Business negotiation Books
Red Wheel/Weiser How to Hold Successful Meetings: 30 Action Tips
Book SynopsisThis title provides tips for holding successful meetings, including inviting the right people, running short meetings, preventing someone from taking over a meeting, and developing an agenda.
£11.69
Red Wheel/Weiser How to Win Any Negotiation: Without Raising Your
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£11.99
Management Concepts, Inc The Government Manager's Guide to Contract
Book SynopsisThe Government Manager’s Guide to Contract Negotiation Federal managers often find themselves at the negotiating table, charged with reaching a solid, fair deal for their agency. Now, you can gain a competitive edge in even the most difficult negotiations with time-tested, effective tactics from a noted authority on federal negotiations. This guide will help you understand the negotiation process, plan for it, develop strategies and tactics, anticipate and counter the other side’s strategies and tactics, and conclude and document the negotiation. Concise, accessible, and authoritative, this book offers a veritable arsenal of winning strategies that you and your team can use in your next negotiation.
£31.50
Impact Publications Dynamite Salary Negotiations: 4th Edition
Book SynopsisFeatured in the 'National Business Employment Weekly' of the Wall Street Journal, here is the book that outlines the major issues involved in determining salaries: secrecy, salary history, salary requirements, salary ranges, and negotiating tactics. Dispelling several myths and outlining many mistakes, the book reveals how to value positions; acquire salary information; calculate your worth; respond to advertisements and applications requesting salary history; handle tough interview questions; negotiate salary and terms of employment; finalise the offer. Jam-packed with useful information, tips, and sample negotiation dialogues. Includes salary calculator, checklists, key websites, questions to ask, mistakes to avoid, salary ranges, stock options, and much more.
£15.29
Impact Publications Give Me More Money!: Smart Salary Negotiation
Book SynopsisHow much should you be making? Are you underpaid by hundreds or thousands of pounds a year? What benefits should you receive and what are they worth? Are you prepared to deal with issues relating to stock options and equity incentives? How can you get employers to pay you what you''re really worth? If you have not raised these questions, perhaps it''s time to do so with the help of this book. The book that answers the most important questions about how you can increase your salary. Whether applying for a job or seeking a raise or promotion, few people know what they are really worth. They frequently underestimate their value, believe salaries am predetermined, avoid talking about money, and fail to adequately negotiate salaries, benefits, and raises. At the same time, employers rend to keep salaries and their decision process secret. How they calculate your value, and the value of the position, largely determines what salary they will offer you. How, then, do you determine your value and negotiate a salary that truly reflects your real worth? Offering insightful analyses and clear prescriptions for salary success, Ron and Caryl Krannich reveal the major ingredients for determining salaries: secrecy, salary history, salary requirements, salary ranges, and negotiating tactics. They dispel numerous myths, outline key salary mistakes, and review major compensation trends in the process of revealing how to: acquire salary information and figure your worth; respond to applications requesting salary history; handle tough interview questions; negotiate a higher salary and terms of employment; finalise the job offer and follow-up with finesse. Filled with insightful analyses, cutting-edge strategies revealing examples, useful sample dialogues, and current salary data, this book can make a big difference in every job seeker''s compensation package. Indeed, with this no-nonsense guide, you will quickly discover what you are really worth - and you will learn how to get it simply by asking and answering key questions for salary success.
£16.14
Allworth Press,U.S. The Pocket Small Business Owner's Guide to
Book SynopsisNot confident with your negotiating skills? This book will cure you! A must-have for any small business owner, The Pocket Small Business Owner’s Guide to Negotiating is full of helpful tips and strategies for getting what you want without alienating your clients and suppliers. You will learn to analyze your wants, needs, advantages, and disadvantages going in, maintain your resolve, and see the negotiation through to a successful end. Topics include position bargaining, contracts, purchases, conflict resolution, and more. Also included are sample negotiation scenarios to illustrate different approaches. Concisely, clearly, and engagingly written, this guide will empower you to reach your negotiation goals!
£10.44
St Augustine's Press The Conscience of the Institution
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£18.00
£26.25
Penguin Putnam Inc The Go-giver Influencer: A Little Story About a
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£19.54
Advantage Media Group Authentic Negotiating: Clarity, Detachment, &
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£18.89
Red Wheel/Weiser Wild Idea Club: A Collaborative System to Solve
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£14.24
Business Expert Press Followership: What It Takes to Lead
Book SynopsisEvery leader is also a follower. Both good leaders and good followers exhibit many of the same characteristics. Both think for themselves, both are active in the leadership process, and both exhibit positive energy. Traditionally, leadership classes and leadership development programs devote little time and attention to developing effective follower skills because most organizational leaders erroneously assume that employees know how to follow. This book takes a look at both current leadership and followership theories and describes how to apply them in an organizational setting. The book also provides an overview of what it means to be a good follower and provides a roadmap of how to develop followership skills that can easily be translated to leadership skills as the need arises. Generally, there is a negative connotation of the term followership due to a lack of understanding of the topic of followership. This lack of understanding has frequently caused leaders to overlook followership as a necessary part of a successful organization. Increasing awareness of followership processes within the organizational context will lead to improved leadership and improved organizational performance. This book will aid in the development of those great followers who are great employees who in-turn will possess the skills necessary to become great leaders. This book is intended for a broad audience including both students and practitioners of Leadership.
