Описание: Negotiation 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.
Автор: Geetanjali Mukherjee, Jose Jin Chuan Yong, Michael Benoliel Название: Negotiate, Persuade And Create Great Deals ISBN: 9811225419 ISBN-13(EAN): 9789811225413 Издательство: World Scientific Publishing Рейтинг: Цена: 7128.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Negotiation comes up in our daily lives in so many interactions — in job interviews, while buying a house, and even when deciding where to go on a date or discussing your teenager's curfew. Executives are routinely expected to negotiate — with vendors, customers and each other — with little training or experience. Companies rely on their people to negotiate multi-million dollar deals, but fail to provide even basic negotiation tools.Negotiate, Persuade and Create Great Deals brings together cutting-edge research on negotiation from neuroscience, evolutionary theory and behavioral psychology along with interviews and insights with 25 master negotiators in business, politics, sports and diplomacy. We provide tools and techniques that can help executives and business professionals improve their ability to negotiate deals, while also laying out a framework that can support companies that wish to improve their organizational negotiation capabilities. Blending theory and practice, with plenty of examples of successful and failed negotiations in business and politics, this practical guide is an invaluable tool to prepare you for your next negotiation.
Описание: In this book, the author demonstrates how we can all become more effective negotiators in business, and our everyday lives, by combining theory with real life examples and offering practical tips. At the end of each chapter, your knowledge will be tested and the learning reaffirmed to enable you to walk into any negotiation confidently.
Автор: Benoliel Michael Название: Negotiation Excellence ISBN: 9814556947 ISBN-13(EAN): 9789814556941 Издательство: World Scientific Publishing Рейтинг: Цена: 26928.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Introduction: Adding Value through Negotiation (Michael Benoliel); Planning and Preparing for Effective Negotiation (Meina Liu & Sabine Chai); Setting (and Choosing) the Table: The Influence of the Physical Environment in Negotiation (Graham Brown); Negotiation Approaches: Claiming and Creating Value (Jill M Purdy); Creativity in Negotiations (Joachim Hffmeier & Guido Hertel); Social Capital in Negotiation: Leveraging the Power of Relational Wealth (Ariel C Avgar & Eun Kyung Lee); Trust Building, Diagnosis, and Repair in the Context of Negotiation (Donald L Ferrin, Dejun Tony Kong & Kurt T Dirks); Power and Influence in Negotiations (Min Li & Julie Sadler); Power and Influence in Sales Negotiation (Ababacar Mbengue, Jol Sohier & Patrice Cottet); Negotiation Strategy (Brosh M Teucher); Personality and Negotiation (Alice F Stuhlmacher & Christopher K Adair); Judgment Bias and Decision Making in Negotiation (William P Bottom, Dejun Tony Kong & Alexandra A Mislin); The Role of Gender in Negotiation (E Layne Paddock & Laura J Kray); Mindfully Managing Emotions and Resolving Paradoxes in the Context of Negotiations (Shirli Kopelman, Ram Mahalingam & Ilan Gewurz); Physiology in Negotiations (Smrithi Prasad & Jayanth Narayanan); Understanding Negotiation Ethics (Kelvin Pang & Cynthia S Wang); Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework (Nancy R Buchan, Wendi L Adair & Xiao-Ping Chen); Building Intercultural Trust at the Negotiating Table (Sujin Jang & Roy Chua); Indian Negotiation Style: A Cultural Perspective (Michael Benoliel & Amrit Kaur); Negotiating the RenaultNissan Alliance: Insights from Renault`s Experience (Stephen E Weiss); The Arcelor and Mittal Steel Merger Negotiations (Gregor Halff); The Emotional Underbelly of Collaboration: When Politics Collide with Need (Daniel L Sha
Автор: Kopelman Shirli Название: Negotiating Genuinely: Being Yourself in Business ISBN: 0804790698 ISBN-13(EAN): 9780804790697 Издательство: Wiley EDC Рейтинг: Цена: 1886.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание:
We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But, what if you could just be you in business? Taking a positive approach, this brief distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely.
