This is the most complete catalogue of cutting-edge negotiating tactics ever published. This blockbuster work is written as a playbook, a field guide, so lawyers, sales professionals and other dealmakers will actively use it as negotiations proceed. Use the tactics individually or in combinations. Swap them in and out as negotiations proceed for maximum effectiveness, to keep your adversary off balance, to calm them, or to close the deal. Negotiations are fluid and the mood can change. Sticking to a single approach can lead to deal failure. Rosen says a superior negotiator always adjusts as a deal progresses, just as a winning coach makes in-game adjustments. There is no filler here. There are no war stories. This is not a biography of David Rosen's career. It is exactly what the title says - an easy-to-use directory of powerful negotiating tactics. Each technique is succinctly explained, many with useful examples. The descriptions range in length from a single paragraph to a few pages. While there are many very sophisticated principles at work in Rosen's catalogue of techniques, each is simply explained. This is not an academic work. It is a tool, a device, just like a notepad, a pen or a calculator, for dealmaking pros to reference constantly. Rosen gets high marks for his opening discussion of ethics. The tactics he compiled here are extremely powerful, and readers should use caution in deciding how to apply them. Some incorporate powerful psychological principles and are proven to work based on decades of heavy academic research. To quote Rosen from the book's Authors Note, "Some negotiators may find ideas in this book too aggressive, but that is a matter of perspective. It is not a matter of right versus wrong, or ethical versus unethical. One may be a principled and hardcore competitive negotiator or an unprincipled, unethical collaborative negotiator. So a given negotiator's description of a tactic as too "aggressive" is really nothing more than his or her marking of the spot on the style continuum beyond which he or she no longer feels comfortable. Another negotiator might feel discomfort far short of that first negotiator's comfort spectrum. Others still may feel no discomfort even at the extremes. Who will benefit from this collection of advanced strategies? Lawyers, negotiators, sales organizations and sales professionals, business owners, mediators, and anyone involved in negotiating, dealmaking, selling, cold-calling, following up and closing deals. What will you learn? A small sample of the dozens of tactics: motivating others to buy, sell or reach other agreement; overcoming objections; creating or deflating a sense of urgency; helping opposing negotiators sell your deal to their own clients; overwhelming the opposition; and strategic uses of silence and indecision. But Rosen takes you far beyond that, and far beyond the other, generic books on the market. He introduces you to deeply-researched psychological principles, such as Prospect Theory, Coase Theorem, Asch Conformity principles and concepts like reciprocity, scarcity and consistency. Each is simply explained in a way that teaches you how to use them to achieve superior outcomes. Other books on negotiating don't even address these critical topics. Rosen explains them and shows you how they work. Buy this guide, study it, and keep it with you. There are so many potent and compelling techniques that you'll never remember them all. One thing's for sure, however. Once you become familiar with Rosen's easy-to-understand strategies, you'll never negotiate without this book again.
Название: Negotiating group identity in the research process ISBN: 1498509207 ISBN-13(EAN): 9781498509206 Издательство: Bloomsbury Рейтинг: Цена: 14108.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This book explores researcher identity related to insider/outsider roles regarding the groups studied. Scholars use various research methods and discuss the value of insider/outsider perspectives, problems faced as insiders and outsiders, strategies to overcome related obstacles, and implications for advocating on behalf of a group being studied.
Автор: Van De Peer, Stefanie Название: Negotiating dissidence ISBN: 0748696067 ISBN-13(EAN): 9780748696062 Издательство: Bloomsbury Academic Рейтинг: Цена: 15048.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Negotiating Dissidence traces the very beginnings of Arab women making documentaries in the Middle East and North Africa (MENA), from the 1970s and 1980s in Egypt and Lebanon, to the 1990s and 2000s in Morocco and Syria. Supporting a historical overview of the documentary form in the Arab world with a series of in-depth case studies.
As politicians debate how to address the estimated eleven million unauthorized immigrants residing in the United States, undocumented youth anxiously await the next policy shift that will determine their futures. From one day to the next, their dreams are as likely to crumble around them as to come within reach. In Shifting Boundaries, Alexis M. Silver sheds light on the currents of exclusion and incorporation that characterize their lives.
Silver examines the experiences of immigrant youth growing up in a small town in North Carolina--a state that experienced unprecedented growth in its Latino population in the 1990s and 2000s, and where aggressive anti-immigration policies have been enforced. Drawing on ethnographic fieldwork and in-depth interview data, she finds that contradictory policies at the national, state, and local levels interact to create a complex environment through which the youth must navigate. From heritage-based school programs to state-wide bans on attending community college; from the failure of the DREAM Act to the rescinding of Deferred Action for Childhood Arrivals (DACA); each layer represents profound implications for undocumented Latino youth. Silver exposes the constantly changing pathways that shape their journeys into early adulthood--and the profound resilience that they develop along the way.
As politicians debate how to address the estimated eleven million unauthorized immigrants residing in the United States, undocumented youth anxiously await the next policy shift that will determine their futures. From one day to the next, their dreams are as likely to crumble around them as to come within reach. In Shifting Boundaries, Alexis M. Silver sheds light on the currents of exclusion and incorporation that characterize their lives.
