Business negotiation Books
Taylor & Francis Ethical Socialism and the Trade Unions
a huge range and FREE tracked UK delivery on ALL orders.
£137.75
Taylor & Francis Ltd Business Negotiation A Practical Workbook by Paul Steele
a huge range and FREE tracked UK delivery on ALL orders.
£999.99
Taylor & Francis Ltd Between Two Worlds Society Politics and Business in the Philippines
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£171.00
Taylor & Francis Ltd The MetaAnalytic Organization Introducing StatisticoOrganizational Theory
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£51.29
Cambridge University Press Deadlocks in Multilateral Negotiations
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£71.24
Cambridge University Press Deadlocks in Multilateral Negotiations
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£29.44
Cambridge University Press Organisation Interaction and Practice
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£37.04
Cambridge University Press Learning to Negotiate
Book SynopsisWe negotiate every day, as managers or lawyers, parents, friends, and citizens. Decades of research have generated an abundance of knowledge about how to negotiate but this research also tells us that we still fall far short of our abilities. Much less has been written about how to learn to negotiate. Comprehensively addressing both of these questions, this new textbook combines practitioner guidance with empirical research to teach negotiation as a skill that can be learned and mastered. Leaving behind the typical quick-fix solutions of the rulebook approach to negotiation, Berkel backs up his practical advice with a wealth of examples, case studies, and graphic illustrations. This is an invaluable book for MBA, law and other professional students, as well as executives seeking to develop and improve their skills in negotiation.Trade Review'Georg Berkel has set a high bar for himself - to provide a simple and pragmatic way of understanding the complicated topic of learning to negotiate - and has succeeded admirably. He takes us on a journey that explores the broad fields in which negotiation is practiced, and the equally broad fields of negotiation and learning theory. He does so, moreover, in a clear and conversational style that retains our attention and increases our knowledge, even as the subject matter becomes more and more complex. I could not recommend this book more highly.' Stephen B. Goldberg, Dispute Resolution Services, and Professor of Law Emeritus, Northwestern University'Learning about negotiation is easy. Learning to negotiate effectively is hard. Georg Berkel's new book offers valuable assistance. He selects and explains the most important concepts from forty years of published research. Then, he presents them from the learner's perspective rather than the teacher's perspective, using dozens and dozens of examples. I've reviewed hundreds of books and articles on negotiation. This one's a keeper.' Larry Susskind, Vice-Chair, Program on Negotiation, Harvard Law School, and Founder of the Consensus Building Institute'Of the negotiation textbooks I'm familiar with, this is by far the most compelling and entertaining! Even those who might think they know it all will benefit from reading it - Georg Berkel's illustrations and examples are just perfect for moving the important stuff from the passive part of the brain to the active part. What a fine piece of work!' Manfred Schwaiger, Dean of Studies, Institute for Market-based Management (IMM), Ludwig-Maximilians-Universität München'Berkel brings a fresh voice and a fresh perspective to the classic strategic challenges fundamental to any successful negotiation. The book offers insightful analysis, memorable stories, and useful practical guidance that will benefit both novice and experienced negotiators alike.' Don A. Moore, Lorraine Tyson Mitchell Professor of Leadership and Communication, Haas School of Business, University of California, Berkeley'Learning to Negotiate focuses on paradoxes inherent in negotiations, which give rise to tensions negotiators must wrestle with when deciding on strategies and tactics. How much should I focus on value creation versus value distribution? How cooperative versus competitive should I be? I have taught negotiations courses to business leaders and aspiring business leaders for more than a decade and these questions are at the heart of my teaching. How wonderful that this book addresses them head on and provides insights into how to think about and manage paradoxes and tensions throughout the negotiation process! The evidence Dr. Berkel presents is cutting edge, from leading scholars in the field, and the personal examples he provides about his experiences negotiating contracts and teaching negotiations are as engaging as they are informative.' Taya R. Cohen, Associate Professor of Organizational Behavior and Theory, Tepper School of Business, Carnegie Mellon University, and President, International Association for Conflict Management'Learning to Negotiate offers a useful guide to the steps of negotiation learning that builds on Berkel's research and practical experience as a negotiator and as a negotiation teacher. A must-read for anyone willing to improve negotiation behavior and decisions.' Africa