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Negotiating


21. 

Facilitation Made Easy

Facilitation Made Easy

By: Esther Esther Cameron

Publisher: Kogan Page

Publication Date: 03-SEP-2005

Insert Date: 02-NOV-2012

Slots: 1.0

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The facilitator's task of opening up discussion, getting ideas into the open and setting broad future direction is essential if a group is to reach consensus on a particular outcome and it is now one of the key techniques used in meetings and workshops. Facilitation Made Easy provides a practical introduction to the essential skills needed and will help readers develop a facilitation style that is unbiased and enables control without being overpowering. With detailed examples, proven tips for success, checklists and a self assessment guide to help readers test their own personal approach...

22. 

Faktor V: Die fünf Phasen erfolgreichen Verhandelns

Faktor V: Die fünf Phasen erfolgreichen Verhandelns

By: Friedhelm Wachs

Publisher: Wiley-VCH Verlag

Publication Date: 18-JAN-2012

Insert Date: 26-OCT-2012

Slots: 1.0

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92 Prozent aller Verhandlungen enden nicht mit dem optimalen Ergebnis. Auch erfahrene Verhandler machen große Fehler, weil sie sich auf früher gemachte Erfahrungen verlassen. Verhandlungen werden nicht erst am Verhandlungstisch, sondern bereits in der Vorbereitung entschieden. ...

23. 

Negotiation Techniques (That Really Work!)

Negotiation Techniques (That Really Work!)

By: Stephan Schiffman

Publisher: Adams Media

Publication Date: 18-NOV-2009

Insert Date: 09-AUG-2012

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Sales is all about negotiation. Price. Delivery. Terms. And every day, salespeople leave money on the table. They just don’t have the skills to get what they want. Now Stephan Schiffman, drawing on years of experience, shows you how to nail the sale, hit quotas, and boost the bottom line. Schiffman-style negotiation is all about getting the best deal. And he outlines specific techniques to get there. Things can be tough out there. But with Schiffman’s negotiation skills in your pocket, you can do battle and win. ...

24. 

Secrets of Power Negotiating, 15th Anniversary Edition

Secrets of Power Negotiating, 15th Anniversary Edition

By: Roger Dawson

Publisher: Career Press

Publication Date: 01-NOV-2010

Insert Date: 31-JUL-2012

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Roger Dawson’s Secrets of Power Negotiating has changed the way American business thinks about negotiating. ...

25. 

Influencing Up

Influencing Up

By: 

Publisher: John Wiley & Sons

Publication Date: 26-JUN-2012

Insert Date: 07-JUL-2012

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The authors of the classic Influence Without Authority explain the unique challenges of influencing powerful people Learn to overcome your difficulties with a boss who is uninterested in your concerns, or resistant to giving needed support. Or discover how to win the cooperation of senior managers who are hard to reach, and hard to sell on your ideas, products, or services. In their classic book, Influence Without Authority, Allan Cohen and David Bradford provided a universal model of how to influence someone you don't control. Influencing Up applies those ideas to problematic bosses and...

26. 

Negotiation Skills Training

Negotiation Skills Training

By: Lisa J. Downs

Publisher: ASTD

Publication Date: 01-APR-2009

Insert Date: 30-JUN-2012

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The ability to negotiate is often viewed as a naturally occurring skill—either you're born with it or without it. Truth is, anyone can learn how to negotiate, and given that we practice it day in and day out because isn't every conversation you have just another form of negotiation? This new title give you the set of tools that takes this key skill into the real world of proactive development using a five-step process that can be presented to individuals, groups, in ½ day, full-day, or multi-day sessions. Included are all the assessments and plans you need to put on this vital program....

27. 

Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value

Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value

By: Reed K. Holden

Publisher: FT Press

Publication Date: 18-MAY-2012

Insert Date: 22-MAY-2012

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Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate.  Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated...

28. 