£18.00
Deep Democracy Exchange The Leader as Martial Artist
£11.91
Berrett-Koehler Negotiating the Impossible: How to Break
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£20.80
American Bar Association The Dealmaker's Ten Commandments: Ten Essential
Book SynopsisThe Dealmaker's Ten Commandments provides a practical, no-nonsense methodology for negotiating deals, managing your time and handling crisis, all at the highest level. Authored by one of the entertainment industry's most beloved success stories, prominent transactional attorney and former child actor, Jeff B. Cohen, created The Dealmaker's Ten Commandments to overcome resistance and achieve his goals without losing his soul along the way. Although developed in Hollywood, the real world tactics, strategies and guiding principles are vital for any business environment.Trade ReviewThere is a common thread between Jeff's busy law office, his extremely pro-active and creative dealmaking and his commitment to not just assisting and educating the next generation but also serving as priest, rabbi and legal eagle to the timeless dreamers and salty pros who have no age. He generously shares a lot of brainstorming time because he knows great stories, projects and profits come from all corners of the biz. If you want to compete, at any level, whether it's down in the streets or up in the suites, you've got to train your brain and steel your nerves for the long distance course. The Dealmaker's Ten Commandments puts you in the locker room with a pretty damn good coach: [author] Jeff Cohen. -- Steven Gaydos, Vice President and Executive Editor Variety I have worked with a most talented young Jeff as an actor and adult Jeff as an attorney. He has distinguished himself as one of the most respected dealmakers in our industry. The methodology he has developed with The Dealmaker's Ten Commandments is invaluable for any professional who wants to make an impact in their chosen field. -- Richard Donner, Hollywood Director and Producer Not only has Jeff been an amazing attorney, helping guide me through the labyrinth that is the business of Hollywood but now he gave me the gift of The Dealmaker's Ten Commandments. His amazing business acumen is a lesson for anyone trying to improve their skills in the art of dealmaking. -- Terry City, Vice President BuzzFeed In Hollywood it's all about the 'art of the deal,' and with that said, there is no greater artist in the entertainment industry than Jeff Cohen. You can have a good agent...you can have a good manager...but without an EXCEPTIONAL attorney who knows the steps to take to craft the perfect deal, you're gonna have problems. Not only does Jeff know those steps, but he created most of them! -- Brian Gott, Producer/Philanthropist-Chairman Starlight Children's Foundation
£18.99
WW Norton & Co The Five Tool Negotiator: The Complete Guide to
Book SynopsisIn a category saturated with breezy, self-help volumes, Russell Korobkin’s long-awaited The Five Tool Negotiator stands apart as a revelatory guide for anyone eager to improve their bargaining skills. The nationally renowned author, who has spent three decades studying successful negotiations, now shares five distinct “tools” that we can all readily utilise: Bargaining Zone Analysis, Persuasion, Deal Design, Power and Fairness Norms. Drawing on his academic research, Korobkin incorporates lively anecdotes that bring to life concepts from the disparate fields of psychology, economics and game theory, along with fascinating social science experiments. These invaluable tools can be applied to everyday negotiations and transactions—from consumers hoping to obtain the best price for a used car to executives trying to close a multimillion-dollar deal. Intuitively accessible and reassuringly persuasive, this is a vital guide to mastering the critical skills of negotiation at the social, cultural and human level.
£20.69
Morgan James Publishing llc Go Do Deals: The Entrepreneur’s Guide to Buying &
Book SynopsisGo Do Deals provides entrepreneurs with a practical method to source and buy companies without having capital and without borrowing lots of money. For those who are ready to take the next step on the entrepreneurial ladder and make the shift from customer to shareholder value creation, Go Do Deals shows them how to: Bypass the brokers and find businesses that are NOT for sale Find, approach, and have positive conversations with potential sellers Structure deals so that they do not need to contribute cash upfront Choose the right deals and avoid buying themselves a job Know the best time to exit or sell their business Buying a company can double one’s business in an afternoon, free them from the treadmill of staff and customers, and avoid the blood, sweat, and years of start-up pain. It’s time to Go Do Deals.
£16.14
Morgan James Publishing llc The Art of Feminine Negotiation: How to Get What
Book SynopsisNegotiation skills are a woman’s secret weapon. Art of Feminine Negotiation debunks myths and multi-generational gender conditioning that have stopped women from fully stepping into their power. Uncover the unconscious biases that have limited women from becoming the biggest and best versions of themself. Learn the key skillsets that mark superior negotiators, explore how women already possess these skills in spades, and master how to start invoking these essential skills with intention in everyday life. Whether looking to negotiate a better relationship with an intimate partner or children, or negotiate the position, money, and respect deserved, Art of Feminine Negotiation will elevate one’s persuasive powers and influence, both personally and professionally. The book addresses both theory and practice and while packed with valuable research and information, it’s written in a personal conversational tone that makes it accessible and enticing. With hands-on, practical advice about tactics, strategies, and tools to up anyone’s negotiation game, as well as tips on where and when to apply them, readers will come away ready to get what they want and deserve from the boardroom to the bedroom.
