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Never Split the Difference: Negotiating As If Your Life Depended On It
A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations - whether in the boardroom or at home.After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles - counterintuitive tactics and strategies - you too can use to become more persuasive in both your professional and personal life.Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion
Bazerman, Max H.
A significant contribution to more effective negotiating, Bazerman and Neale's framework coupled with their very impressive range of practical case illustrations will help readers avoid costly negotiation mistakes.
60 Seconds and You're Hired! (Revised and Updated for 2016)
60 Seconds & You're Hired! has already helped thousands of job seekers get their dream jobs by excelling in crucial interviews. America's top job search expert Robin Ryan draws on her 20 years as a career counselor, 30 years of direct hiring, and extensive contact with hundreds of recruiters, decisions makers, and HR professionals to teach you proven strategies to help you take charge of the interview process and get the job you want. Brief, compact, and packed with insightful direction to give you the cutting edge to slip past the competition, 60 Seconds & You're Hired! is here to help you succeed! This newly revised edition features: * Unique techniques like "The 60 Second Sell" and "The 5-Point Agenda"* Over 125 answers to tough, tricky interview questions employers often ask* How to handle structured or behavioral interview questions* Questions you should always ask, and questions you should never ask* How to deal effectively with any salary questions to preserve your negotiating power* 20 interview pitfalls to avoid* Proven negotiation techniques that secure higher salaries - and much more!
You Can Negotiate Anything: The World's Best Negotiator Tells You How To Get What You Want
Offers uncomplicated, practical advice for gaining the advantage in daily encounters, from parent/child relationships to international dealings, and teaches specific winning approaches in negotiating with mates, bosses, bankers, and friends.
Persuasion: Convincing Others When Facts Don't Seem to Matter
Carter, Lee Hartley
The secrets to persuading anyone, at work and in life, from a top communication strategist.In the post-fact, deeply divided world we live in, true persuasion is rare. Engaging with people holding differing opinions is rarer still. But for progress to take place, persuasion must happen. Whether it's convincing an employer you are right for the job, a customer that your product is the best, or your closed-minded uncle that good people can disagree, it takes the art--and science--of persuasion to move forward.So, how do you change someone's mind--or at least advance the conversation--when everyone is entrenched in their own points of view? Communication expert Lee Hartley Carter has spent nearly twenty years advising and helping the world's most well-known companies do just that.Among the counterintuitive secrets you'll learn:  *  It's not enough to understand the person you're talking to--you must truly empathize with them (yes, even them).  *  Logic alone doesn't work. Stories and emotions are what move us most.  *  When communicating in a crisis, our first instinct is almost always wrong.Filled with deeply researched insights into how we make up--and change--our minds, as well as colorful real-world examples and actionable recommendations, Persuasion will help you hone your message and craft your narrative in order to get heard and get results.
Bargaining with the Devil: When to Negotiate, When to Fight
One of the country's most eminent practitioners of the art and science of negotiation offers practical advice for the most challenging conflicts - when you are facing an adversary you don't trust, who may harm you, or who you may even feel is evil. This lively, informative, emotionally compelling book identifies the tools one needs to make wise decisions about life's most challenging conflicts.
One Step Ahead: Mastering the Art and Science of Negotiation
There’s been a revolution in negotiating tactics.The world’s best negotiators have moved beyond How to Win Friends & Influence People and Getting to Yes. For over twenty years. David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, he delivers the proven, clear, actionable insights you need to stay competitive in an ever-changing marketplace.One Step Ahead offers the fundamental wisdom that elevates the sophisticated negotiator above everyone else. Readers will gain the advantage in everything from determining when to negotiate and deciphering a game strategically, to understanding which personality traits matter, why emotions are not necessarily to be avoided, and how to be tough and fair. You’ll learn to be round on the outside and square on the inside, how to command the idiom, why to avoid bumping into the furniture, and how to achieve mastery of the word and the number. While all of life is not a negotiation, Sally says, a negotiation incorporates all of life - One Step Ahead is for anyone and everyone who bargains, parents, manages, buys, sells, emotes, and engages.Based on cutting-edge studies and real-world results, and drawing parallels to everything from the NBA to the corner con game to Machiavelli, Xi Jinping, and Barack Obama, One Step Ahead upends conventional wisdom to make sure that you have what it takes to stay one step ahead - no matter whom you are facing across the table.
Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts
Getting into conflict is easy. Getting out is the hard part. As tensions rise, we often become stuck in adversarial relations, and nothing we do seems to calm the situation. But there is a way out: In Negotiating the Nonnegotiable, Daniel Shapiro introduces a new generation of tools to bridge the divide. Drawing on advances in psychology and conflict resolution, he reveals the five hidden emotional forces that lure us toward impasse - and presents a practical, proven method to overcome them.
Insightful, enlightening and thought-provoking, leading Premier League lawyer Daniel Geey lifts the lid on the inner workings of modern football.Whether it is a manager being sacked, the signing of a new star player, television rights negotiations, player misconduct or multi-million-pound club takeovers, lawyers remain at the heart of all football business dealings. Written by leading Premier League lawyer Daniel Geey, who has dealt with all these incidents first hand, this highly accessible book explores the issues – from pitch to boardroom – that shape the modern game and how these impact leagues, clubs, players and fans.Featuring insider anecdotes and expert contributions, Done Deal provides football fans with a fresh and authoritative perspective on all off-field football matters.
Freund, James C.
If you've ever tried to make a deal, reach an agreement, close a sale, or negotiate in every day business Smart Negotiating shows you how to avoid the pitfalls and achieve your goals. SC, 252 pages.
The Soulful Art of Persuasion: The 11 Habits That Will Make Anyone a Master Influencer
Jason Harris, CEO of the powerhouse creative agency Mekanism, argues that genuine persuasion in the twenty-first century is about developing character rather than relying on the easy tactics of flattery, manipulation, and short-term gains. It is about engaging rather than insisting; it is about developing empathy and communicating your values. Based on his experience in and out of the boardroom, and drawing on the latest in-depth research on trust, influence, and habit formation, Harris shows that being persuasive in a culture plagued by deception means rejecting the ethos of the quick and embracing the commitment of putting your truest self forward and playing the long game.
Getting to Yes with Yourself: How to Get What You Truly Want
In this indispensable prequel to the classic Getting to Yes, William Ury presents the secret to successful negotiation, which is the ability to get to yes with yourself first. Extraordinarily useful and elegantly simple, Getting to Yes With Yourself is an essential guide to achieving inner satisfaction that will, in turn, make your life better, your relationships healthier, your family happier, your work more productive, and the world around you more peaceful.
Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level
Sebenius, James K.
In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors—all experienced negotiators—offer a comprehensive examination of one of the most successful dealmakers of all time.Politicians, world leaders, and business executives around the world—including every President from John F. Kennedy to Donald J. Trump—have sought the counsel of Henry Kissinger, a brilliant diplomat and historian whose unprecedented achievements as a negotiator have been universally acknowledged. Now, for the first time, Kissinger the Negotiator provides a clear analysis of Kissinger’s overall approach to making deals and resolving conflicts—expertise that holds powerful and enduring lessons.James K. Sebenius (Harvard Business School), R. Nicholas Burns (Harvard Kennedy School of Government), and Robert H. Mnookin (Harvard Law School) crystallize the key elements of Kissinger’s approach, based on in-depth interviews with the former secretary of state himself about some of his most difficult negotiations, an extensive study of his record, and many independent sources. Taut and instructive, Kissinger the Negotiator mines the long and fruitful career of this elder statesman and shows how his strategies apply not only to contemporary diplomatic challenges but also to other realms of negotiation, including business, public policy, and law.Essential reading for current and future leaders, Kissinger the Negotiator is an invaluable guide to reaching agreements in challenging situations.
Maximum Influence: The 12 Universal Laws of Power Persuasion (2nd Edition)
Mortensen, Kurt W.