Ariño, Professor of Strategic Management, IESE Business School, University of Navarra'In Learning to Negotiate, Berkel accomplishes something entirely new and refreshing: rather than just reviewing key findings from the negotiation literature, he provides aspiring negotiators with a practical toolkit for learning and applying these findings to their real-world deal-making. A great addition to our collective knowledge of negotiation - and an invaluable resource for anyone who wants to truly learn it.' Brian Gunia, Associate Professor, Carey Business School, Johns Hopkins University, and author of The Bartering Mindset'In Learning to Negotiate, Georg Berkel's whimsical, thoughtful drawings illustrate the concepts of negotiation and encourage learning and remembering.' Jeanne M. Brett, DeWitt W. Buchanan Jr. Professor Emerita of Dispute Resolution and Organizations, Kellogg School of Management, Northwestern University'This book not only provides a useful set of skills, but goes beyond to focus on how to use these skills to become a great negotiator. It provides readers an understanding of how to learn to negotiate, and is filled both with practical advice and memorable examples that illustrate how to practice and grow while overcoming biases that prevent learning. An important book for all negotiators.' Cynthia Wang, Clinical Professor of Management and Organizations Executive Director of Kellogg's Dispute Resolution and Research Center'It provides a wealth of insights and practical examples. Current international negotiation research is comprehensively presented, and the focus on practical learning method makes the book unique.' Dr Hans-Uwe Neuenhahn, Lawyer Mediator, Chairman of the Board European Institute for Conflict Management (EUCON)'Georg Berkel´s book is unmatched in explaining both how to negotiate better and how to learn it. It is concise, scientifically thorough, and underpinned with numerous practical examples and illustrations … a remarkable book with all ingredients to earn a place among the classics of negotiation literature.' Jürgen Klowait, Zeitschrift für KonfliktmanagementTable of ContentsPreface; Introduction; Part I. Ambivalence: 1. The tactical paradox; 2. The strategic dilemma; 3. The cognitive ambiguity; Part II. Blocking: 4. The illusion of coherence; 5. The illusion of competence; 6. The illusion of acumen; Part III. Ambitious Humility: 7. Understanding; 8. Know how; 9. Thinking; Outlook; Bibliography; Index.
£23.99
HarperCollins Getting to Yes with Yourself CD
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
£19.49
Penguin Putnam Inc 60 Seconds and Youre Hired Revised Edition
Book SynopsisFully revised and updated—the must-have guide to acing the interview and landing the dream job, from “America’s top career expert” (The Los Angeles Times)60 Seconds & You''re Hired! has already helped thousands of job seekers get their dream jobs by excelling in crucial interviews. America''s top job search expert Robin Ryan draws on her 20 years as a career counselor, 30 years of direct hiring, and extensive contact with hundreds of recruiters, decisions makers, and HR professionals to teach you proven strategies to help you take charge of the interview process and get the job you want. Brief, compact, and packed with insightful direction to give you the cutting edge to slip past the competition, 60 Seconds & You''re Hired! is here to help you succeed! This newly revised edition features: • Unique techniques like The 60 Second Sell and The 5-Point AgendTrade Review“This is the MUST HAVE interview book” - HR.com “Targeted and strategic--a real winner to help you land a new job." - Business Radio Network “This book is your secret weapon for job search success.” - Dallas Business Journal “Must use interview guide.” - Minneapolis Star Tribune “Ryan offers your quickest route to getting the job and salary you want.” - WATD Radio "If you use Robin Ryan’s advice, you definitely fly by the competition." - KING-TV News "Robin Ryan is America’s foremost authority on job search and hiring." - Kansas City Star "If you are looking for an edge to get hired, use this book!" - The Atlanta Journal-Constitution “Valuable advice on HOW to land the job.” -The Providence Journal “This book offers outstanding advice that has aided many in landing a new job.” -The Pittsburgh Post-Gazette “Remarkable book to help you ace the job interview.” - WTBQ Radio “Robin Ryan is America’s Top Job Search Expert.” – The Boston Globe “Robin Ryan is the top job search expert in the nation today.” - NPR “Robin Ryan is America's foremost expert on how to get hired in today’s competitive marketplace.” - The Arizona Republic Robin Ryan is America's top expert on how to advance you career and land better paying job. – Los Angeles Business Journal “If you are looking to find a great paying job, Robin Ryan will show you how.” - KOMO TV
£15.30
St. Martin's Publishing Group Gain the Edge
Book SynopsisA guide for those who need to negotiate for business, law, buying a car, or getting a mortgage. Written by a national negotiation expert, this book presents the rules of negotiation, such as: information is power - so get it; maximize your leverage; employ objective criteria; design an offer-concession strategy; and control the agenda.