£12.34
Viva Editions Winning Conditions: How to Achieve the
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£16.19
Red Wheel/Weiser Negotiating with Tough Customers: Never Take No
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£12.34
Red Wheel/Weiser Body Language Secrets to Win More Negotiations:
Book SynopsisThe success of a negotiation is profoundly affected by how well you read body language. How can you learn to read the subtle clues - many lasting a fraction of a second - that your opponent projects? BODY LANGUAGE SECRETS TO WIN MORE NEGOTIATIONS will help you discover what the "other side" is revealing through body language and micro-expressions and how to control your own. It will help you become more adept at exploiting your knowledge of emotional intelligence, negotiation ploys and emotional hot buttons.Through engaging stories and examples, BODY LANGUAGE SECRETS TO WIN MORE NEGOTIATIONS shows you how to employ a wide range of strategies to achieve your negotiating goals. You will learn:How to employ your knowledge of body language to instantly read the other negotiator''s position.Insider secrets that will give you an advantage in any negotiation.Techniques to overcome common obstacles that hamper your negotiations. Learning to read and send body language signals enables anyone, anywhere, to gain an advantage in any negotiation, from where to go for brunch to what price to pay for a global corporate acquisition.
£12.99
Harvard Business Review Press HBR Guide to Negotiating (HBR Guide Series)
Book SynopsisForget about the hard bargain. Whether you’re discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a subpar solution in the middle—if you come to any agreement at all. But these discussions don’t need to be win-or-lose situations. Written by negotiation expert Jeff Weiss, the HBR Guide to Negotiating provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships. You’ll learn how to: Prepare for your conversationUnderstand everyone’s interestsCraft the right messageWork with multiple partiesDisarm aggressive negotiatorsChoose the best solution
£13.29
Harvard Business Review Press Influence and Persuasion (HBR Emotional
Book SynopsisChanging hearts is an important part of changing minds.Research shows that appealing to human emotion can help you make your case and build your authority as a leader.This book highlights that research and shows you how to act on it, presenting both comprehensive frameworks for developing influence and small, simple tactics you can use to convince others every day.This volume includes the work of: Nick Morgan Robert Cialdini Linda A. Hill Nancy Duarte This collection of articles includes "Understand the Four Components of Influence," by Nick Morgan; "Harnessing the Science of Persuasion," by Robert Cialdini; "Three Things Managers Should Be Doing Every Day," by Linda A. Hill and Kent Lineback; "Learning Charisma," by John Antonakis, Marika Fenley, and Sue Liechti; "To Win People Over, Speak to Their Wants and Needs," by Nancy Duarte; "Storytelling That Moves People," an interview with Robert McKee by Bronwyn Fryer; "The Surprising Persuasiveness of a Sticky Note," by Kevin Hogan; and "When to Sell with Facts and Figures, and When to Appeal to Emotions," by Michael D. Harris.How to be human at work. The HBR 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.
£10.44
Harvard Business Review Press Influence and Persuasion (HBR Emotional
Book SynopsisChanging hearts is an important part of changing minds.Research shows that appealing to human emotion can help you make your case and build your authority as a leader.This book highlights that research and shows you how to act on it, presenting both comprehensive frameworks for developing influence and small, simple tactics you can use to convince others every day.This volume includes the work of: Nick Morgan Robert Cialdini Linda A. Hill Nancy Duarte This collection of articles includes "Understand the Four Components of Influence," by Nick Morgan; "Harnessing the Science of Persuasion," by Robert Cialdini; "Three Things Managers Should Be Doing Every Day," by Linda A. Hill and Kent Lineback; "Learning Charisma," by John Antonakis, Marika Fenley, and Sue Liechti; "To Win People Over, Speak to Their Wants and Needs," by Nancy Duarte; "Storytelling That Moves People," an interview with Robert McKee by Bronwyn Fryer; "The Surprising Persuasiveness of a Sticky Note," by Kevin Hogan; and "When to Sell with Facts and Figures, and When to Appeal to Emotions," by Michael D. Harris.How to be human at work. The HBR 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.
£25.50
Harvard Business Review Press Creative Conflict: A Practical Guide for Business
Book SynopsisNegotiation is stuck. It's time for something new.Almost everything is negotiable. Almost every interaction is a negotiation. And in no field is this clearer than in business, where every day we work with others to get things done. But when we have real differences, is win-win always possible? Or must every negotiation be a zero-sum battle, with a winner and a loser?Over the last half century, two opposing philosophies have ruled the field of negotiation: the win-lose, tooth-and-nail approach of training guru Chester Karrass; and the win-win, "principled" creed of Getting to Yes, developed by Roger Fisher and William Ury. But neither approach fully meets the challenge of today's volatile, disruptive, ultracompetitive business environment, where strategic problem-solving is of critical importance.In Creative Conflict, negotiation experts Bill Sanders and Frank Mobus provide something new. They use a dynamic, dialectical approach to show how negotiations are driven by competition and cooperation at the same time. Counterintuitively, they reveal that conflict lies at the heart of more profitable agreements. They believe that when we tiptoe around conflict, we negotiate in a half-hearted way that limits our results. By contrast, creative negotiators probe and push until they hit a wall of disagreement, and then they figure out how to get past it. The authors construct a clear and useful framework based on three distinct negotiating contexts: Bargaining, Creative Dealmaking, and Relationship Building. They instruct readers on how to skillfully pursue their fair share while simultaneously seeking ways to expand a deal's scope and value for both sides.Trade ReviewAdvance Praise for Creative Conflict:"Creative Conflict takes us down a negotiation road less traveled. Whether you're just starting out in business or an experienced executive, applying this practical guide can transform your negotiation results and provide your business a significant competitive advantage." — Howard Levy, Vice President, Global Sourcing, Zimmer Biomet"Creative Conflict takes on the challenge of making a deal where no deal exists. Bill Sanders and Frank Mobus successfully move the immovable negotiation by developing a multidiscipline, multidimensional