In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to a void the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents' behavior and developing the ability to recognize individual limitations and biases. They explain how to think rational... View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Roger Dawson's Secrets of Power Negotiating has changed the way American bu siness thinks about negotiating. Thinking "win-win"--looking for that magic al third solution in which everyone wins but nobody loses--can be a naive a nd ultimately unsuccessful approach in today's tough business environment. Power Negotiating teaches that the way you negotiate can get you everything you want and still convince the other side that they won also. This third ed... View More...
This companion volume to the negotiation classic Getting to Yes explores th e negotiation process in depth and presents case studies, charts, and works heets for blueprinting and personalized negotiating strategy. View More...
A straightforward, universally applicable method for negotiating personal a nd professional disputes without getting taken -- and without getting nasty. View More...
If you've ever tried to make a deal, reach an agreement, close a sale, or n egotiate in everyday business, Smart Negotiating shows you how to avoid the pitfalls and achieve your goals. James C. Freund is a skilled, seasoned lawyer who negotiates for a living, and the techniques he presents in Smart Negotiating have been proven effect ive in real-world bargaining situations. Freund emphasizes basic negotiating skills - how to use leverage, how to ge t the information you need from the other side, how to build your own credi bility, and the importance of good judgment. He then shows you how to d... View More...
Gavin Kennedy aims to go beyond tough guy tactics to reveal how people actu ally negotiate. This text is not about what people ought to do, rationally or otherwise - it is about how people really behave and what you can do abo ut it. His thesis is that the two usual modes of negotiating behaviour should be b lended. The "red style" is the use of manipulative tactics and agressive pl oys, whilst the "blue style" is the antidote to this, suggesting the use of principled negotiation and rational problem solving prescriptions. Kennedy presents his "purple style", which says: "give me some of what ... View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. The Business Skills Series uses diagrammatical illustrations and a systematical approach to business situations to provide essential reference for self-study and teaching. View More...
