Business negotiation Books

Book SynopsisNegotiating is something that we all do, whether at work or at home. But what if we come across someone who just won't give in? How can we defend ourselves against manipulation? And how do we say 'no' without compromising a deal?Legend has it that the Kremlin school of negotiation was born in Russia in the 1920s, under the rule of Joseph Stalin, and it still has its followers and advocates to this day.Using the official Kremlin method and years of business experience, Igor Ryzov guides us through the most effective techniques in negotiating terms that satisfy both parties. From knowing how to get the most information about a potential deal, to how to read your counterpart, and advice on defusing tension, this comprehensive handbook ensures a mutually acceptable resolution that leaves you walking away successful.With practical examples, and exercises to hone your negotiating skills, The Kremlin School of Negotiation will offer the tools you need to master any deal.

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Book SynopsisNegotiation is a critical skill needed for effective management.Table of ContentsChapter 1: The Nature of Negotiation Chapter 2: Strategy and Tactics of Distributive Bargaining Chapter 3: Strategy and Tactics of Integrative Negotiation Chapter 4: Negotiation: Strategy and Planning Chapter 5: Ethics in Negotiation Chapter 6: Perception, Cognition, and Emotion Chapter 7: Communication Chapter 8: Finding and Using Negotiation Power Chapter 9: Influence Chapter 10: Relationships in Negotiation Chapter 11: Agents, Constituencies, and Audiences Chapter 12: Coalitions Chapter 13: Multiple Parties and Groups in Negotiations Chapter 14: Individual Differences I: Gender and Negotiation Chapter 15: Individual Differences II: Personality and Abilities Chapter 16: International and Cross‐Cultural Negotiation Chapter 17: Managing Negotiation Impasses Chapter 18: Managing Difficult Negotiations Chapter 19: Third‐Party Approaches to Managing Difficult Negotiations Chapter 20: Best Practices in Negotiations

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Book SynopsisLearn to be a better negotiator--and achieve the outcomes you want.If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible.This book will inspire you to: Control the negotiation before you enter the room Persuade others to do what you want--for their own reasons Manage emotions on both sides of the table Understand the rules of negotiating across cultures Set the stage for a healthy relationship long after the ink has dried Identify what you can live with and when to walk away This collection of articles includes: "Six Habits of Merely Effective Negotiators" by James K. Sebenius; "Control the Negotiation Before It Begins" by Deepak Malhotra; "Emotion and the Art of Negotiation" by Alison Wood Brooks; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "15 Rules for Negotiating a Job Offer" by Deepak Malhotra; "Getting to Si, Ja, Oui, Hai, and Da" by Erin Meyer; "Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino" by Diane L. Coutu; "Deal Making 2.0: A Guide to Complex Negotiations" by David A. Lax and James K. Sebenius; "How to Make the Other Side Play Fair" by Max H. Bazerman and Daniel Kahneman; "Getting Past Yes: Negotiating as if Implementation Mattered" by Danny Ertel; "When to Walk Away from a Deal" by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.

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Book SynopsisThe authors of the classic Difficult Conversations teach you how to take criticism productively in Thanks for the Feedback.We get feedback every day of our lives, from friends and family, colleagues, customers, and bosses, teachers, doctors, and strangers. We''re assessed, coached, and criticized about our performance, personalities and appearance.We know that feedback is essential for professional development and healthy relationships - but we dread it and even dismiss it. That''s because while want to learn and grow, we also want to be accepted just as we are.Thanks for the Feedback is the first book to address this tension head on. In it, the world-renowned team behind the Harvard Negotiation Project offer a simple framework and powerful tools, showing us how to take on life''s blizzard of comments and advice with curiosity and grace.''I''ll admit it: Thanks for the Feedback made me uncomfortable. And that''s one reason I liked it so much. With keen insight and lots of practical takeaways, it reveals why getting feedback is so hard - and then how we can do better'' Daniel H. Pink, author of To Sell Is Human and Drive''Thanks for the Feedback is a road map to more self-awareness, greater learning, and richer relationships. A tour de force'' Adam Grant, Wharton professor and author of Give and TakeDouglas Stone and Sheila Heen are Lecturers on Law at Harvard Law School and cofounders of Triad Consulting. Their clients include the White House, Citigroup, Honda, Johnson & Johnson, Time Warner, Unilever, and many others. They are co-authors of the international bestseller Difficult Conversations. Stone lives in Cambridge, MA. Heen lives with her husband and three children in a farmhouse north of Cambridge, MA.Trade ReviewI'll admit it: Thanks for the Feedback made me uncomfortable. And that's one reason I liked it so much. With keen insight and lots of practical takeaways, it reveals why getting feedback is so hard - and then how we can do better -- Daniel H. Pink, author of To Sell is Human and DriveThanks for the Feedback is a road map to more self-awareness, greater learning, and richer relationships. A tour de force -- Adam Grant, Wharton professor and author of Give and TakeImagine an organisation where everyone is actually good at receiving feedback. People would learn and grow. Impossible, you say? Thanks to this insanely original and powerful book, maybe not -- Judy Rosenblum, former chief learning officer of Coca-Cola and founder of Duke Corporate Education

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Book SynopsisInsightful, enlightening and thought-provoking, leading Premier League lawyer Daniel Geey lifts the lid on the inner workings of modern football. Whether it is a manager being sacked, the signing of a new star player, television rights negotiations, player misconduct or multi-million-pound club takeovers, lawyers remain at the heart of all football business dealings. Written by leading Premier League lawyer Daniel Geey, who has dealt with all these incidents first hand, this highly accessible book explores the issues--from pitch to boardroom--that shape the modern game and how these impact leagues, clubs, players, and fans.Featuring insider anecdotes and expert contributions, Done Deal provides football fans with a fresh and authoritative perspective on all off-field football matters.Trade ReviewIt's a pleasure to work with Daniel and he has a great understanding of the football industry. His book should be a must read for football fans. * Freddie Ljungberg *Required reading… Done Deal does a full and comprehensive job of explaining the myriad complexities behind the game’s biggest transfer deals… An enlightening read on finances at football’s top tables. * FourFourTwo *Fascinating, brilliant and mind-boggling at times, this book takes you behind the scenes of football. What happens on the pitch is only part of the story. Done Deal is essential reading if you want to get close to the full picture. -- Tony Evans * Evening Standard and ESPN *Done Deal is a testament not only to Daniel's vast knowledge on his subject, but also to his ability to present even the most complex ideas in a clear and vivid way. -- Gianluca VialliOne of the most sought-after advisers for players, agents and clubs. * Financial Times *A myth-busting and hugely entertaining look at the ever more complex machinations of the beautiful game. Essential. -- Raphael HonigsteinIf you want to know and understand how football really works, this is the book for you. -- Guillem BalaguéTable of ContentsForeword by Gianluca Vialli The changing game 1. The football ecosystem 2. Player transfers and contracts 3. Agents 4. Clubs 5. Youth development 6. Managers 7. Footballers and managers behaving badly 8. The global game 9. Football broadcasting Extra time About the author Acknowledgements Index