Split-Second Negotiation

Split-Second Negotiation

By: Angelique Pinet; Peter Sander

Publisher: Adams Media

Publication Date: 08-JUL-2011

Insert Date: 11-MAY-2012

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The days of coming to terms over endless meetings and martinis are over. Now it's a brave new hi-tech negotiating world--where big deals go down in lightning-fast text exchanges and a misplaced acronym can cost you your contract--and your career. But with Split-Second Negotiation , you learn how to use technology to help you win the deal--every time. From exploiting online resources and leveraging social media to adapting classic negotiation strategies to the new paradigm, you'll find everything you need to anticipate your adversaries' moves, outwit them at every turn, and resolve every...

29. 

Practical Solutions to Global Business Negotiations

Practical Solutions to Global Business Negotiations

By: Claude Cellich

Publisher: Business Expert Press

Publication Date: 11-JAN-2012

Insert Date: 08-MAY-2012

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One of the most significant developments in recent years has been the emergence of global markets, which has triggered opportunities for multinational firms to seek business across national borders. Global markets offer unlimited opportunities. But competition in these markets is intense. To be globally successful, companies must learn to operate and compete in multiple environments which may be different from the home environment. One important prerequisite for success in foreign markets is the ability to negotiate properly. Global business negotiations are affected by the cultural...

30. 

Pushback: How Smart Women Ask—and Stand Up—for What They Want

Pushback: How Smart Women Ask—and Stand Up—for What They Want

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Publisher: Jossey-Bass

Publication Date: 10-APR-2012

Insert Date: 04-MAY-2012

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Popular leadership blogger gives the low-down on standing up for yourself In Pushback, top leadership consultant Selena Rezvani argues that self-advocacy is critical to success. Yet women initiate negotiations four times less often than men, resulting in getting less of what they want—promotion opportunities, plum assignments, and higher pay. This book shines a light on the real rules of holding your own and pushing back for what is rightfully yours. Drawing on interviews with high-level leaders, Rezvani offers readers in the first half of their career the unedited truth about how women...

31. 

Bids, Tenders and Proposals, 4th Edition

Bids, Tenders and Proposals, 4th Edition

By: Harold Lewis

Publisher: Kogan Page

Publication Date: 03-MAY-2012

Insert Date: 24-APR-2012

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This unique book is a practical guide to winning contracts and funding through competitive bids, tenders and proposals. Written in a crisp, accessible style using examples and checklists, it explains how to create bids that are outstanding in both technical quality and value for money. This fully updated fourth edition extends the scope and content of the book to make it an even more useful and practical guide to successful tendering. Bids, Tenders and Proposals now includes advice on winning competitive tenders from international funding institutions and aid agencies as well...

32. 

Dialogue Gap: Why Communication Isn't Enough and What We Can Do About It, Fast

Dialogue Gap: Why Communication Isn't Enough and What We Can Do About It, Fast

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Publisher: John Wiley & Sons

Publication Date: 17-APR-2012

Insert Date: 19-APR-2012

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The book that bridges the chasm between communication and understanding in negotiations For years Peter Nixon worked with people from all walks of life, teaching them the art of negotiation. But it soon became apparent that the issue was not negotiation itself, but dialogue between parties. We have become experts at sending information—via email, text message, Internet, TV, and other forms of media, communicating, but not engaging, in an active dialogue defined by collaborative thinking. In Dialogue Gap, Nixon explores this growing disconnect and its significance in an increasingly...

33. 

Facilitating with Ease! Since the publication of the first edition of Facilitating with Ease! in 2000, this bestselling book has become the "go-to" reference for anyone who wants to become skilled in the art of facilitation. This thoroughly revised and updated third edition includes easy-to-follow instructions, techniques, and hands-on tools that are available both in the book and on the accompanying website: www.josseybass.com/go/ingridbens. Facilitating with Ease! offers the basics on running productive meetings with confidence and includes the information needed to train others to...

34. 

Negotiation at Work: Maximize Your Team’s Skills with 60 High-Impact Activities

Negotiation at Work: Maximize Your Team’s Skills with 60 High-Impact Activities

By: Ira G Asherman

Publisher: AMACOM

Publication Date: 30-APR-2012

Insert Date: 29-MAR-2012

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Negotiation is an essential part of doing business, but to be an effective negotiator one must master a wide variety of skills such as listening, self-awareness, conflict resolution, assertiveness, and more. ...