£17.09
Houghton Mifflin Getting to Yes Negotiating Agreement without
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£24.00
Bantam Doubleday Dell Publishing Group Inc You Can Negotiate Anything
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£9.49
Penguin Publishing Group Be Who You Are to Get What You Want
£16.80
DK Negotiating
Book SynopsisImprove your negotiation skills and land the deal, promotion or project. Negotiation skills are essential for managing teams, persuading others and finding win-win solutions. This practical guide gives you the tools you need to improve your negotiation tactics.Whether you’re new to negotiating or eager to enhance your existing skills, this is the guide for you. Inside you’ll find: • Practical, “how-to” approach that teaches you the skills you need to run a project successfully. • New spreads on negotiation online rather than face to face. • Step-by-step instructions, tips, checklists and “Ask yourself” features show you how to make an impact. • Tables, illustrations, “in-focus” panels and real-life case studies demonstrate and explain problem-solving, and how to build confid
£9.49
Sound Wisdom Jeffrey Gitomers The Sales Bible
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£26.96
Buy Gitomer, Inc. Jeffrey Gitomers Sales Manifesto
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£22.46
McGraw-Hill Companies Loose Leaf for Organizational Behavior Emerging
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£174.60
Wolters Kluwer Negotiation Theory and Strategy
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£261.60
Berrett-Koehler Publishers Ask Outrageously! The Secret to Getting What You
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£16.14
Center Street In the Shadows
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£24.00
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.
£12.34
Red Wheel/Weiser How to Win Any Negotiation: Without Raising Your
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£11.39
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
St Augustine's Press The Conscience of the Institution
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£18.00
Red Wheel/Weiser Wild Idea Club: A Collaborative System to Solve
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£14.24
Berrett-Koehler The One Minute Negotiator: Simple Steps to Reach Better Agreements
Book SynopsisNegotiation impacts every aspect of our lives, from our relationships with family members and neighbors, to the transactions we make as customers, to the deals we strike on the job. Yet itâs a skill too often ignored. For many, the prospect of negotiating makes them uncomfortable, nervous, even frightened. This plague of âœnegotiaphobiaâ is what The One Minute Negotiator will remedy.Don Hutson and George Lucas use an engaging business parable to tell the story of a high-level sales professional who learns to master a simple yet profound approach to negotiations, one that can be applied to any situation: getting the best loaner car while your car is in the shop, seeking a fair solution after a hotel messes up your reservation, closing a deal to get your product in a big-box retail store, settling on the price for your new home in short, any transaction. The key is flexibility. Most books on negotiation preach one of two gospels: thou shalt collaborate or thou shalt compete. Either everybody works together toward a common goal, or the process is basically adversarial. The problem is no two negotiations are alikeâone strategy cannot fit all. The One Minute Negotiator teaches you four potential strategies and shows how to choose the one best suited to the situation, your own inclinations, and the strategy being used by the other side. Besides the obvious benefits, conquering negotiaphobia will reduce your stress level. Youâll never walk away thinking about what you should have asked for or might have gotten. Instead, with the tools Hutson and Lucas provide you can confidently and consistently guide any negotiation to the best possible conclusion.
£17.85
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.
£12.34