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Book SynopsisCombines insights from Western psychology and Eastern philosophy with practical applications from real business situations and everyday life. This book shows that the ability to achieve mastery over how we interact with each other comes from within, from the "center" where desires, thoughts, feelings, and impulses to take action live side-by-side.Trade Review"Winning from Within is bound to change forevermore the way leaders are developed. Its ideas and inspiration will take the business world by storm." -- Peter Guber, CEO, Mandalay Entertainment, and bestselling author of Tell To Win "A remarkable contribution from a new voice. If you read one leadership book this year, pick Winning from Within." -- Marshall Goldsmith, bestselling author of What Got You Here Won't Get You There "Erica Ariel Fox is an innovator in integrating transformational work with practical approaches to negotiation and leadership. Her new method will make a difference at work and home alike." -- Deepak Chopra, author of The Soul of Leadership "Erica Ariel Fox has created an imaginative, innovative, and powerful toolbox for helping manage our inner world. Winning from Within maps a path to a better life." -- Dan Goleman, bestselling author of Emotional Intelligence "A practical, illuminating guide to living our values and bringing wisdom to difficult situations. A wonderful resource for anyone who seeks a richer, more satisfying life." -- Sharon Salzburg, bestselling author of Real Happiness "As a colleague, I've watched Erica develop groundbreaking work over many years at Harvard Law School. She is the right person at the right time to offer a new, more integrated, model of negotiation for people practicing leadership in business, in government and in non-profit organizations." -- Ronald A. Heifetz, co-founder of the Center for Public Leadership at the John F. Kennedy School of Government, Harvard University; author of Leadership Without Easy Answers and Leadership on the Line "Erica Ariel Fox knows how to transform her audience and really make them think, question their beliefs, and change for the better. She is a cutting edge thought leader and change agent." -- Puja Sehgal Jaspal, Principal, Google Compensation Team, GOOGLE "Winning from Within is an epiphany and inner guidebook in one. It reveals how our goals and dreams can be reached through knowing and acting from our best selves, but more importantly it teaches us how to actually do this, in work and life." -- C. Geoffrey McDonough, MD, President & CEO SOBI "Winning from Within offers a powerful and practical method for character development, a missing link in leadership development that is increasingly essential for new and seasoned executives alike. Fox's unerring, beautiful prose makes the journey toward a better self one that you won't want to miss. -- Amy C. Edmondson, Novartis Professor of Leadership and Management, HARVARD BUSINESS SCHOOL, Author, Teaming: How organizations learn, innovate and compete in the knowledge economy "Every so often a star is born, illuminating what we thought was commonplace and fundamentally rearranges the way we think. Erica Ariel Fox is such a star. She offers dazzling, deeply transformational insights, not merely into what we do, but into who we are. Read her. Your life could change." -- Kenneth Cloke, author of Mediating Dangerously Founder of Mediators Beyond Borders "After 25 years in the business, Winning From Within was simply the most impactful training I have ever experienced." -- Brian Ratte, North America Sales Leader, Industry Solutions, IBM "Spend time with Fox exploring the inner dynamics of negotiation and you'll discover a new way of seeing oneself as a leader and human being. Deep conversations, experiential learning, and self-directed practices all help 'interesting ideas' drop from the head into the heart where they transform into personal commitments." -- Larry Dressler, Author, Standing in the Fire "Many have discussed the characteristics of successful leaders; far fewer have illuminated how to be [emphasis] a more effective leader. Erica Ariel Fox provides invaluable advice here that is both insightful and pragmatic - clarifying the powerful ways in which the inner lives of leaders shape their external effectiveness." -- Mike Anderson, Chief Innovation Officer and Head of Leadership Services, Spencer Stuart "Winning from Within revolutionizes our state of leadership education for students and global leaders both in private and public sectors. It is exactly the guidebook we need as we navigate unchartered waters into the future." -- Dr. Mariko Gakiya, Faculty Director, Global Leadership Program of The University of Tokyo "Erica Ariel Fox has a wonderfully engaging style-clear, funny, touching. In this appealingly personal, professional, and practical book, Fox brings the world of negotiation to a whole new level, by including the missing dimension: the 'inner game' -- Robert Kegan and Lisa Lahey, authors of Immunity to Change Faculty, Harvard University Graduate School of Education "Erica has the magical ability to meet people exactly where they are at any given moment. You simply have to experience her and the unforgettable energy she brings to the room." -- Jodi Hallstrom, US Department of Agriculture "I thought I knew myself, but not at the depths I found here. Erica introduced me to myself at a deeper level than I even knew was possible." -- Linda Goodman, Idaho Human Rights Commission "I've worked with Erica and her team for years with both senior executives and line leaders. If you want to create a high performance culture, you don't want to miss Winning from Within." -- Marko Satarain, Sr. Director, Head of Talent, Levi Strauss & Co. It's all good shorthand for practical introspection and guidance toward making lasting improvements, not by focusing on behavior or personality type, but by integrating all the parts that make us who we are. -- Publishers Weekly "Erica is simply one of the best leadership teachers of our time. Her book will change your life. It changed mine." -- Nate Boaz, Partner, McKinsey & Company "Fox reports that the ability to "lead yourself" is today's new leadership requirement, and this timely book is a must-read for library patrons interested in all levels of management." -- Booklist

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Book SynopsisWhat if you could combine the agility, adaptability, and cohesion of a small team with the power and resources of a giant organization?When General Stanley McChrystal took command of the Joint Special Operations Task Force in Iraq in 2003, he quickly realized that conventional military tactics were failing. The allied forces had a huge advantage in numbers, equipment and training - but none of the enemy''s speed and flexibility.McChrystal and his colleagues discarded a century of conventional wisdom to create a ''team of teams'' that combined extremely transparent communication with decentralized decision-making authority. Faster, flatter and more flexible, the task force beat back al-Qaeda.In this powerful book, McChrystal and his colleagues show how the challenges they faced in Iraq can be relevant to any leader. Through compelling examples, the authors demonstrate that the ''team of teams'' strategy has worked everywhere from hospital emergeTrade ReviewIn addition to being a fascinating and colourful read, this book is an indispensable guide to organizational change * Walter Isaacson, from the foreword *This is a bold argument that leaders can help teams become greater than the sum of their parts * Charles Duhigg, author of The Power of Habit *Team of Teams is erudite, elegant, and insightful. An unexpected and surprising wealth of information and wonder, it provides a blueprint for how to cope with increasing complexity in the world. A must read for anyone who cares about the future - and that means all of us * Daniel Levitin, author of The Organized Mind *

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Book SynopsisWhen 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.

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Book SynopsisThe second edition of the essential guide, updated with new research and observations to help twenty-first century organizations create models for effective collaboration.Collaborative skills have never been more important to a company’s success and these skills are essential for every worker today.