approach and providing tools and examples to the reader that can create success almost immediately." — Paul Koch, Vice President of Estimating, Skanska USA"During thirty-five years in the coaching profession at all levels of football competition, I gradually learned how valuable it was to build trusting relationships through effective and sincere negotiating practices. I wish I'd had Creative Conflict early in my career. Great book!" — Dick Vermeil, NFL Coach of the Year (1999)"Creative Conflict explains the evolution and the psychology of negotiation in a way that will empower you with the skills to reach better outcomes. This is the best single book I have read on the topic. A must-read." — Ron Fleisher, coach, Vistage"Sanders and Mobus highlight important and useful concepts for deploying negotiation strategies. Our North American sales team completed the Creative Negotiation seminar, and it was very impactful to our business success." — John Kowal, President, Varian Medical Systems, Americas"Creative Conflict will refocus your thinking from negotiating better to negotiating smarter. An important addition to the negotiation literature." — Ed Brodow, author, Negotiation Bootcamp
£20.90
Diversion Books The Conflict Resolution Grail: Awareness,
Book SynopsisGlobal conflict is one of the top challenges the world faces today. Our survival as the human race demands that we pay attention to our own role in conflict. Resolving conflict on a global scale requires change at the level of individuals. Lawyer and Mediator Meysa Maleki introduces the everyday person to the elements of conflict, the sub-conversations and the skills that are required to resolve conflict effectively. However, her solution to addressing human conflict goes beyond just the latest conflict resolution theory, negotiation techniques, and the interpersonal skills of a mediator. She draws on the strengths of human beings, their capacity for compassion and their immense potential to change their subconscious programming through awareness. This book weaves together research ranging from human genetics, evolution, communications theory, neuroscience, world history, psychology, and sociology to reframe our understanding of conflict. It provides the everyday person as well as professionals who devote their careers to working with conflict situations with an integrated approach to conflict resolution, one that draws from the east and the west. Meysa Maleki provides a new paradigm, one that is based on awareness, compassion, and a negotiator’s toolbox.Trade Review"Meysa Maleki draws from a deep intellectual understanding of human nature with genuine compassion and years of experience. She informs us how to approach and understand negotiation and conflict resolution, whether in our professional or personal life. This should be required reading for anyone serious about assisting others to navigate the troubled waters of conflict and achieve resolution." - The Honourable Deb Matthews, former Minister of Health and Long-Term Care and Deputy Premier of the Province of Ontario "This book is a compelling contribution to understanding and navigating modern dispute resolution processes. I strongly recommend it to anyone embarking on that journey." - Harold Niman, Family lawyer, Fellow of American Academy of Trial Lawyers, and co-author of Evidence in Family Law "Meysa Maleki provides a unique contribution to conflict resolution literature and beyond, sharing insightful analysis about the nature of conflict and its effect on our personal lives. She does not offer a quick fix strategy but urges us through mindfulness, understanding, and self-examination to change our relationship with conflict and with each other. I expect to consult this book repeatedly, much as one would use a compass to ensure that we remain on the right direction." - Alfred A. Mamo, Certified Family Law Specialist, Mediator and Arbitrator "A captivating read. Canada’s rising star of family law takes the time to share an innovative and compassionate approach to conflict resolution." - Lorne London, Owner of Post City Magazines
£14.24
Fusion Books Let's Pull Together: How to Work in Teams
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£29.40
Fusion Books Let's Pull Together: How to Work in Teams
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£10.12
Business Expert Press Negotiate Your Way to Success: Personal
Book SynopsisNegotiation is both an art and a science. It involves the application of strategy, tactics and the right negotiation approach. However, it also relies on the ability to manage ones` ego and emotions. It is the subtle art of persuasion and mental priming. Many decisions are taken on the unconscious level, only then are they rationalized. Some events, both personal and professional, are consequences of a coming together of random moments, and small decisions that often prove life changing. A skilled negotiator needs to master the power of subliminal stimuli and focus in order to achieve their desired goals. They need to harness the moment.This book is a collection of anecdotes from the author's career which she has shared here in the hope that they will trigger empowering memories from the readers' own experiences, so that the next time they negotiate, they can feel confident and empowered.
£23.70
BenBella Books Ask Like an Auctioneer: How to Ask For More and
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£20.69
Benbella Books The Upper Hand
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£21.24
Sound Wisdom Jeffrey Gitomer's Little Red Book of Sales
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£17.99
Blackstone Publishing The Seven Tensions of Negotiation
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£17.09
Advantage Media Group Hard Asks Made Easy: How to Get Exactly What You
Book SynopsisThe things you really want in life are often the most difficult to ask for. Best-selling author and speaker, ASK expert Laura Fredricks knows that, and she knows how to ask anyone for anything with comfort, confidence, and ease. After raising more than $1 billion for nonprofits, businesses, and individuals, Fredricks has developed an approach that works for anyone making a hard ask like: *Asking for money *Asking for love *Asking for help *Asking for forgivenessThese are just a few of the Asks Fredricks will show you how to navigate, using her 5 Laws on Asking and her never-fail ASK formula. She’ll also help you identify which type of asker you are and show you the advantages, challenges, and refinements with each type so that you can perfect your own asking style.With a successful background in law and philanthropy--careers known for making the toughest and biggest asks, Fredricks has earned her reputation as the ASK expert, the go-to person businesses and individuals turn to for guidance. Hard Asks Made Easy is a must for anyone who wants to ask and get exactly what they need and deserve.
