Whether negotiating a critical agreement, closing a deal, or advancing one's goals, almost every interaction involves some kind of negotiation, yet so few understand the process.
Give and Take Revise
Author: Chester L. Karrass
Publisher: Harper Collins
The bestselling and most complete negotiating guide (more than 400,000 copies sold of the first edition)--revised to reflect the changes in business over the last two decades.
Negotiating Game Rev
Author: Chester L. Karrass
Publisher: Harper Collins
In Business, You Don't Get What You Deserve, You Get What You Negotiate.Now more than ever, successful people are turning to Karrass and The Negotiating Game. Chester L. Karrass is the leader in the field of negotiation, and more than 260 of the Fortine 500 license the Karrass program.The Negotiating Game will teach you to: recognize that you have more power than you think -- in every negotiation determine the right price and terms at which to sell, and when to close with any customer persuade others to work with you, rather than against you set and meet budgets complete and administer contracts effectively work on and solve problems with people in your organization deal effeciently with service people avoid or, if necessary, break impasses
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 economics to provide new strategies for anyone 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 inexperienced negotiators regularly leave significant value on the table—and reveals how you can claim it.
Gain the Edge!
Author: Martin Latz
A former White House negotiator lists simple steps for improving one's negotiating skills, explaining how to apply the author's "five golden rules" in such situations as acquiring a better salary, buying a house or car, and closing a deal. 17,500 first printing.
Negotiate to Close
Author: Gary Karrass
Publisher: Simon and Schuster
Explains the strategies, tactics, and techniques of negotiation, covering diverse types of negotiation situations, the goals of buyers, the power of taking risks, how to make concessions the smart way, how to negotiate within your own organization, and more
Get the secrets of success in this great bestseller (over nine months on the "New York Times" bestseller list) that can change your life for the better. Claiming that the world is a giant negotiating table, renowned negotiator Cohen teaches the art of negotiation with dozens of concrete examples.
As heard on BBC Woman's Hour From the author of the book behind the blockbuster movie Slumdog Millionaire, a brilliant novel about life changing in an instant. In life you never get what you deserve: you get what you negotiate… What would you do if, out of the blue, a billionaire industrialist decided to make you the CEO of his company? No prior business experience necessary. There is only one catch: you need to pass seven tests from the 'textbook of life'. This is the offer made to Sapna Sinha, an ordinary salesgirl in an electronics boutique in downtown Delhi, by Vinay Mohan Acharya, one of India's richest men. Thus begins the most challenging journey of Sapna's life, one that will test her character, her courage and her capabilities. Along the way she encounters a host of memorable personalities, from a vain Bollywood superstar to a kleptomaniac Gandhian. At stake is a business empire worth ten billion dollars, and the future she has always dreamt of. But are the seven tests for real or is Acharya playing a deeper game, one driven by a perverse fantasy? From the acclaimed author of Slumdog Millionaire, one of the biggest films of the decade, comes this compelling, suspenseful tale of the power of dreams, the lure of money and the universal need to know who we are. Praise forThe Accidental Apprentice: 'It's easy to forget that before it was retitled for Hollywood, Slumdog Millionairewas a novel called Q&A,which makes its author, Vikas Swarup, probably the most successful Indian author you've never heard of…. Gripping stuff… Perhaps The Accidental Apprenticeis awaiting its Danny Boyle'The Times Praise for Q&A/Slumdog Millionaire 'A colourful portrait of Indian society is painted with remarkable lightness and wit' Sunday Telegraph 'Absorbing and richly entertaining reading' The Times
Black Belt Negotiating
Author: Michael Soon Lee, Grant Tabuchi
Publisher: AMACOM Div American Mgmt Assn
This book is packed with quizzes, scripts, checklists, and even a Negotiating Rating Sheet for continual self-assessment. Grounded in authentic martial arts tactics, this book turns novice bargainers into black belt negotiators who can get whatever they want out of any situation. It trains readers in martial arts-based negotiation fundamentals, including: Read Your Opponent; Counter an opponent's moves by homing in on what technique they're using; and hit them with the perfect response. Don't Fear the Blow - Black Belts aren't afraid of being hit or they would never step onto the mat. Get over your fear of bargaining, and the fight is already won. Identify Vital Striking Points - Weaken others' positions by identifying what's most important to them...and bring down even the biggest opponent.