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Book SynopsisA global security expert draws on psychological insights to help you master the art of social engineering—human hacking.

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Book SynopsisJust making a decision can be hard enough, but how do you begin to judge whether it's the right one? Chip and Dan Heath, authors of #1 New York Times best-seller Switch, show you how to overcome your brain's natural shortcomings. In Decisive, Chip and Dan Heath draw on decades of psychological research to explain why we so often get it very badly wrong - why our supposedly rational brains are frequently tripped up by powerful biases and wishful thinking. At the same time they demonstrate how relatively easy it is to avoid the pitfalls and find the best answers, offering four simple principles that we can all learn and follow. In the process, they show why it is that experts frequently make mistakes. They demonstrate the perils of getting trapped in a narrow decision frame. And they explore people's tendency to be over-confident about how their choices will unfold. Drawing on case studies as diverse as the downfall of Kodak and the inspiring account of a cancer survivor, they offer both a fascinating tour through the workings of our minds and an invaluable guide to making smarter decisions.Winner in the Practical Manager category of the CMI Management Book of the Year awards 2014.Trade ReviewA well-written, thought-provoking book. * Management Today *A leader's most important job is to make good decisions, which - minus perfect knowledge of the future - is tough to do consistently . . . The Heath brothers explain how to navigate the land mines laid by our irrational brains and improve our chances of good outcomes. * Inc. *The writing is humorous and often surprising . . . coupled with their insightful analyses, the book proves particularly insightful. * Publishers Weekly *

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Book SynopsisLearn to assess the situation, manage your emotions, and move on.While some of us enjoy a lively debate with colleagues and others prefer to suppress our feelings over disagreements, we all struggle with conflict at work. Every day we navigate an office full of competing interests, clashing personalities, limited time and resources, and fragile egos. Sure, we share the same overarching goals as our colleagues, but we don't always agree on how to achieve them. We work differently. We rub each other the wrong way. We jockey for position.How can you deal with conflict at work in a way that is both professional and productive--where it improves both your work and your relationships? You start by understanding whether you generally seek or avoid conflict, identifying the most frequent reasons for disagreement, and knowing what approaches work for what scenarios. Then, if you decide to address a particular conflict, you use that information to plan and conduct a productive conversation. The HBR Guide to Dealing with Conflict will give you the advice you need to: Understand the most common sources of conflict Explore your options for addressing a disagreement Recognize whether you--and your counterpart--typically seek or avoid conflict Prepare for and engage in a difficult conversation Manage your and your counterpart's emotions Develop a resolution together Know when to walk away Arm yourself with the advice you need to succeed on the job, with the most trusted brand in business. Packed with how-to essentials from leading experts, the HBR Guides provide smart answers to your most pressing work challenges.

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Book SynopsisThe Soulful Art of Persuasion is a revolutionary guide to becoming a master influencer in an age of distrust through the cultivation of character-building habits that are essential to both personal growth and sustained business success. This isn't a book full of tips and life-hacks. Instead, The Soulful Art of Persuasion will develop the habits that others want to be influenced by. This book is based on a radical idea: Persuasion isn't about facts and argument. It's all about personal character.Jason Harris, CEO of the powerhouse creative agency Mekanism, argues that genuine persuasion in the twenty-first century is about developing character rather than relying on the easy tactics of flattery, manipulation, and short-term gains. It is about engaging rather than insisting; it is about developing empathy and communicating your values. Based on his experience in and out of the boardroom, and drawing on the latest in-depth research on trust, influence, and habit formation, Harris shows that being persuasive in a culture plagued by deception means rejecting the ethos of the quick and embracing the commitment of putting your truest self forward and playing the long game. Through instructive and entertaining stories, Harris lays out the 11 habits that will guide readers to become authentically persuasive, including Earning respect through collaboration Becoming the person others want to be around Practicing generosity through gestures big and smallPersuasion today is about personal excellence, sharing the stage, and respecting other people's motivations. In The Soulful Art of Persuasion, Jason Harris shows us the way.Trade ReviewNobody knows more about the art of selling ideas than Jason Harris. This book is a peek inside the mind that some of the biggest companies in the world rely on to launch their products. And now anyone can apply these principles. Read it. -- Ryan Holiday, New York Times bestselling author of The Obstacle Is the Way and Ego Is the EnemyI've seen firsthand how the successful application of these tools can be truly transformative. These habit-forming lessons flat-out work, and this book will be your new secret weapon. -- John Foley, founder and CEO of Peloton"The Soulful Art of Persuasion isn't about winning. It is focused on building relationships, blending appreciation and collaboration to ensure success. It's a business book about Karma, and as you give, you will receive." - Dave Stever, CMO, Ben & Jerry's

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Book SynopsisThe 10th anniversary edition of the classic guide to handling life''s toughest conversationsWhat is a difficult conversation?Asking for a pay rise, saying ''no'' to your boss or spouse, confronting a friend, apologizing. We all have conversations that we dread and find unpleasant. But can we develop the skills to make such situations less stressful and more productive?Based on fifteen years of research and consultations with thousands of people, Difficult Conversations pinpoints what works. It teaches us to work through them by understanding that we''re not engaging in one dialogue but three:- The what happened conversation (what do we believe was said and done)- The feelings conversation (the emotional impact on everyone involved) - The identity conversation (what does this mean for everyone''s opinion of themselves)Use this ground-breaking, step-by-step book to turn your difficult conversations into positive, pro