35. 

Six Figure Salary Negotiation

Six Figure Salary Negotiation

By: Michael Zwell

Publisher: Adams Media

Publication Date: 30-OCT-2010

Insert Date: 17-MAR-2012

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More than 7 million Americans make six-figure salaries--and you can be one of them! Corporate recruiter Michael Zwell uses his twenty-five years of experience to show you how to reach that goal. And he brings you insider advice about salary negotiation from top business leaders, including: Robert Wright of the Wright Institute; Donald P. Delves of the Delves Group; Catherine Candland of Advantage Human Resourcing; Stan Smith of Smith Economics Group; Tom Terry of CCA Strategies; Judith Wright of the Wright Institute; Mylle Magnum of IBTWilliam J. White of Bell & Howell. These industry...

36. 

Mergers and Acquisitions Basics

Mergers and Acquisitions Basics

By: Donald DePamphilis

Publisher: Academic Press

Publication Date: 23-SEP-2010

Insert Date: 28-JAN-2012

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Negotiations form the heart of mergers and acquisitions efforts, for their conclusions contain both anticipated and unforeseen implications.  Don DePamphilis presents a summary of negotiating and deal structuring that captures its dynamic process, showing readers how brokers, bankers, accountants, attorneys, tax experts, managers, investors, and others must work together and what happens when they don't.  Writtten for those who seek a broadly-based view of M&A and understand their own roles in the process, this book treads a middle ground between highly technical and dumbed-down...

37. 

Brilliant Negotiations, 2nd Edition

Brilliant Negotiations, 2nd Edition

By: Dr Nic Peeling

Publisher: Prentice Hall

Publication Date: 17-DEC-2010

Insert Date: 14-DEC-2011

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The benefits of being a brilliant negotiator are immense and this updated second edition of Brilliant Negotiations will show you how to negotiate skilfully and creatively in any situation – you will learn exactly what line of questioning and responses to take to get exactly what you want and a little more! It takes you through the key strategies and phases of negotiation, providing many examples of right and wrong approaches, and is packed full of insider tips to ensure you get what you want with minimum stress. It offers practical, compact advice, it is not academic or theoretical...

38. 

The Five Golden Rules of Negotiation

The Five Golden Rules of Negotiation

By: 

Publisher: Business Expert Press

Publication Date: 08-SEP-2011

Insert Date: 30-OCT-2011

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Are there really useful tips or strategies to smart business negotiations? As a manager, you've probably wondered this many times. Author Philippe Korda not only knows these strategies do exist but he has also now written one of the most useful books you'll ever need for sharp negotiating skills. The Five Golden Rules of Negotiation reveals the art of negotiation and helps you get the skills needed in becoming a master negotiator in today's business environment. The first part of the book outlines the fundamentals of negotiating, while the second part is devoted to getting the reader...

39. 

The One Minute Negotiator

The One Minute Negotiator

By: Don Hutson; George H. Lucas

Publisher: Berrett-Koehler Publishers

Publication Date: 30-AUG-2010

Insert Date: 18-OCT-2011

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Everyone negotiates frequently with coworkers, business contacts, family members, and others. Yet many people dislike or even fear negotiating, and, as a result, they avoid negotiating or accommodate what others want even if the outcome is bad. This book offers quick and simple tools that anyone can use to make negotiation easier, less stressful, and more effective....

40. 

The Book of Agreement

The Book of Agreement

By: Stewart Levine

Publisher: Berrett-Koehler Publishers

Publication Date: 09-NOV-2002

Insert Date: 15-OCT-2011

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For many people, negotiating an agreement is an adversarial process. But in this book, conflict resolution expert Stewart Levine shows how to design agreements collaboratively to reflect a clear joint vision of the desired outcome and produce results. The Book of Agreement provides ten powerful tools for creating successful agreements together. These tools help both parties clarify expectations, establish standards, and build partnership. More than 25 agreement templates covering all areas of life are included: professional templates include financial planners, realtors, therapists,...