One of the most fundamental and challenging battlegrounds in our work lives, negotiation calls on us to compete and cooperate to do our jobs well and achieve extraordinary results. But, the biggest challenge in a negotiation is to be strategic while also being real. Author Shirli Kopelman argues that this duality is both possible and powerful. In Negotiating Genuinely, she teaches readers how to reconcile the disparate hats that they wear in everyday life—with families, friends, and colleagues—bringing one "integral hat" to the negotiation table. Kopelman develops and shares techniques that illuminate this approach; exercises along the way help readers to negotiate more naturally, positively, and successfully.
Автор: Chatterjee Kalyan Название: Bargaining in the Shadow of the Market ISBN: 9814447560 ISBN-13(EAN): 9789814447560 Издательство: World Scientific Publishing Рейтинг: Цена: 12514.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание:
Bargaining in the Shadow of the Market -- Selected Papers on Bilateral and Multilateral Bargaining consists of selected research in bargaining carried out by Kalyan Chatterjee by himself and with various co-authors. Chatterjee has been one of the earliest researchers to work on noncooperative bargaining theory and has contributed to bilateral bargaining with parties having private information as well as multilateral coalition formation models. Some of his work in each of these areas finds place here.
The main theme of this collection of papers is the nature of negotiations when participants have alternatives to continue negotiating, either by beginning negotiations with a different partner or set of partners or by engaging in time-consuming search for such partners. Chapters in this book include: a noncooperative theory of coalitional bargaining and features a laboratory experiment relevant to this theory as well as an extension to political negotiations, search for alternative partners, the effect of markets and bargaining on incentives of players to invest in the partnership and related papers on incentive compatibility, arbitration and a dynamic model of negotiation. The book also includes a new introduction that puts these papers in the context of the broader literature in the field.
Автор: Eliane Karsaklian Название: The After-Deal: What Happens After You Close A Deal? ISBN: 1641138068 ISBN-13(EAN): 9781641138062 Издательство: Mare Nostrum (Eurospan) Рейтинг: Цена: 7623.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Explains why the negotiation process is not finished when a deal is signed and elaborates on how to get better deals when focusing on sustainable collaboration rather than on the deal itself. The book is a pioneer in showing the extent of the negotiation process.
Автор: Galin Amira Название: World of Negotiation, The: Theories, Perceptions and Practice ISBN: 9814740675 ISBN-13(EAN): 9789814740678 Издательство: World Scientific Publishing Цена: 6970.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание:
The book will take its readers on a short tour of the world of negotiation, and provide them with a systematic understanding of a wide array of negotiation topics. The book includes the most essential points of importance and interest related to negotiation, such as theories and conceptions, basic negotiation processes and situations (including negotiating a hostage crisis), the impact of culture, negotiation values, and the uses of third-party intervention in negotiation. Each chapter concludes with a Practical Application section, giving readers an opportunity to implement the insights and make better decisions in future negotiation situations.
Автор: Galin Amira Название: World Of Negotiation, The: Theories, Perceptions And Practice ISBN: 9814619329 ISBN-13(EAN): 9789814619325 Издательство: World Scientific Publishing Рейтинг: Цена: 11563.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: The book deals with key theories and research findings on the practice of negotiations, synthesizing them into a more comprehensive and integrated approach.
Negotiations are challenging and sometimes scary. You prepare and know what you want, but then things go terribly wrong. Your emotions get in the way. Sometimes you don't even try, or lose your way and fail to achieve your objectives. This book helps you get out of your own way, manage your emotions, and negotiate effectively.
Автор: I. William Zartman Название: How Negotiations End: Negotiating Behavior in the Endgame ISBN: 1108475833 ISBN-13(EAN): 9781108475839 Издательство: Cambridge Academ Рейтинг: Цена: 16790.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Where past studies have examined when and how negotiations begin, this is the first full-length work to analyze the closing phase of negotiations, identifying negotiator behavior patterns in the endgame. It will appeal to scholars and advanced students of negotiation in international relations, international organisation, and business studies.
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