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Book SynopsisLeigh Thompson is a Distinguished Professor of Dispute Resolution & Organizations at the Kellogg School of Management at Northwestern University. She directs the Leading High Impact Teams executive program, the Kellogg Team and Group Research Center, and co-directs the Negotiation Strategies for Managers program. An active scholar and researcher, she has published more than 110 research articles and chapters and has authored 9 books, including: Creative Conspiracy: The New Rules of Breakthrough Collaboration, The Mind and Heart of the Negotiator, Making the Team, Organizational Behavior Today, Creativity and Innovation in Organizational Teams, Shared Knowledge in Organizations, Negotiation: Theory and Research, The Social Psychology of Organizational Behavior, and Confl ict in Organizational Groups. Thompson speaks and conducts workshops on negotiation teamwork, collaboration, and creativity skills for large and small organizations across the globe.Table of ContentsIntroduction vii Part 1: Negotiation: A 30,000-foot view 1 Truth 1: Negotiation: A natural gift? 3 Truth 2: The magic bullet: Preparation 7 Truth 3: Your industry is unique (and other myths) 11 Truth 4: Win–win, win–lose, and lose–lose negotiations 15 Truth 5: Four sand traps in the golf game of negotiation 19 Truth 6: If you have only one hour to prepare 23 Part 2: The bottom line on bottom lines 27 Truth 7: Identify your BATNA 29 Truth 8: Develop your reservation price 33 Truth 9: It’s alive! Constantly improve your BATNA 37 Truth 10: Don’t reveal your BATNA 41 Truth 11: Don’t lie about your BATNA 45 Truth 12: Signal your BATNA 49 Truth 13: Research the other party’s BATNA 53 Part 3: Black belt negotiation skills 55 Truth 14: Set optimistic but realistic aspirations 57 Truth 15: The power of making the fi rst off er 61 Truth 16: What if the other party makes the fi rst off er? 65 Truth 17: Plan your concessions 69 Truth 18: Be aware of the “even-split” ploy 73 Truth 19: Reveal your interests 77 Truth 20: Negotiate issues simultaneously, not sequentially 81 Truth 21: Logrolling (I scratch your back, you scratch mine) 85 Truth 22: Make multiple off ers of equivalent value simultaneously 89 Truth 23: Postsettlement settlements 93 Truth 24: Contingent agreements 97 Part 4: Psychology 101 Truth 25: The reciprocity principle 103 Truth 26: The reinforcement principle 107 Truth 27: The similarity principle 111 Truth 28: The anchoring principle 115 Truth 29: The framing principle 119 Part 5: People problems (and solutions) 123 Truth 30: Responding to temper tantrums 125 Truth 31: How to negotiate with someone you hate 129 Truth 32: How to negotiate with someone you love 133 Truth 33: Of men, women, and pie-slicing 137 Truth 34: Your reputation 141 Truth 35: Building trust 145 Truth 36: Repairing broken trust 149 Truth 37: Saving face 153 Part 6: I-negotiations and E-negotiations 157 Truth 38: Negotiating on the phone 159 Truth 39: Negotiating via email and the Internet 163 Truth 40: When negotiations shift from relational to highly transactional 167 Truth 41: Negotiating across generations 171 Truth 42: Negotiating with diff erent organizational cultures 175 Truth 43: Negotiating with diff erent demographic cultures 179 Part 7: Negotiation Yoga 183 Truth 44: What’s your sign? (Know your disputing style) 185 Truth 45: Satisfi cing versus optimizing 189 Truth 46: Are you an enlightened negotiator? 193 References 197 Acknowledgments 203 About the Author 204

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Book SynopsisBuild trust—and create more value.Whether you're negotiating a salary, a deal with a supplier, or your workload, thoughtful preparation increases your confidence, resilience—and results. But it's not just numbers and strategies. Advocating for yourself, your team, and your business can feel personal, so you also need to manage the emotions that arise during the process.Next-Level Negotiating provides the research, advice, and practical tips you need to counter the harmful stereotypes about women and negotiation to communicate clearly who you are and what you need. Establish trust with your counterpart and face negotiations of any size with curiosity, creativity, and a collaborative mindset—all the essentials to successfully seal a deal.This book will inspire you to: Set a clear target—and imagine alternatives Consider your counterpart's context and perspective Manage the emotions in the room Strike a deal that works for you The HBR Women at Work Series spotlights the real challenges and opportunities women experience throughout their careers. With interviews from the popular podcast of the same name and related articles, stories, and research, these books provide inspiration and advice for taking on topics at work like inequity, advancement, and building community. Featuring detailed discussion guides, this series will help you spark important conversations about where we’re at and how to move forward.

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Book SynopsisPresence is an intimate look at the development of a new theory about change and learning. In wide-ranging conversations held over a year and a half, organizational learning pioneers Peter Senge, C. Otto Scharmer, Joseph Jaworski, and Betty Sue Flowers explored the nature of transformational change—how it arises, and the fresh possibilities it offers a world dangerously out of balance. The book introduces the idea of “presence”—a concept borrowed from the natural world that the whole is entirely present in any of its parts—to the worlds of business, education, government, and leadership. Too often, the authors found, we remain stuck in old patterns of seeing and acting. By encouraging deeper levels of learning, we create an awareness of the larger whole, leading to actions that can help to shape its evolution and our future. Drawing on the wisdom and experience of 150 scientists, social leaders, and entrepreneurs, including Br

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Book SynopsisIn the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives.Trade Review"The Handbook of Negotiation and Culture, edited by two of the foremost authorities on the topic, represents an important contribution to the literature. All negotiation researchers should explore the contents of this volume. Cultural researchers will want to study the details carefully." —Max H. Bazerman, Harvard Business School"This book makes an important contribution to researchers of negotiation and culture. It provides an excellent overview of research findings, encourages new avenues for research, and is just plain exciting and thought-provoking."—Lisa A. Barron, University of California, Irvine"The Handbook of Negotiation and Culture: Theoretical Advances and Cross-cultural Perspectives is an excellent compilation of theory, reviews and commentary on culture and negotiation. This book will be a 'must' for negotiation researchers and sophisticated practitioners."—Roy Lewicki, Fisher College of Business, The Ohio State University"Two of the best informed academics at the interface of culture and negotiation select the savviest thinkers in the social psychology of negotiation. Each of these scholars is focused upon a key area in the negotiation process and asked to analyze the primary issues in their domain of expertise. Voila! The state-of-the-art is now in print. Negotiate it into your hands."—Michael H. Bond, Department of Psychology, The Chinese University of Hong Kong"The authors have succeeded in highlighting the myriad ways in which culture can affect how negotiators formulate their preferences, communicate about those preferences, and react to the deals they construct. As such, it is indeed a 'must read' for anyone who studies negotiation."—Administrative Science QuarterlyTable of ContentsTable of Contents for The Handbook of Negotiation and Culture List of Tables and FiguresA ix ForewordA A A A A A A A A A A A A A xi PrefaceA A A A A A A A A A A A A A A A A A xv part one.A A A A A A A A A A basic psychological processes IntroductionA A A A A A A A A 3 1. The Evolution of Cognition and Biases in Negotiation Research: An Examination of Cognition, Social Perception, Motivation, and EmotionA A A A A A A A A A A A A A A 7 Leigh Thompson, Margaret Neale, and Marwan Sinaceur 2. Cultural Differences and Cognitive Dynamics: Expanding the Cognitive Perspective on NegotiationA A A A A A A A A A A A 45 Michael W. Morris and Michele J. Gelfand 3. I Laughed, I Cried, I Settled: The Role of Emotion in NegotiationA A A A A A A A A A 71 Bruce Barry, Ingrid Smithey Fulmer, and Gerben A. Van Kleef 4. Culture and Emotions in Intercultural Negotiations: An OverviewA A A A A A A 95 Rajesh Kumar 5. Motivation in Negotiation: A Social Psychological AnalysisA A A A A A A A A A A A A A A A A 114 Carsten K. W. De Dreu part two.A A A A A A A A social processes IntroductionA A A A A A A A A 139 6. Communication Processes in Negotiation: Frequencies, Sequences, and PhasesA A A A A 143 Laurie R. Weingart and Mara Olekalns 7. Culture and Negotiation ProcessesA A A A A A A A A A A A A 158 Wendi Lyn Adair and Jeanne M. Brett 8. Resolving Disputes Between Faceless Disputants: New Challenges for Conflict Management TheoryA A A A A A A A A 177 Debra L. Shapiro and Carol T. Kulik 9. Culture and Conflict: Enlarging Our Dispute Resolution FrameworkA A A A A A A A A A A A 193 Catherine H. Tinsley part three.A A A A A negotiation in context IntroductionA A A A A A A A A 213 10. The "Dark Side" of Social Context: The Role of Intergroup Paranoia in Intergroup NegotiationsA A 219 Roderick M. Kramer 11. Cultural Structuring of the Social Context of NegotiationA A A A A A 238 Michele J. Gelfand and Deborah A. Cai 12. Contractual and Emergent Third-Party InterventionA A A A A A A A A A A A A A A 258 Donald E. Conlon and Christopher J. Meyer 13. Adaptive Third Parties in the Cultural MilieuA A A A A A A A A A 280 Peter J. Carnevale, Yeow Siah Cha, Ching Wan, and Sam Fraidin 14. Justice and NegotiationA A A A A A A A A A A A A A A 295 Tom Tyler and Steven L. Blader 15. Justice Across Cultures: A Three-Stage Model for Intercultural NegotiationA A A 313 Kwok Leung and Kwok-Kit Tong 16. What Do Communication Media Mean for Negotiators? A Question of Social AwarenessA A A A A 334 Kathleen L. McGinn and Rachel Croson 17. At the Crossroads of Culture and Technology: Social Influence and Information-Sharing Processes During NegotiationA A A A A A 350 Zoe I. Barsness and Anita D. Bhappu 18. Conflicting Interests in Social Life: Understanding Social Dilemma DynamicsA A 374 J. Mark Weber and David M. Messick 19. Cross-Cultural Perspectives on Cooperation in Social DilemmasA A A A A A A A A A A A A A 395 Jeanne Brett and Shirli Kopelman part four.A A A A A A A epilogue 20. Integrating Negotiation and Culture ResearchA A A A A A A A 415 Michele J. Gelfand and Jeanne M. Brett ContributorsA A A A A A A A 429 Author IndexA A A A A A A 435 Subject IndexA A A A A A A 451

