Chester L. Karrass
Publisher : Harper Collins
ISBN 13 : 0887307094
Total Pages : 276 pages
Book Rating : 4.96/5 ( download)

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Download or read book Negotiating Game Rev written by Chester L. Karrass and published by Harper Collins. This book was released on 1994-10-07 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Business, You Don't Get What You Deserve, You Get What You Negotiate.Now more than ever, successful people are turning to Karrass and The Negotiating Game. Chester L. Karrass is the leader in the field of negotiation, and more than 260 of the Fortine 500 license the Karrass program.The Negotiating Game will teach you to: recognize that you have more power than you think -- in every negotiation determine the right price and terms at which to sell, and when to close with any customer persuade others to work with you, rather than against you set and meet budgets complete and administer contracts effectively work on and solve problems with people in your organization deal effeciently with service people avoid or, if necessary, break impasses

Author : Michael Watkins
Publisher : Harvard Business Press
ISBN 13 : 9781422102527
Total Pages : 222 pages
Book Rating : 4.21/5 ( download)

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Download or read book Shaping the Game written by Michael Watkins and published by Harvard Business Press. This book was released on 2006 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: The author of the bestselling "The First 90 Days" now zeroes in on the most critical skill leaders must master to secure new roles and accelerate their transitions: negotiation.

Author : Steven J. Brams
Publisher : Psychology Press
ISBN 13 : 9780415308946
Total Pages : 336 pages
Book Rating : 4.41/5 ( download)

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Download or read book Negotiation Games written by Steven J. Brams and published by Psychology Press. This book was released on 2003 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: Steven J. Brams is one of the leading game theorists of his generation. This new edition includes brand new material on topics such as fallback bargaining and principles of rational negotiation.

Author : David A. Lax
Publisher : Harvard Business Press
ISBN 13 : 1422143449
Total Pages : 304 pages
Book Rating : 4.45/5 ( download)

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Download or read book 3-d Negotiation written by David A. Lax and published by Harvard Business Press. This book was released on 2006-08-24 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. 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.

Author : Henry S. Kramer
Publisher : ALM Publishing
ISBN 13 : 9780970597021
Total Pages : 384 pages
Book Rating : 4.29/5 ( download)

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Download or read book Game, Set, Match written by Henry S. Kramer and published by ALM Publishing. This book was released on 2001 with total page 384 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publisher Fact Sheet Looks at the entire negotiation process from the all-important, but often overlooked, initial planning stages, through opening negotiations, mid-game, end game, & follow up.

Author : Chester L. Karrass
Publisher : Harper Collins
ISBN 13 : 0887307434
Total Pages : 308 pages
Book Rating : 4.30/5 ( download)

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Download or read book Give and Take Revise written by Chester L. Karrass and published by Harper Collins. This book was released on 1995-04-28 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: The bestselling and most complete negotiating guide (more than 400,000 copies sold of the first edition)--revised to reflect the changes in business over the last two decades.

Author : Bill Caskey
Publisher : Caskey Achievement Strategies
ISBN 13 : 0975851039
Total Pages : 226 pages
Book Rating : 4.36/5 ( download)

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Download or read book Same Game New Rules written by Bill Caskey and published by Caskey Achievement Strategies. This book was released on 2004 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: 23 INSIGHTS THAT WILL RADICALLYCHANGE YOUR APPROACH ANDPROFOUNDLY CHANGE YOUR RESULTSFinally, a book that teaches you how to thinkSame Game, New Rules provokes a deeper level of thought aboutselling and achievement in business. As the rules of selling change,thinking must change as well. For the sales professional, antiquatedthinking will lead to way too much work for way too little money.This book raises the professional seller to a new level of awarenessabout selling and achievement. it does it by giving the readernew ways to think about the old game of selling.

Author : Steve Gates
Publisher : John Wiley & Sons
ISBN 13 : 1119155525
Total Pages : 240 pages
Book Rating : 4.22/5 ( download)

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Download or read book The Negotiation Book written by Steve Gates and published by John Wiley & Sons. This book was released on 2015-10-08 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage

Author : Patrick J. Collins
Publisher : Sterling Publishing Company, Inc.
ISBN 13 : 9781402761225
Total Pages : 184 pages
Book Rating : 4.28/5 ( download)

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Download or read book Negotiate to Win! written by Patrick J. Collins and published by Sterling Publishing Company, Inc.. This book was released on 2009 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt: 'Negotiation is not just a process, itâ€TMs an attitude'--one that we all can learn. Patrick Collins, an internationally recognized expert on the subject, offers an original, comprehensive guide to maximizing negotiation skills, whether in a one-on-one encounter or a larger, more formal negotiating session. What he offers is much more than just a guide to "magic words" or a collection of case studies; Collins provides a hard-working handbook on assessing situations and pinpointing the appropriate techniques for any given circumstance.

Author : Deepak Malhotra
Publisher : Bantam
ISBN 13 : 0553384112
Total Pages : 354 pages
Book Rating : 4.16/5 ( download)

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Download or read book Negotiation Genius written by Deepak Malhotra and published by Bantam. This book was released on 2008-08-26 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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. 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, ultimatums, lies, 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, much more This book gets “down and dirty.” 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. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.