Ask For It
Author: Linda Babcock, Sara Laschever
In their groundbreaking book, Women Don’t Ask, Linda Babcock and Sara Laschever uncovered a startling fact: even women who negotiate brilliantly on behalf of others often falter when it comes to asking for themselves. Now they’ve developed the action plan that women all over the country requested—a guide to negotiation that starts before you get to the bargaining table. Ask for It explains why it’s essential to ask (men do it all the time) and teaches you how to ask effectively, in ways that feel comfortable to you as a woman. Whether you currently avoid negotiating like the plague or consider yourself hard-charging and fearless, Babcock and Laschever’s compelling stories of real women will help you recognize how much more you deserve—whether it’s a raise, that overdue promotion, an exciting new assignment, or even extra help around the house. Their four-phase program, backed by years of research, will show you how to identify what you’re really worth, maximize your bargaining power, develop the best strategy for your situation, and manage the reactions and emotions that may arise—on both sides. Guided step-by-step, you’ll learn how to draw on the special strengths you bring to the negotiating table to reach agreements that benefit everyone involved. This collaborative, problem-solving approach will propel you to new places both professionally and personally—and open doors you thought were closed. Because if you never hear no, you’re not asking enough. From the Hardcover edition.
The Ruthless Negotiator
Author: P. D. Aguiar
Publisher: Createspace Independent Publishing Platform
We do not get what we deserve... we get what we negotiate!If you are looking to improve your negotiation skills this book is for you. Negotiation skills strongly condition the professional and personal life of any individual. Those skills are the more accurate predictor of a person's future success. People with better negotiation skills routinely overcome others with superior intellects, more knowledge and experience, and even more grit. Many people held the erroneous belief that negotiation skills are of interest for only a few individuals who meet in select venues to make deals that do not concern most of us. Nothing could be farther from the truth: the boss negotiates with the worker, the husband negotiates with the wife, the pupil negotiates with the teacher, the seller negotiates with the buyer, and the son negotiates with his mother. People who think that they do not engage in negotiations actually do it on a daily basis, and they win and lose on each one of those interactions. Unfortunately, very few people had the benefit of receiving negotiation training. This book removes that handicap: it reveals the secrets, tactics and strategies used by professional international negotiation sharks. Here you will find everything you need to obtain better outcomes on your personal and professional negotiations. An easy read, this is a book you will refer to frequently. Topics include:- The three crucial elements of any negotiation.- Sources of power in a negotiation.- Negotiation styles.- Opening negotiation tactics. - Middle-of-the-game negotiation tactics- Closing negotiation tactics.- How to deal with aggressive confrontations.- How to negotiate on the phone.- What you must do after the negotiation ends.This is a must-have book for all the people who negotiate, and who does not?The author has over 30 years of sales and negotiation experience. A sought-after international sales consultant, the single most important thing that sets him at the top of his profession is his ability to produce measurable results for his clients.Do yourself a favor and buy this book now!What readers say:"An easy-to-read book that is a very powerful tool." - Daniel S."We negotiate on a daily basis and with the tactics presented here you will learn how to negotiate better." - Paulo Miranda"A satisfying read that gives extremely relevant information." - Fernando Botto"Very practical, teaching how to negotiate in a way that can be used daily." - M. Mendes"I liked it, good reading, extremely useful and very valuable as a reference work." - Adriano C.
Describes the characteristics of a successful entrepreneur, explains how to start and run a business, and offers tips on costs, investment, market research, and negotiation.
Winning with integrity
Author: Leigh Steinberg, Michael D'Orso
Publisher: Times Books
An incisive and inspirational guide to the art of negotiation in business and life by a noted sports agent and attorney explains how to achieve success while living by a strict code of personal and professional ethics. Reprint. 35,000 first printing. Tour.
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.