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Book SynopsisYour Passport to International Business EtiquetteThe most authoritative and comprehensive text of its kind, Kiss, Bow, or Shake Hands, 2nd Edition is your must-have guide to proper international business protocol. With countries such as China and India taking on a more significant role in the global business landscape, you can't afford not to know the practices, customs, and philosophies of other countries.Now fully revised, updated, and expanded with over sixty country profiles, Kiss, Bow, or Shake Hands, 2nd Edition provides invaluable information on how to handle common business interactions with grace, respect, and an appreciation for different cultures.

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Book SynopsisCatalyst will transform your approach to networking, making it fun and infinitely more effective. A good business developer, prospector and networker knows how to create a positive connection with the people they meet. They are the catalyst that creates a chemical reaction between strangers, and they know how to convert these opportunities into new business.Louisa Clarke and David Kean have spent their careers catalysing strangers into contacts and converting contacts into clients - and even into friends. They have built successful businesses together using the proven techniques in this book, and they have helped hundreds of companies around the world win billions in new business by applying the same methods. Catalyst is full of illustrative anecdotes, hard-won wisdom and a step-by-step methodology. Whatever industry you work in, if you need more clients to buy your services and you''re not sure how to find them, convince them or wTrade ReviewCatalyst is a manual for winning business in today's economy, recommended to anyone who wants to grow their client base. Catalyst is brimming with great advice and inspiration -- Annette King, CEO Publicis Groupe UKCatalyst fizzes with actionable ideas. A firecracker of a book to get you blazing a trail for new business from two of the best operators around -- Julia Hobsbawm OBE, founder and chair, Editorial Intelligence and author of the bestselling The Simplicity PrincipleA must-read - especially post-Covid - for anyone involved in business generation. Entertaining whilst it educates, this indispensable guidebook is a revelation for any driven professional and will definitely put you ahead of the competition - if she hasn't read it as well. Time excellently well spent -- Jane Reeve, Chief Communications Officer, FerrariHumour is one of the only things that increases when you share it, as the authors of this immensely good-natured book on the human touch in business know. But I also found myself thinking about plumbing metaphors. May the good Lord spare us from pipeline accelerators, but here you can read and understand how in business, as in life, it's better to be a radiator than a drain -- Stephen Bayley, recovering design guru and author of Value: What money can't buy. A handbook for practical hedonismAn enjoyable and practical asset recommended to anyone who has to develop new business. It nails what it takes to find new clients and be a valued, trusted advisor to them; helping others helps us be more successful -- Guy Gregory, Executive Director, Client Care and Business Development, CBRE LtdAccelerate your understanding of how to grow business, fast. Recommended to anyone who dreads networking events: an entertaining and effective guide to oiling the wheels of business without the need to be oleaginous -- Sophie Devonshire, CEO, The Marketing SocietyAn extremely timely book. Now more than ever we need to understand how to communicate with each other better -- Rachel Bridge, author of Already Brilliant and How to Work for YourselfSuch a refreshing book about such a necessary part of doing business, and something so often misunderstood. Catalyst is athoroughly enjoyable and helpful read, packed with great examples, stories and tools for how to develop business, and, above all, packed with common sense. And all expressed in a natural and jargon-free way too. Terrific stuff -- Rita Clifton CBE, portfolio chair and non-executive directorUnlike many 'how to' business books, Catalyst is both an entertaining and informative read. It gives you a wealth of practical steps to transform the way you identify and secure new clients. It really gets you thinking about your approach and how you should flex your style to create real chemistry with prospects -- Deborah Saw * Catalyst magazine *

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Book SynopsisPraise for persuasion the art of getting what you want Dave has exposed the secrets of the most powerful persuaders in the world. This book is a step-by-step guide to changing minds and deeply influencing people in person, in print, on the air, or anyplace else you need to persuade. This book makes persuasion so easy and predictable that it may be the most dangerous persuasion book ever written . . . especially if it ends up in the hands of your competition. Mike Litman, CEO, Connect To Success, Inc. and coauthor of Conversations with Millionaires Dave Lakhani tells you everything you''ve just got to know about persuasion in this book. It is written provocatively, yet clearly. And it is sure to open your mind while enriching your bank account. I highly recommend it. Fasten your seatbelt when you read it. It takes you on a thrilling ride! Jay Conrad Levinson, The Father of Guerrilla Marketing and author of the Guerrilla Marketing series of booTable of ContentsForeword by Jeffrey Gitomer ix Preface xiii Acknowledgments xxiii About the Author xxvii 1 Manipulation 1 2 Persuasion 12 3 Persona—The Invisible Persuader 16 4 Transferring Power and Credibility 38 5 Storytelling 46 6 Gurudom 65 7 Desire to Believe 83 8 Familiarity 95 9 Exclusivity and Availability 102 10 Curiosity 112 11 Relevancy 119 12 Permission Granting 125 13 The Quick Persuaders 133 14 The Persuasion Equation 145 15 Persuasive Selling 159 16 Persuasive Advertising 171 17 Persuasive Negotiating 187 18 Persuading the Masses Electronically 196 19 Mastering Persuasion—The Art of Getting What You Want 205 Persuasion Resources 213 Recommended Readings 217 Index 219