£15.29
Permuted Press What an MBA Taught Me
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£19.00
Harvard Business Review Press Order Out of Chaos
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£24.00
Mihails Konoplovs Conversation Skills For Beginners: Effective
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£8.49
G&D Media Win!: Positive Negotiating and Decision Making
Book SynopsisAlmost everything in life is negotiable. Whether we''re children trying to stay up past our bedtimes, employees who want some time off or a raise, or friends trying to decide where to go for dinner, we use negotiation to get what we want. But, negotiation doesn''t have to be an "I win and you lose" proposition. In WIN! Positive Negotiating and Decision Making for the Real World, Authors Dan Strutzel and Traci Shoblom will teach readers the four steps to make sure that Everybody WINS.The Everybody WINS Method of Negotiation is: 1. Wait 2. Identify 3. Negotiate 4. Settle on an Agreement Once you master these steps, you''ll have the power to negotiate: Better relationships Getting into better schools and jobs Higher income Improved self-image Helping others get more of what they want Negotiation is a core element of human interaction. From the bedroom to the board room, the principles of negotiation are at the foundation of our society. Are you ready to learn how to WIN! Let’s go!
£12.34
Edward Elgar Publishing Ltd Handbook of Research on Negotiation
Book SynopsisThis Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations.Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.Table of ContentsContents: PART I: INTRODUCTION 1. The Complexity of Negotiating: From the Individual to the Context, and What Lies Between Mara Olekalns and Wendi L. Adair PART II: THE INDIVIDUAL NEGOTIATOR 2. Individual Differences in Negotiation Hilary Anger Elfenbein 3. Motivated Cognition in Negotiation Lukas Koning and Eric van Dijk 4. Shared Cognition and Identity in Negotiation Leigh Anne Liu and Wei Cai 5. The Demise of the ‘Rational’ Negotiator: Emotional Forces in Conflict and Negotiation Gerben A. Van Kleef and Marwan Sinaceur PART III: SOCIAL-PSYCHOLOGICAL PROCESSES 6. Power, Status, and Influence in Negotiation Jennifer R. Overbeck and Yoo Kyoung Kim 7. Trust and Negotiation Roy J. Lewicki and Beth Polin 8. Fairness and Ethics in Bargaining and Negotiation Kristina A. Diekmann, Andrew T. Soderberg and Ann E. Tenbrunsel 9. Gender and Negotiation: A Social Role Analysis Alice F. Stuhlmacher and Eileen Linnabery 10. Dignity, Face, and Honor Cultures: Implications for Negotiation and Conflict Management Soroush Aslani, Jimena Ramirez-Marin, Zhaleh Semnani-Azad, Jeanne M. Brett and Catherine Tinsley 11. Managing Uncertainty in Multiparty Negotiations Harris Sondak, Margaret A. Neale and Elizabeth A. Mannix PART IV: COMMUNICATION PROCESSES 12. Talking it Through: Communication Sequences in Negotiation Wendi L. Adair and Jeffrey Loewenstein 13. Punctuated Negotiations: Transitions, Interruptions, and Turning Points Daniel Druckman and Mara Olekalns 14. The Costs and Benefits of E-negotiations Raymond Friedman and Liuba Y. Belkin PART V: COMPLEX NEGOTIATIONS 15. International Trade Negotiations Larry Crump 16. Making Peace through Negotiation Kristine Höglund and Daniel Druckman 17. Environmental Disputes: Negotiating Over Risks, Values and the Future Barbara Gray and Julia Wondolleck 18. Crisis Negotiation: From Suicide to Terrorism Intervention Simon Wells, Paul J. Taylor and Ellen Giebels PART VI: CONCLUSION 19. Guiding New Directions in Negotiation Research: A Negotiation Context Levels Framework Wendi L. Adair and Mara Olekalns Index
£200.00
Edward Elgar Publishing Ltd Handbook of Research on Negotiation
Book SynopsisThis Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations.Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.Table of ContentsContents: PART I: INTRODUCTION 1. The Complexity of Negotiating: From the Individual to the Context, and What Lies Between Mara Olekalns and Wendi L. Adair PART II: THE INDIVIDUAL NEGOTIATOR 2. Individual Differences in Negotiation Hilary Anger Elfenbein 3. Motivated Cognition in Negotiation Lukas Koning and Eric van Dijk 4. Shared Cognition and Identity in Negotiation Leigh Anne Liu and Wei Cai 5. The Demise of the ‘Rational’ Negotiator: Emotional Forces in Conflict and Negotiation Gerben A. Van Kleef and Marwan Sinaceur PART III: SOCIAL-PSYCHOLOGICAL PROCESSES 6. Power, Status, and Influence in Negotiation Jennifer R. Overbeck and Yoo Kyoung Kim 7. Trust and Negotiation Roy J. Lewicki and Beth Polin 8. Fairness and Ethics in Bargaining and Negotiation Kristina A. Diekmann, Andrew T. Soderberg and Ann E. Tenbrunsel 9. Gender and Negotiation: A Social Role Analysis Alice F. Stuhlmacher and Eileen Linnabery 10. Dignity, Face, and Honor Cultures: Implications for Negotiation and Conflict Management Soroush Aslani, Jimena Ramirez-Marin, Zhaleh Semnani-Azad, Jeanne M. Brett and Catherine