Salespeople, consultants, managers, executives, entrepreneurs. . . Influence is a crucial tool for absolutely anyone seeking success and prosperity. But how can everyday people actually become more influential? Maximum Influence unlocks the secrets of the master influencers. Now in an all-new edition, the book combines scientific research with real-world studies, presenting the most authoritative and effective arsenal of persuasion techniques ever.
Getting (More of) What You Want
Lys, Thomas Z.
Two top business professors offer up the only negotiation book you'll ever need.Do you know what you want? How can you make sure you get it? Or rather, how can you convince others to give it to you? Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and behavioral economics to provide new strategies for negotiation that take into account people's irrational biases as well as their rational behaviors. Whether you're shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash, Getting (More of) What You Want shows how negotiations regularly leave significant value on the table-and how you can claim it.
Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level
Sebenius, James K.
In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors - all experienced negotiators - offer a comprehensive examination of one of the most successful dealmakers of all time.Politicians, world leaders, and business executives around the world - including every President from John F. Kennedy to Donald J. Trump - have sought the counsel of Henry Kissinger, a brilliant diplomat and historian whose unprecedented achievements as a negotiator have been universally acknowledged. Now, for the first time, Kissinger the Negotiator provides a clear analysis of Kissinger’s overall approach to making deals and resolving conflicts - expertise that holds powerful and enduring lessons.James K. Sebenius (Harvard Business School), R. Nicholas Burns (Harvard Kennedy School of Government), and Robert H. Mnookin (Harvard Law School) crystallize the key elements of Kissinger’s approach, based on in-depth interviews with the former secretary of state himself about some of his most difficult negotiations, an extensive study of his record, and many independent sources. Taut and instructive, Kissinger the Negotiator mines the long and fruitful career of this elder statesman and shows how his strategies apply not only to contemporary diplomatic challenges but also to other realms of negotiation, including business, public policy, and law.Essential reading for current and future leaders, Kissinger the Negotiator is an invaluable guide to reaching agreements in challenging situations.
Adversaries into Allies: Master the Art of Ultimate Influence
The bestselling co-author of The Go-Giver offers new insights into what it means to be truly influential Faced with the task of persuading someone to do what we want, most of us expect resistance. We see the other person as an adversary and often resort to coercion or manipulation to get our way. But while this approach might bring us short-term results, it leaves people with a bad feeling about themselves and about us. At that point, our relationship is weakened and our influence dramatically decreased. There has to be a better way. Drawing on his own experiences and the stories of other influential people, communication expert Bob Burg offers five simple principles of what he calls Ultimate Influence—the ability to win people to your side in a way that leaves everyone feeling great about the outcome. In the tradition of Dale Carnegie’s How to Win Friends and Influence People, Burg offers a tried-and-true framework for building alliances at work, at home, and anywhere else you seek to win people over.
Life is all about bargaining. But all too often, books about negotiation offer nothing more than complicated techniques and empty promises. Negotiating 101 simplifies the process and gives you the essential skills for successful negotiation.From conducting research on your counterparties to avoiding common negotiation pitfalls and keeping control of the conversation, this step-by-step guide will help negotiators of all levels get the results they want with ease and confidence.Whether you're considering a new job offer, seeking a better price on a major purchase, or making a deal with a family member, Negotiating 101 has all the information you need to become a master negotiator.
You've heard the term ''...in a New York minute,'' and you have your own ideas of what it means. Jennifer Gluckow defines it as ''fast, clear, direct, and successful.'' That's the way of New York, and it's the way sales are made (or lost) in New York City, and everywhere else on the planet.Jennifer Gluckow's concepts and strategies for selling follow the timeless New York City line, ''If you can make it there you can make it anywhere,'' transitioned to, ''If you can make the sale there, you can make the sale anywhere.''212 is a sales nuance - it's the boiling point, the tipping point, and the emotional point. It's the NYC area code, and it's the number of mastery ideas and strategies in Jennifer's book that will bring salespeople success. Whether you're a sales newbie or a sales master, Jennifer's 212 New York minutes will bring your sales and your customers to the buying point.From attracting customers online and face-to-face, to helping secure lifelong relationships, referrals and reorders, by building trust over time, minute by minute; to ensuring profitable sales and customer loyalty, you will learn 212 strategies that when put into practice, will make your sales and success soar.Jennifer Gluckow has mastered what it takes to ''make it'' in New York, and her book, Sales in a New York Minute, will teach you how to make sales anywhere.
