Getting to Yes

Filename: getting-to-yes.pdf
ISBN: 9781448136094
Release Date: 2012-06-07
Number of pages: 240
Author: Roger Fisher
Publisher: Random House

Download and read online Getting to Yes in PDF and EPUB The world's bestselling guide to negotiation. Getting to Yes has been in print for over thirty years, and in that time has helped millions of people secure win-win agreements both at work and in their private lives. Including principles such as: Don't bargain over positions Separate the people from the problem and Insist on objective criteria Getting to Yes simplifies the whole negotation process, offering a highly effective framework that will ensure success.


Getting to Yes

Filename: getting-to-yes.pdf
ISBN: 1101539542
Release Date: 2011-05-03
Number of pages: 240
Author: Roger Fisher
Publisher: Penguin

Download and read online Getting to Yes in PDF and EPUB The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken. From the Trade Paperback edition.


Getting to Yes

Filename: getting-to-yes.pdf
ISBN: 0395631246
Release Date: 1991
Number of pages: 200
Author: Roger Fisher
Publisher: Houghton Mifflin Harcourt

Download and read online Getting to Yes in PDF and EPUB Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement


Getting Past No

Filename: getting-past-no.pdf
ISBN: 0553903640
Release Date: 2007-04-17
Number of pages: 208
Author: William Ury
Publisher: Bantam

Download and read online Getting Past No in PDF and EPUB We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to: • Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements that satisfies both sides' needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want! From the Trade Paperback edition.


Getting to yes

Filename: getting-to-yes.pdf
ISBN: 0140157352
Release Date: 1991
Number of pages: 200
Author: Roger Fisher
Publisher: Penguin Group USA

Download and read online Getting to yes in PDF and EPUB Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement


Getting Ready to Negotiate

Filename: getting-ready-to-negotiate.pdf
ISBN: 9781101128350
Release Date: 1995-08-01
Number of pages: 224
Author: Roger Fisher
Publisher: Penguin

Download and read online Getting Ready to Negotiate in PDF and EPUB This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.


Beyond Reason

Filename: beyond-reason.pdf
ISBN: 9781101218877
Release Date: 2005-10-06
Number of pages: 256
Author: Roger Fisher
Publisher: Penguin

Download and read online Beyond Reason in PDF and EPUB “Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.” —Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People • Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution • In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain. From the Trade Paperback edition.


Bargaining for Advantage

Filename: bargaining-for-advantage.pdf
ISBN: 9781101221372
Release Date: 2006-05-02
Number of pages: 320
Author: G. Richard Shell
Publisher: Penguin

Download and read online Bargaining for Advantage in PDF and EPUB The tools you need to negotiate effectively in every part of your life As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step-by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research. This updated edition includes: • A brand-new "Negotiation I.Q." test designed by Shell and used by executives at the Wharton workshop that reveals each reader's unique strengths and weaknesses as a negotiator • A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging • A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track From the Trade Paperback edition.


Getting More

Filename: getting-more.pdf
ISBN: 9780141962245
Release Date: 2010-09-30
Number of pages: 400
Author: Stuart Diamond
Publisher: Penguin UK

Download and read online Getting More in PDF and EPUB You're always negotiating. Whether making a business deal, talking to friends or booking a holiday, negotiation is going on. And most of us are terrible at it. Experts tell us to negotiate as if we live in a rational world. But people can be angry, fearful and irrational. To achieve your goals you have to be able to deal with the unpredictable. In Getting More, negotiation expert Stuart Diamond reveals the real secrets behind getting more in any negotiation - whatever more means to you. Getting More is accessible, jargon-free, innovative ... and it works.


The Power of A Positive No

Filename: the-power-of-a-positive-no.pdf
ISBN: 9781444719925
Release Date: 2012-02-16
Number of pages: 272
Author: William Ury
Publisher: Hachette UK

Download and read online The Power of A Positive No in PDF and EPUB The most powerful word in the language is one that most people find difficult to say. Yet when we know how to use it correctly, it has the power to profoundly transform our lives. That word is 'No'. In Getting to Yes, William Ury helped millions of people across the world discover how to transform their working and personal relationships by saying Yes. In this wise and insightful 'prequel' to the international bestseller, Ury asserts that, although you may be able to say Yes, you cannot get to the right Yes until you know how to say No. Most of us are reluctant to say No when we fear the word could spoil relationships with bosses; lose the deal with clients or upset family members. This indispensable book will help readers know whether and how to say No and provides a simple, proven five-step solution and tried and tested techniques to tackle this everyday dilemma.


The Negotiation Book

Filename: the-negotiation-book.pdf
ISBN: 9780470975305
Release Date: 2011-04-08
Number of pages: 320
Author: Steve Gates
Publisher: John Wiley & Sons

Download and read online The Negotiation Book in PDF and EPUB Negotiation is one of the most important skills in business. Fact. No other skill will give you a better chance of optimising your success and your organisation’s success. Every time you negotiate, you are looking for an increased advantage. This book delivers it. From planning, dynamics and strategies, to psychology, tactics and behaviours, nothing will put you in a stronger position to build capability, build negotiation strategies and facilitate negotiations through to successful conclusions. Chapters include: The Clock Face of Negotiation Can You Really Negotiate? Limitations The Architect The ‘e’ Factor Empowerment Creativity Partnerships The Negotiation Book is your competitive advantage. That’s something everyone can agree on.


Getting Together

Filename: getting-together.pdf
ISBN: 9781101665602
Release Date: 1989-09-01
Number of pages: 240
Author: Roger Fisher
Publisher: Penguin

Download and read online Getting Together in PDF and EPUB Expanding on the principles, insights, and wisdom that made Getting to Yes a worldwide bestseller, Roger Fisher and Scott Brown offer a straightforward approach to creating relationships that can deal with difficulties as they arise. Getting Together takes you step-by-step through initiating, negotiating, and sustaining enduring relationships -- in business, in government, between friends, and in the family.


Difficult Conversations

Filename: difficult-conversations.pdf
ISBN: 9781101496763
Release Date: 2010-11-02
Number of pages: 352
Author: Douglas Stone
Publisher: Penguin

Download and read online Difficult Conversations in PDF and EPUB The 10th-anniversary edition of the New York Times business bestseller-now updated with "Answers to Ten Questions People Ask" We attempt or avoid difficult conversations every day-whether dealing with an underperforming employee, disagreeing with a spouse, or negotiating with a client. From the Harvard Negotiation Project, the organization that brought you Getting to Yes, Difficult Conversations provides a step-by-step approach to having those tough conversations with less stress and more success. you'll learn how to: · Decipher the underlying structure of every difficult conversation · Start a conversation without defensiveness · Listen for the meaning of what is not said · Stay balanced in the face of attacks and accusations · Move from emotion to productive problem solving From the Trade Paperback edition.


The Art of Negotiation

Filename: the-art-of-negotiation.pdf
ISBN: 9781451690446
Release Date: 2013-10-08
Number of pages: 320
Author: Michael Wheeler
Publisher: Simon and Schuster

Download and read online The Art of Negotiation in PDF and EPUB A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotia­tors thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.


Negotiation Genius

Filename: negotiation-genius.pdf
ISBN: 0553904949
Release Date: 2007-09-25
Number of pages: 352
Author: Deepak Malhotra
Publisher: Bantam

Download and read online Negotiation Genius in PDF and EPUB From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.