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Book SynopsisLearn to get what you want without burning bridges In this revised and updated edition of the renowned classic The Power of Nice, negotiations expert, sports agent, New York Times bestselling author, attorney, business leader and educator, Ron Shapiro, shares the key principles of effective negotiation through a combination of a time-tested process, anecdotes, and exercises. Drawing on his unparalleled experiences from the worlds of sports, law, business and politics, as well as dealing with life issues common to us all, Shapiro takes you through the steps of his systematic approach: The Three Ps, Prepare-Probe-Propose. Learn how to use the process to empower you in negotiations. Regardless of your level of experience or the extent of your confidence, you will get what you want while building stronger relationships for the future. This updated edition contains: Significant new material including an expanded view of its applicability to a broaTable of ContentsForeword to the Revised Edition by Ambassador Charlene Barshefsky xi Foreword to the First Edition by Cal Ripken, Jr. xiv Acknowledgments xvi Introduction: Why Change What Works? 2 1 Negotiation 5 “I’ll Burn That Bridge When I Come to It” 5 Your First Deal 7 What Negotiation Isn’t 11 Filling the Negotiator’s Toolbox 18 What Negotiation Is 19 What Negotiation Can Be 23 Refresher 26 2 I Win–You Lose Negotiation—An Exercise in Flawed Logic 29 Enemies and Entrenched Positions 29 Hit and Run 32 I’m Not One of Them, Am I? 35 At Least One Dissatisfied Party 43 Refresher 45 3 WIN–win Negotiation 47 Myth and Reality 47 Achieving WIN–win 49 Good Deals Echo, They Lead to More Deals 51 WIN–win Is Not Wimp–Wimp 52 Roadblocks, Minefields, and Wisdom 55 Putting It Together 57 Refresher 64 4 The Three Ps—A Systematic Approach 67 Prepare, Probe, and Propose 70 Refresher 79 5 Prepare… or Else 81 Preparation: The Aerobics of Negotiation 81 How Prepared Are You for Your Negotiations? 82 The Numbers and Letters Game 83 The Numbers and Letters Game Continued… 84 How to Prepare (and How Not To) 87 The Preparation Checklist 89 A Case Study: The Sur-Real Sales Challenge 97 Confidence Is the Secret Weapon (But the Real Secret Is That Preparation Is the Key to Confidence) 104 Sources of Information 105 Refresher 110 6 Probe, Probe, Probe 113 The Other Side Is Trying to Tell You How to Make the Deal 113 W.H.A.T.? The Probing Technique 120 The Don’ts—How Not to Probe 126 Listening 128 The Zoologist 133 Learning to Listen 135 Refresher 138 7 Propose–But Not Too Fast—Getting the Other Side to Go First 141 Role Playing 141 Proposing for Real 146 The Three Rules Behind Propose 149 Making Counterproposals 153 Refresher 158 8 Difficult Negotiators 161 … And the Award for Most Difficult Negotiator Goes to … 162 Dealing with the Difficult Negotiator (without Becoming One) 166 Emotional Tactics—Nonemotional Responses 170 Challenging Personalities 173 Refresher 177 9 Negotiating from Weakness 179 Perceived Weakness versus Real Weakness 179 Expand the Goals 181 Locate Allies 182 Never Let Them See You Sweat 185 Brainstorming 187 Refresher 192 10 Unlocking Deadlocks 195 If Nothing Works, Change Something 195 Find Reasons to Agree 200 Get Creative 200 Objective Mechanisms 205 Sometimes No Deal Is the Best Deal 209 If Deal Fever Persists, Keep Saying “No” 209 Refresher 216 11 Building Relationships 219 Today versus Tomorrow: How Long Is the Long Run? 219 A Relationship Tool: Bonding 221 The Meet-and-Bond Style 222 Rebonding 225 No Faux Bonding 227 Practice Makes Bonding 228 The Value of Relationships 231 Refresher 234 12 Putting It All Together 237 The Major League Baseball Owners versus the Major League Umpires (and the Major League Umpires versus Themselves) 237 Refresher 244 Epilogue: Nelson Mandela—When the Power of Nice Changed a Nation 247 Reinforcement Tools Link 251 Post-Negotiation Assessment Questionnaire 253 Negotiator’s Toolbox 255 Index 257

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Book SynopsisIan Cooper is a leading consultant in business development and communications, a skills trainer and presenter for professional practices and service organisations.  He has written 10 books and broadcasted many times on radio and TV.Trade ReviewJust one question to ask, where was this book 30 years ago when I set out for the first time with my reporter's notebook? Ian Cooper's witty hints and tips can be appreciated even by readers like me who make their living by asking questions. He's recognised that most people, from professionals to fellow passengers on a bus, are more than willing to tackle any query if the approach is right. Len Tingle, BBC award-winning broadcaster and journalistTable of ContentsContents There are three sections to this book: 1. The golden Rules of Asking For example: Be Blunt and ask openly Ask yourself... what can we do differently? Don't assume the answer will be no without asking the question. Ask yourself, what is the worst that can happen if you get a 'no'? Think big... ask for the impossible. 2. The Technology of Questions. For example: Introduction Ask the right person Ask at the right time Whoever asks the questions controls the coversation How to get people into the right state to receive your questions 3. Personal food for thought for Questions For example: Introduction Ask When? When as a stress buster When makes things happen Ask yourself - when do I work best? Ask where shall I put things? Ask feedback questions to put yourself out of your waiting anxiety.

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Book Synopsis“One of the most important books of our modern era” –Amb. Jaime de BourbonFor anyone struggling with conflict, this book can transform you. Negotiating the Nonnegotiable takes you on a journey into the heart and soul of conflict, providing unique insight into the emotional undercurrents that too often sweep us out to sea. With vivid stories of his closed-door sessions with warring political groups, disputing businesspeople, and families in crisis, Daniel Shapiro presents a universally applicable method to successfully navigate conflict.  A deep, provocative book to reflect on and wrestle with, this book can change your life.   Be warned: This book is not a quick fix. Real change takes work. You will learn how to master five emotional dynamics that can sabotage conflict outside your awareness:1. Vertigo: How can you avoid getting emotionally consumed in conflict? 2. Repetition compulsion: How can you stop repeating the same conflicts again and again? 3. Taboos: How can you discuss sensitive issues at the heart of the conflict? 4. Assault on the sacred: What should you do if your values feel threatened? 5. Identity politics: What can you do if others use politics against you? In our era of discontent, this is just the book we need to resolve conflict in our own lives and in the world around us.