Gain the Edge! Negotiating to Get What You Want
Latz, Martin E.
In Gain the Edge!, national negotiation expert Martin Latz reveals the simple steps that will turn anyone into an expert via easy-to-use information that can be applied right away.
The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century
Salacuse, Jeswald W.
In today's global business environment, an executive must have the skills and knowledge to navigate all stages of an international deal, from negotiations to managing the deal after it is signed. The aim of "Global Negotiator is to equip business executives with that exact knowledge. Whereas most books on negotiation end when the deal is made, Jeswald W. Salacuse will guide the reader from the first handshake with a potential foreign partner to the intricacies of making the international joint venture succeed and prosper, or should things go poorly, how to deal with getting out of a deal gone wrong. Salacuse illustrates the many ways in which an international deal may falter and the methods parties can use to save it, provides the necessary technical knowledge to structure specific business transactions, and explores the transformations to the international business landscape over the last decade.
Negotiate to Win!
Become a master negotiator. Understand the crucial difference between negotiation and confrontation. Learn the Five Secrets of Successful Negotiators. Handle tough customers, bluffers, bullies, and people from another planet. Manage negotiating environments. Find out when to employ silence and when to bluff. Recognize and counteract negotiation strategies used against you. Conduct cross-cultural negotiations without making embarrassing blunders. Discover the Ten Commandments of Negotiation.
The Deals That Made the World: Reckless Ambition, Backroom Negotiations, and the Hidden Truths of Business
An award-winning investigative journalist takes us inside the ten business deals that have transformed the modern worldWe tend to think of our world as controlled by forces we basically understand, primarily the politicians we elect. But in The Deals That Made the World, Jacques Peretti makes a provocative and quite different argument: much of the world around us - from the food we eat to the products we buy to the medications we take - is shaped by private negotiations and business deals few of us know about.The Deals That Made the World takes us inside the sphere of these powerful players, examining ten groundbreaking business deals that have transformed our modern economy. Peretti reveals how corporate executives engineered an entire diet industry built on failure; how PayPal conquered online payments (and the specific behavioral science that underpins its success); and how pharmaceutical executives concocted a plan to successfully market medications to healthy people.For twenty years, Peretti has interviewed the people behind the decisions that have altered our world, from the CEOs of multinational corporations to politicians, economists, and scientists. Drawing on his vast knowledge, Peretti reveals a host of fascinating and startling connections, from how Wall Street's actions on food commodities helped spark the Arab Spring to the link between the AIDS epidemic in 1980s San Francisco and the subprime mortgage crisis of 2008. Touching upon tech, finance, artificial intelligence, and the other levers of power in a postglobalization environment, Peretti offers a compelling way to understand the last hundred years - and a suggestion of what the next hundred might hold.An essential book for anyone seeking to understand the hidden forces that shape our modern economy, The Deals That Made the World is illuminating and surprising - and an immensely fun read.
Perfecting Your Pitch: How to Succeed in Business and in Life by Finding Words That Wrok
Shapiro, Ronald M.
Whether you're asking for a raise, selling but holding your price, ending a relationship or talking to children about divorce, success is predicated on planned, effective communication. Yet, most people fail to properly prepare their message. A veteran corporate attorney, sports agent and expert consultant, Ronald M. Shapiro has spent years developing and honing his negotiation techniques. Now, Shapiro shares the bulletproof system of scripting he calls the Three D's: Draft, Devil's Advocate, Deliver.
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