Tinsley 11. Managing Uncertainty in Multiparty Negotiations Harris Sondak, Margaret A. Neale and Elizabeth A. Mannix PART IV: COMMUNICATION PROCESSES 12. Talking it Through: Communication Sequences in Negotiation Wendi L. Adair and Jeffrey Loewenstein 13. Punctuated Negotiations: Transitions, Interruptions, and Turning Points Daniel Druckman and Mara Olekalns 14. The Costs and Benefits of E-negotiations Raymond Friedman and Liuba Y. Belkin PART V: COMPLEX NEGOTIATIONS 15. International Trade Negotiations Larry Crump 16. Making Peace through Negotiation Kristine Höglund and Daniel Druckman 17. Environmental Disputes: Negotiating Over Risks, Values and the Future Barbara Gray and Julia Wondolleck 18. Crisis Negotiation: From Suicide to Terrorism Intervention Simon Wells, Paul J. Taylor and Ellen Giebels PART VI: CONCLUSION 19. Guiding New Directions in Negotiation Research: A Negotiation Context Levels Framework Wendi L. Adair and Mara Olekalns Index
£46.50
Gibson Square Books Ltd The Art of Always Being Right: The 38 Ways to Win
Book SynopsisWe all know people who are incredibly persuasive. In this concise book the philosophy of persuasion is parsed in 38 subtle rules that will give you the magic formula to achieve success in work and life. Find out when to: • Counter bad arguments with bad arguments / • Claim victory despite defeat / • Anger your opponent / • Lying is permitted. In this practical yet entertaining book, AC Grayling has skilfully edited Arthur Schopenhauer's posthumous work for the modern reader and provided additional text of his own. Schopenhauer, eclipsed at university by Hegel (whom he thought a fraud), made the topic of this book the study of a lifetime. Here are his conclusions in 38 handy hacks anyone can use.Trade Review‘Keep this delightful essay at your side.’ Observer; ‘An instruction manual no one can afford to be without.’ New Statesman; ‘Drily witty.’ Alain de Botton, Sunday Telegraph; ‘Caustically witty.’ Spectator; ‘Warmly recommended.’ BBC Radio 4 Saturday ReviewTable of ContentsThe Truth (A C Grayling) Introduction (A C Grayling) The Art of Always Being Right 1 Extension 2 Homonyms 3 Generalise your opponent’s specific statements 4 Conceal your game 5 False premises 6 Postulate what has to be proven 7 Yield admissions through questions 8 Make your opponent angry 9 Question in detouring order 10 Take advantage of the no-sayer 11 Generalise admissions of specific cases 12 Choose metaphors favourable to your proposition 13 Agree to reject the counter-argument 14 Claim victory despite defeat 15 Use seemingly absurd propositions 16 Use your opponent’s views 17 Defense through subtle distinction 18 Interrupt, break-up, divert the dispute 19 Generalise the matter, then argue against it 20 Draw conclusions yourself 21 Counter with an argument as bad as his 22 Beg the question 23 Make him exaggerate 24 State a false syllogism 25 Find the instance to the contrary 26 Turn the tables 27 Anger indicates a weak point 28 Persuade the audience, not the opponent 29 Diversion 30 Appeal to authority rather than reason 31 This is beyond me 32 Put his thesis into some odious category 33 It applies in theory, but not in practice 34 Don’t let him off the hook 35 Will is more effective than insight 36 The Vicar of Wakefield 37 A faulty proof refutes his whole position 38 The ultimate strategy Appendix I Appendix II Appendix III Afterword (A C Grayling)
£10.44
Directory of Social Change Managing Your Inbox
Book SynopsisInbox management can be the bane of your working life. If you are not careful, it can quickly become your main task and push aside the truly valuable work that you do. But it doesn't have to be that way. To be effective at work, communication channels must be circumscribed to avoid them overwhelming your whole working day. This book will show you how to manage your inbox effectively. It offers techniques and tools that will help you immediately take control of your communications priorities and make your inbox work for you (not the other way round!). It explores the links between productivity and well-being and helps you build habits that could last a lifetime. If you have an overflowing inbox that dominates your daily to-do list and feels out of control, then this book is for you. What does it cover? Why manage your inbox? Pressing the reset when emails get out of control How to manage your inbox How to take positive control Best email practice.Trade Review‘This Speed Read is a must for anyone who needs help managing their inboxes. Full of helpful tips and advice on how to stay in control of your communications, this quick and easy read is well worth your time.’ Joanna Gray, Executive Assistant to NCVO’s CEO Sarah Vibert
£10.40
Directory of Social Change Managing Your Inbox
Book SynopsisInbox management can be the bane of your working life. If you are not careful, it can quickly become your main task and push aside the truly valuable work that you do. But it doesn't have to be that way.