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Book SynopsisFast track route to understanding and deploying a key personal communications skill that affects success in both job and career Includes powerful methods, concepts and techniques that promote confident negotiations and successful outcomes Tips and techniques from gurus such as Chester Karras and detailed verbatim examples of actual negotiationsTable of ContentsIntroduction to Express Exec Introduction What is Negotiating Evolution of Negotiating The E-Dimension The Global Dimension The State of the Art In Practice Key Concepts and Thinkers Resources Ten Steps to Making Negotiating Work Frequently Asked Questions (FAQs) Acknowledgements Index

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Book SynopsisLeigh L. Thompson joined the Kellogg School ofManagement in 1995. She is the J. Jay Gerber Distinguished Professor of DisputeResolution and Organizations. She directs the Leading High Impact Teamsexecutive program and the Kellogg Team and Group Research Center and co-directsthe Negotiation Strategies for Managers program. An active scholar andresearcher, she has published over 120 research articles and chapters and hasauthored 11 books, including Making the Team (6th Edition);Creativity and Innovation in Organizational Teams; Shared Knowledge inOrganizations; Negotiation: Theory and Research; Creative Conspiracy: The NewRules of Breakthrough Collaboration; Stop Spending, Start Managing; The SocialPsychology of Organizational Behavior: Essential Reading; OrganizationalBehavior Today; The Truth about Negotiations (2nd Edition); and Conflictin Organizational Groups. Thompson has worked with private and publicorganizations in the U.S., Latin ATable of ContentsPART I: NEGOTIATION ESSENTIALS 1. Negotiation: The Mind and the Heart 2. Preparation: What to Do Before Negotiation 3. Distributive Negotiation: Claiming Value 4. Integrative Negotiation: Expanding the Pie PART II: NEGOTIATION SKILLS 5. Understanding Personality and Motivation 6. Managing Emotions and Contentious Negotiations 7. Establishing Trust and Building Relationships 8. Power, Ethics, & Reputation 9. Creativity, Problem-Solving, and Learning in Negotiation PART III: COMPLEX NEGOTIATIONS 10. Multiple Parties, Coalitions, and Teams 11. Cross-Cultural Negotiation 12. Negotiating in a Virtual World APPENDICES Appendix 1: Negotiating a Job Offer Appendix 2: Third-Party Intervention

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Book SynopsisIn today's digital age, where we are bombarded with more information than ever before, the power to influence has never been more important. whatever walk of life, you will need to draw on your influencing skills to get people to agree with your point of view. 'The Influence Book' is an inspiring and engaging handbook packed with expert advice, practical tools, and exercises to help you become a master of influence. This book will help you develop your emotional intelligence so you can become a highly skilled influencer in all areas of your life - whether you're influencing customers, colleagues, family, or friends.Trade Review"Whether you're influencing at work of informally, The Influence Book is a practical and engaging guide with an easy-to-apply framework to help you put influencing theory to practice on a daily basis. We all need to influence others and this is the very best handbook on how to excel at it!" --Dr. Duncan Garrood, CEO Bills Restaurants, formerly CEO of Punch Taverns "Nicole Soames is proving to be as dynamic in print as she is in the classroom. If you're looking to find that extra yard in life, The Influence Book is time extremely well-invested." --Olly Dale, Commerical Director, Liverpool Football "A great read and a ton of practical takeaways. This book shows the real power of harnessing your EQ to listen with empathy, put yourself in the other person's shoes, and build effective rapport. Soames shows convincingly how you can motivate people to establish a shared point of view and achieve so much more." --Dr. Martyn Newman, Clinical Psychologist specializing in emotional intelligence and mindfulness, and author of The Mindfulness Book

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Book SynopsisWe negotiate constantly. In work, and in life. As one side gains, the other tends to lose, and it can feel more like a tug of war. Yet a different approach can turn this process into something more collaborative - and the start of a more positive working relationship. In Do Deal, music lawyers Richard Hoare and Andrew Gummer share their innovative approach to negotiation that builds trust and finds hidden value. In the dynamic and constantly evolving music industry, it has led to major record deals and highly successful long-term creative partnerships. Now, they will help you to: - Identify and adapt your natural negotiating style - Recognise key traits in your counterpart - Learn strategies to diffuse tricky situations and handle difficult people - Develop a more collaborative mindset - Think creatively to find hidden value and enrich deal terms. No-one is born a brilliant negotiator, but you can learn strategies and develop your natural style so, regardless of the cards you re holding, you approach the bargaining table with confidence, skill and a few tricks up your sleeve. Deal?

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Book SynopsisThis book will help you develop your emotional intelligence so you can become a highly skilled negotiator in all areas of your life - whether you're negotiating with customers, colleagues, family or friends. It will equip you with the tools and techniques to put negotiation theory into practice. Learn how to develop a winning mind-set, prepare successfully for any negotiation, recognise and respond to different negotiation situations, deal effectively with gameplay, manage the negotiation conversation and understand how to draw the negotiations to a successful close. The Negotiation Book is an inspiring and engaging handbook packed with Nicole Soames' expert advice, practical tools and exercises to help you master the art of negotiation.

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Book SynopsisWield your power for greater influence and impact.With formal authority comes power. But few people realize that informal power--the kind that doesn't come with a title--can have just as much impact. How do you use your power for greater influence?This book explains how power affects our emotions, our behavior, and how we work with others. You'll learn how to use self-awareness to keep your power in check, connect with the right people to create more value, respond to abuses of power, and leave a lasting impression.This volume includes the work of: Dan Cable Peter Bregman Harrison Monarth Dacher Keltner HOW TO BE HUMAN AT WORK.HBR's Emotional Intelligence Series features smart, essential reading on the human side of professional life from the pages of Harvard Business Review. Each book in the series offers proven research showing how our emotions impact our work lives, practical advice for managing difficult people and situations, and inspiring essays on what it means to tend to our emotional well-being at work. Uplifting and practical, these books describe the social skills that are critical for ambitious professionals to master.