Silver examines the experiences of immigrant youth growing up in a small town in North Carolina--a state that experienced unprecedented growth in its Latino population in the 1990s and 2000s, and where aggressive anti-immigration policies have been enforced. Drawing on ethnographic fieldwork and in-depth interview data, she finds that contradictory policies at the national, state, and local levels interact to create a complex environment through which the youth must navigate. From heritage-based school programs to state-wide bans on attending community college; from the failure of the DREAM Act to the rescinding of Deferred Action for Childhood Arrivals (DACA); each layer represents profound implications for undocumented Latino youth. Silver exposes the constantly changing pathways that shape their journeys into early adulthood--and the profound resilience that they develop along the way.
Автор: Jo Angour Название: Negotiating Boundaries at Work: Talking and Transitions ISBN: 1474403131 ISBN-13(EAN): 9781474403139 Издательство: Macmillan Рейтинг: Цена: 18434.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This volume brings together a range of scholars from different disciplinary areas in the field, examining the challenges of transition into a (new) workplace, team or community, as well as transitions within different professional communities.
Автор: Scheipers Sibylle Название: Negotiating Sovereignty and Human Rights ISBN: 1526116952 ISBN-13(EAN): 9781526116956 Издательство: NBN International Рейтинг: Цена: 10036.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Shows how competing interpretations of sovereignty and human rights and the different visions of world order that they imply fed into the transatlantic debate over the ICC and transformed this debate into a conflict over the normative foundations of international society -- .
Автор: Jonsson Hjorleifur Название: Slow Anthropology: Negotiating Difference with the Iu Mien ISBN: 0877277648 ISBN-13(EAN): 9780877277644 Издательство: Wiley EDC Рейтинг: Цена: 4117.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание:
Slow Anthropology considers the history of the Iu Mien, an upland Laotian minority caught in the disruptions of the Vietnam-American war. This study challenges the prevailing academic theory that groups living in the hinterlands of Southeast Asia have traditionally fled to the hills, seeking isolated independence and safety. As part of his challenge, Jonsson highlights the legacies of negotiating difference that have guided the Iu Mien in interactions with their neighbors. Jonsson engages with southern China and Southeast Asia in premodern times, relays individual reports from the war in Laos, describes contemporary village festivals in Thailand, and explores community and identity among Southeast Asian immigrants in the United States. His study questions Western academic narratives that oversimplify Asia's minorities in order to define and stabilize Western identities.Responding to James C. Scott's characterization of the Southeast Asian highlands as a zone of refuge sought by minorities fearing oppression from lowland states, Slow Anthropology argues that evidence of a highland "disconnect" was, in fact, symptomatic of recent social collapse. Voluntary segregation has not been a historically typical condition in Asia. The author demonstrates that negotiation among different groups has been vital to the region, as play and intersubjectivity have been for human evolution. Slow Anthropology advocates for studies that acknowledge the ways in which Southeast Asian minorities have adapted to change, appropriated ideas from their neighbors, and built their own complex identities.
Описание: Turkey is often visualized as a modern nation-state having a perfect balance of Eastern and Western cultural mores and traditions within dominant ideological constructions and representations, but on closer inspection, one can detect conflicts and contradictions within various texts – particularly in regards to depictions of gender and sexual identity. Upon its foundation as a nation, Turkey embarked on a state-centered, elite-driven path toward modernization and Westernization while also seeking to produce a monolithic culture. At the time, it was widely believed that Turkey could not rank among modern, Western countries without the emancipation of women. As a result of the founding of the Republic and Turkey’s quest for a unified culture, women were granted a number of legal rights and enjoined to take up their place in the public sphere. In recent years, this model of state-centered secular modernity and state feminism has come under intense scrutiny and criticism as Islamists, Kurds, feminists, and others demand their claims for recognition and force a rethinking of current understandings of Turkish identity and subjectivity, specifically regarding gender and the place and role of women in society. These controversies, contradictions, and ambiguities are reflected in women’s lives and are waged by various factions over women’s bodies within ideological constructions of identity and this study seeks to examine these disjunctures and contradictions as reflected in modern Turkish literature and culture. Negotiating Gender and Sexuality in Contemporary Turkey is an essential tool for scholars and students of Middle Eastern literature, Turkish literature and culture, gender and sexuality studies, modern and postmodern literature, postcolonial and feminist literature and studies, cultural studies, religious studies, and women’s studies and seeks to place a microscopic view on a marginalized and embattled group.
Описание: More an art than a science, the reference interview requires not only knowing a specific set of skills, but also how to apply those skills in an ever-changing world. Built around timeless service principles including Ranganathan`s Five Laws, The Reference Interview Today: Nego...
Название: Negotiating linguistic identity ISBN: 3034309570 ISBN-13(EAN): 9783034309578 Издательство: Peter Lang Рейтинг: Цена: 13543.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This book addresses the themes of language, identity and linguistic politics in Europe, drawing on approaches and methodologies from a range of disciplines from socio- and contact linguistics to cultural history, psychology and policy studies. It makes a significant contribution to our understanding of the linguistic landscape of today`s Europe.
ООО "Логосфера " Тел:+7(495) 980-12-10 www.logobook.ru