£10.47
Ebury Publishing Influence is Your Superpower: How to Get What You
Book SynopsisGet what you want without compromising who you are: the new rules of persuasion to influence others for goodWe're all nice. In fact, we're told we're too nice and we have to change to succeed: 'Play the game!'; 'Beat them down!'; 'Toughen up!'. Do we have to choose between betraying our own values and being left behind without a voice? Absolutely not. We can naturally be persuasive and successful every day without making enemies of ourselves or other people.Influence is a science and renowned Yale professor Zoe Chance will help you master it in this fascinating book. Drawing on the latest behavioural research, entertaining real-life stories and the skills she teaches on her sell-out Yale University MBA course, Zoe Chance unpacks what influence is and how we are persuaded before setting out a series of powerful skills you can adopt to master the art of persuasion and influence. Her techniques include the Magic Question, Powerful Listening, the What Would It Take Question and Building Support. She also looks at how to use influence for maximum positive impact in the world - and how to defend yourself against the 'dark arts' of persuasion by other less scrupulous individuals or institutions.Bold, entertaining and efficacious, this indispensable book is a call to action for all the nice people in the world wanting to practice influence without resorting to manipulation, bullying or corruption to create a brighter more positive future.Trade ReviewThis book is special. It invites you in with the promise of a truly important topic; charms you with engaging stories and stylings; and treats you to a buffet of beautifully presented, scientifically grounded life lessons about social influence. By the end, my greatest wish was for even more pages. * Robert Cialdini, Author of Influence and Pre-Suasion *Fun, filled with great stories, and rooted in groundbreaking research, Influence Is Your Superpower explains the new rules of persuasion for a better world. * Charles Duhigg, author of bestsellers The Power of Habit and Smarter Faster Better *An engaging book on the science of encouraging other people to say yes . . . Zoe Chance's research won't just expand your repertoire of persuasive skills - it might also reduce your anxiety about being rejected. * Adam Grant, #1 New York Times bestselling author of Think Again and host of the TED podcast WorkLife *Influence is your Superpower is so jammed with insight that you'll find useful advice on almost every page. This smart, accessible book will definitely make you a better persuader - and might even make you a better person. * Daniel H. Pink, #1 New York Times bestselling author of When, Drive, and To Sell Is Human *The secret to leading with humility is here in this smart, lively read. * Ed Catmull, co-founder of Pixar, author of Creativity, Inc. *
£12.34
Anthem Press Negotiation for Entrepreneurship: Achieving a
Book SynopsisEveryone has desires. Spiritual leaders too give up the mundane life. However, they carry the deeply rooted desire to attain insights and enlightenment, eventually. Irrespective of what life one leads, one core but common desire is to enjoy the autonomy to make decisions. However, life introduces one to several ups and downs resulting in both successes and failures. Nonetheless, one desires to be happy throughout and enjoy whatever is in possession. Also, one aspires to achieve all that one feels capable of achieving, thus driving oneself to take risks against the opportunities identified. In the backdrop, the present book is for every individual who is either an aspiring entrepreneur or serial entrepreneur, irrespective of the domain expertise or industry one represents. The book attempts to focus and address a pressing pain point of entrepreneurs: quite often entrepreneurs fail to strike great deals on account of poor negotiation skills. The stated pain point not only becomes a hindrance in the initial stage of start-ups but it also becomes a major challenge for the entrepreneur as the start-up scales up, expands, diversifies, or exits from the market. The book is an attempt to eliminate the pain point of poor negotiation skills, one of the major factors responsible for the success and failure of start-up ventures in modern times.Trade Review“Negotiation is a critical part of the entrepreneurial process. Entrepreneurs are always negotiating with others, from suppliers and customers to regulators and employees. Yet, few entrepreneurship books discuss negotiation, and almost no book focuses entirely on this topic. I am therefore very pleased to see Vimal Babu and Robert Hisrich address this gap with their book Negotiation for Entrepreneurship. I am confident this book will be well-received by students and practitioners interested in learning about negotiation for entrepreneurs” — Vishal K. Gupta, Professor, The University of Alabama, author of Small Business: Creating Value through Entrepreneurship and Great Minds in Entrepreneurship Research.“A unique and fascinating textbook on negotiations for entrepreneurs, with sensitivity to the personal skills, gender, and resources of the entrepreneur, venture phase, cultural context, and stakeholder type. Opens the mind to the lens of negotiation while navigating entrepreneurship challenges. Must for realizing the wealth creation dream” — Vipin Gupta, Professor & Co-Director, Center for Global Management, The Jack H. Brown College, Business and Public Administration, California State University, San Bernardino.Table of ContentsContents; Acknowledgements; About the Authors; Foreword; Preface; Introduction; Part I Entrepreneurship in the Twenty-First Century: Managing in a Vuca World, 1 Entrepreneurship and the Entrepreneur; 2 Conflict Management and Entrepreneurship; 3 Communication Skills for Entrepreneurs; PART II Entrepreneurship: Minimize Mistakes to Maximize Gains, 4 Intrapersonal and Interpersonal Dynamics in Entrepreneurship; 5 Negotiation and Startup Ventures; PART III Strategy, Planning and Tactics in Negotiation, 6 Negotiation Essentials: What all a Startup Entrepreneur Cannot Afford to Miss?; 7 Ten Laws of Negotiation for Entrepreneurs; PART IV Negotiation and Women Entrepreneurs, 8 Women Entrepreneurs Can Lead Negotiation; 9 Women Entrepreneurs Can Win Negotiation; PART V Cultural Dynamics and Negotiation; Index