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Book SynopsisTable of ContentsAbout the Author vii Acknowledgments ix Preface — Context and relevance xi Chapter 1 – So You Think You Can Negotiate? 1 Chapter 2 – Virtual Negotiating 17 Chapter 3 – The Negotiation Clock Face 23 Chapter 4 – Why Power Matters 43 Chapter 5 – Time – The Distinct Advantage 65 Chapter 6 – The Ten Negotiation Traits 85 Chapter 7 – The 14 Behaviors that Make the Difference 101 Chapter 8 – The “E” Factor 135 Chapter 9 – Authority and Empowerment 163 Chapter 10 – Tactics and Values 183 Chapter 11 – Planning and Preparation That Helps You to Build Value 211 Final Thoughts 245 About The Gap Partnership 247 Index 249

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Book SynopsisIn this ground-breaking Research Handbook, leading international researchers analyse how negotiators' gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies and generating new questions for consideration. The Research Handbook offers helpful insights to negotiators and forges a path for future research. The first section highlights how gender shapes negotiation within close relationships and identifies informal social rules for how women and men are expected to negotiate, exploring the socialization patterns and historical contexts that produced these norms and the implications for women at the bargaining table. Chapters discuss how underlying negotiation processes such as trust, emotion, communication and non-verbal behaviour are shaped by gender, as well as considering a number of pragmatic solutions to the obstacles women face as self-advocates. Offering insights for both practitioners and researchers, this Research Handbook will be invaluable to teachers and, also, female professionals who want to understand how to get better outcomes from negotiation. It will also be required reading for HR professionals who wish to understand how and why organizational policies regarding negotiation can level the playing field. Contributors include: E.T. Amanatullah, J.B. Bear, L. Berg, J.E. Bochantin, H.R. Bowles, T.H. Burns, A. Dickson, A.L. Elias, K.R. Gallagher, B.A. Gazdag, M.P. Haselhuhn, H. Jazaieri, J.A. Kennedy, S. Kesebir, D. Kolb, L.J. Kray, C.T. Kulik, S.Y. Lee, M. Liu, B.A. Livingston, S. Mor, M. Olekalns, J. Overbeck, M. Pillutla, T.L. Pittinsky, J. Qiu, L. Ramic-Mesihovic, I.Y. Ren, S.W. Ryu, A. Sabanovic, Z. Semnani-Azad, W. Shan, R. Sinha, A.F. Stuhlmacher, N.R. Toosi, C. Trombini, J. Wareham, L. ZervosTrade Review'This book makes a fabulous contribution to our understanding of the role of gender in negotiations, highlighting the contextual and situational forces that influence the negotiation process. A wonderful exploration of the burgeoning research in this field and a call to action for future inquiry.' --Linda C. Babcock, Carnegie Mellon University, US'This Research Handbook gathers research by top scholars across disciplines to provide a depth of insight that is unparalleled, shedding much needed light on the complex role of gender in personal and professional negotiations. By concurrently focusing on the social context, interpersonal dynamics, and individual characteristics of negotiators, the Research Handbook provides an agenda for future research and suggestions for what people and institutions can do to level the playing field. It will be the go-to resource for years to come.' --Laurie R. Weingart, Carnegie Mellon University, US'Negotiation is an act of balancing between cooperating to create value and competing to claim it. In many negotiation contexts, being a female negotiator adds a second dimension to balance. If a female negotiator internalizes gender stereotypes, she may be less able to engage in the agentic competitive behaviors necessary to protect her interests and claim value. If she rejects gender stereotypes, she may face backlash. This Handbook reviews the research that identifies when and how female negotiators can adjust these balances in their favor.' --Jeanne Brett, Northwestern University, USTable of ContentsContents: Foreword Linda Putnam Introduction 1. Spheres of Influence: Unpacking Gender Differences in Negotiation Mara Olekalns and Jessica A. Kennedy Friends, Families, Work: Negotiating in Long-Term Relationships 2. Keeping Our Friends Close: Friendship Maintenance Through the Roles of Gender and Negotiation Kaitlyn R. Gallagher, Tatem H. Burns, and Alice F. Stuhlmacher 3. Gender and Spousal Negotiation Beth Livingston and Seung Whan Ryu 4. Gender, Work-Family Negotiations, and Caregiving Ambition Julia Bear and Tod Pittinsky 5. “Superhero” Rhetoric versus Empathic Communication: How Male and Female First Responders Negotiate Work-Life Jaime Bochantin and Ashleigh Dickson Bounded Negotiations: Gendered Norms as Constraints 6. Deception in Negotiations: The Unique Role of Gender Hooria Jazaieri and Laura J. Kray 7. Same-Sex Peer Norms: Implications for Gender Differences in Negotiation Selin Kesebir, Sun Young Lee, Judy Qiu, and Madan Pillutla 8. Role Salience and Context: The Example pf Negotiation Dyad Gender Composition Alice F. Stuhlmacher and Lauren S. Zervos 9. Gender and Bargaining Power in Historical Context Allison L. Elias Behind-the-Scenes: Gender Differences in Underlying Processes 10. Gender and Trust Michael P. Haselhun 11. Anger and Anxiety in Masculine-Stereotypic and Male-Dominated (MSMD) Negotiating Contexts: Affect and the Study of Gender in Negotiation Chiara Trombini, Logan A. Berg, and Hannah Riley Bowles 12. The Unspoken Language of Power: Interpersonal Dynamics of Nonverbal Behaviour in Mixed-Gender Negotiations Justin D. Wareham and Jennifer R. Overbeck 13. Gender, Communication, and Negotiation Meina Liu and Isabelle Yi Ren 14. How Culture and Race Shape Gender Dynamics in Negotiation Negin R. Toosi, Zhaleh Semnani-Azad, Wen Shan, Shira Mor, and Emily T. Amanatullah Stronger Self-Advocates: Persisting Despite Disruptions and Setbacks 15. Negotiating Political Agency in Bosnia-Herzegovina Deborah M. Kolb, Leyla Ramic-Mesihovic, and Anida Sabanovic 16. Women-Focused Negotiation Training: A Gendered Solution to a Gendered Problem Carol T. Kulik, Ruchi Sinha, and Mara Olekalns 17. What Does ‘Bouncing Back’ Mean? Defining the Role of Resilience in Gender and Negotiations Brooke A. Gazdag Conclusion 18. Shifting Directions in Gender and Negotiation: From Understanding Women toward Understanding their Counterparts Jessica A. Kennedy and Mara Olekalns Index

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Book SynopsisSynopsis coming soon.......Table of ContentsContentsPrefaceAcknowledgments1 Introduction to Rational Thinking in NegotiationPART ONECommon Mistakes in Negotiation2 The Irrational Escalation of Commitment3 The Mythical Fixed-Pie4 Anchoring and Adjustment5 Framing Negotiations6 Availability of Information7 The Winner's Curse8 Overconfidence and Negotiator BehaviorPART TWOA Rational Framework for Negotiation9 Thinking Rationally about Negotiation10 Negotiations in a Joint Venture: A Case Example11 Rational Strategies for Creating Integrative AgreementsPART THREESimplifying Complex Negotiations12 Are You an Expert?13 Fairness, Emotion, and Rationality in Negotiation14 Negotiating in Groups and Organizations15 Negotiating Through Third Parties16 Competitive Bidding: The Winner's Curse Revisited17 Negotiating Through Action18 Conclusion: Negotiating Rationally in an Irrational WorldNotesIndex

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Book SynopsisWilliam Ury, coauthor of the international bestseller Getting to Yes, returns with another groundbreaking book, 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, lawyers, factory workers, coal miners, schoolteachers, diplomats, and government officials—how to become better negotiators. 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. 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. In this

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