£72.00
Anthem Press Negotiation for Entrepreneurship: Achieving a
Book SynopsisEveryone has desires. Spiritual leaders too give up the mundane life. However, they carry the deeply rooted desire to attain insights and enlightenment, eventually. Irrespective of what life one leads, one core but common desire is to enjoy the autonomy to make decisions. However, life introduces one to several ups and downs resulting in both successes and failures. Nonetheless, one desires to be happy throughout and enjoy whatever is in possession. Also, one aspires to achieve all that one feels capable of achieving, thus driving oneself to take risks against the opportunities identified. In the backdrop, the present book is for every individual who is either an aspiring entrepreneur or serial entrepreneur, irrespective of the domain expertise or industry one represents. The book attempts to focus and address a pressing pain point of entrepreneurs: quite often entrepreneurs fail to strike great deals on account of poor negotiation skills. The stated pain point not only becomes a hindrance in the initial stage of start-ups but it also becomes a major challenge for the entrepreneur as the start-up scales up, expands, diversifies, or exits from the market. The book is an attempt to eliminate the pain point of poor negotiation skills, one of the major factors responsible for the success and failure of start-up ventures in modern times.Trade Review“Negotiation is a critical part of the entrepreneurial process. Entrepreneurs are always negotiating with others, from suppliers and customers to regulators and employees. Yet, few entrepreneurship books discuss negotiation, and almost no book focuses entirely on this topic. I am therefore very pleased to see Vimal Babu and Robert Hisrich address this gap with their book Negotiation for Entrepreneurship. I am confident this book will be well-received by students and practitioners interested in learning about negotiation for entrepreneurs” — Vishal K. Gupta, Professor, The University of Alabama, author of Small Business: Creating Value through Entrepreneurship and Great Minds in Entrepreneurship Research.“A unique and fascinating textbook on negotiations for entrepreneurs, with sensitivity to the personal skills, gender, and resources of the entrepreneur, venture phase, cultural context, and stakeholder type. Opens the mind to the lens of negotiation while navigating entrepreneurship challenges. Must for realizing the wealth creation dream” — Vipin Gupta, Professor & Co-Director, Center for Global Management, The Jack H. Brown College, Business and Public Administration, California State University, San Bernardino.Table of ContentsContents; Acknowledgements; About the Authors; Foreword; Preface; Introduction; Part I Entrepreneurship in the Twenty-First Century: Managing in a Vuca World, 1 Entrepreneurship and the Entrepreneur; 2 Conflict Management and Entrepreneurship; 3 Communication Skills for Entrepreneurs; PART II Entrepreneurship: Minimize Mistakes to Maximize Gains, 4 Intrapersonal and Interpersonal Dynamics in Entrepreneurship; 5 Negotiation and Startup Ventures; PART III Strategy, Planning and Tactics in Negotiation, 6 Negotiation Essentials: What all a Startup Entrepreneur Cannot Afford to Miss?; 7 Ten Laws of Negotiation for Entrepreneurs; PART IV Negotiation and Women Entrepreneurs, 8 Women Entrepreneurs Can Lead Negotiation; 9 Women Entrepreneurs Can Win Negotiation; PART V Cultural Dynamics and Negotiation; Index
£23.75
Collective Ink Modern Machiavelli – 13 Laws of Power, Persuasion
Book SynopsisModern Machiavelli will teach you smart, social tactics to advance your career and improve your relationships. This book explains how to successfully manage conflict, influence others, and understand the overt and covert dynamics of interpersonal power. It challenges false but commonly held beliefs that undermine personal and career success. Master the unwritten rules of the social game that few understand.
£11.39
Oneworld Publications One Step Ahead: Mastering the Art and Science of
Book SynopsisThe world's best negotiators have moved beyond the conventional wisdom by utilising cutting-edge studies and real-world results. It's time you did too. For over twenty years, David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, using insights from social psychology and game theory, he delivers the proven, clear, actionable advice you need to stay one step ahead. By studying great examples, from Machiavelli to Wall Street, Xi Jinping and Barack Obama, he explores how the game’s masters navigate the field strategically, craftily, even emotionally. The best know every negotiation is different and that your tactics are, in part, determined by your opponent. One Step Ahead will make sure that you have what it takes to come out on top, no matter who you are facing across the table.Trade Review‘Entertaining and conversational, [One Step Ahead] is an important tool for getting to yes, as well as understanding exactly what will prompt an opponent to say it.’ -- Publishers Weekly‘[A]ppealing, well-written ... a deep, thoughtful master class on the 'negotiation game.' * Kirkus *'A beautifully written book which is wise, funny, scientific, and practical.' -- Colin F. Camerer, Professor of Behavioral Economics at Caltech'I might write, ‘Words matter.’ But David Sally writes, ‘Words present facts, question assumptions, express emotions, issue orders, declare war, elevate cardinals to Pope, sentence offenders to prison, create contracts and promises, and so on.’ That’s why his books are so much more fun to read than mine. This is the wisest, most readable book on negotiation I’ve seen. Destined to become a classic.' -- Robert H. Frank, author of Under the Influence: Putting Peer Pressure to Work'From defusing ultimatums to the art of persuasion, Dave Sally delivers master lessons on negotiation. This book offers brilliant, practical, and engaging advice gleaned from business titans, world leaders, and scholars.' -- Maurice Schweitzer, Professor at the Wharton School and coauthor of Friend & Foe
£15.29
