Synopses & Reviews
Why are some business leaders able to move in and out of business situations with confidence and ease? The secret is their ability as skilled negotiators. Being an effective negotiator is a critical key factor in business success.
Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authorsexperts in the field of business negotiationreduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations.
Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to
- Understand the game so you can better controlwhat happens
- Predict the sequence of negotiation activitiesand move from disagreement toward agreement
- Identify the strategies and tactics of other playersin the game
- Apply the rules of the gamethe "do's and don'ts"that will ultimately lead to success
No matter what you call negotiationbargaining, haggling, horse trading, or managing differencesthe basic skills and techniques of the master negotiator outlined in this book are essential for resolving conflicts, handling difficult conversations, protecting oneself against a competitive adversary, or negotiating a good business deal. The techniques and suggestions outlined can also be used for more informal day-to-day negotiations on the job such as selling, buying, and team building.
Review
"I recommend this book for anyone involved in business negotiations or in taking a leadership role in their workplace. It covers a great many important skills in an intelligent and helpful manner."
—Quint Studer, author, Hardwiring Excellenceand Results That Last
"Negotiation is one of the most important parts of business, yet it is one we sometimes pay the least attention to. The book is a must-read for any business person who wants to take their business to the next level."
—Celia Rocks, author, Brilliance Marketing Management; president, Rocks-DeHart Public Relations
Synopsis
Mastering Business Negotiationis a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations.
Mastering Business Negotiationoffers down-to-earth advice for learning to play the negotiation game and shows how to:
- Understand the game so you can better control what happens
- Predict the sequence of negotiation activities and move from disagreement toward agreement
- Identify the strategies and tactics of other players in the game.
- Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success
Synopsis
Your Working Guide to Business NegotiationRoy Lewicki—an international authority on business negotiation—with partner Alex Hiam offers this book as a "working guide" for quick study and preparation before any negotiation in any kind of business. With clear guidance and real-world examples, the authors walk the reader through every negotiating pitfall and opportunity. Not an academic work, but a how-to guide with plenty of tools and checklists for the negotiation process, this easy-to-use book includes new research, updated examples, and advice on electronic negotiation via e-mail. Any reader can become a master of negotiation by carefully following the authors' suggestions. This volume also includes a new self-assessment tool and additional helpful appendices.
Praise for Mastering Business Negotiation
"I recommend this book for anyone involved in business negotiations or in taking a leadership role in their workplace. It covers a great many important skills in an intelligent and helpful manner."
—Quint Studer, author, Hardwiring Excellence and Results That Last
"Negotiation is one of the most important parts of business, yet it is one we sometimes pay the least attention to. The book is a must-read for any business person who wants to take their business to the next level."
—Celia Rocks, author, Brilliance Marketing Management; president, Rocks-DeHart Public Relations
Synopsis
The Fast Forward MBA in Negotiating and Deal Making brings you the information you need when you need it most-now!
This practical, easy-to-use guide gives you instant access to the cutting-edge ideas and hard-won wisdom of today's leading experts on negotiation and deal making. In short, lively segments using real-world examples, it delivers the facts you need to navigate complex negotiation issues. You'll find brief descriptions of key concepts, tips on real-world applications, compact case studies, advice from respected negotiators, and warnings on how to avoid pitfalls.
Here are all the tools you need to finesse the art of the deal. You'll learn about:
* The four driving forces that you must know in any strategic negotiation
* How to turn your personal qualities into negotiating power
* The best ways to prepare for-and master-all negotiation situations
* When to compete, when to collaborate, and when to compromise
* And much more
From the creators of the bestselling Portable MBA series comes The Fast Forward MBA . . .
* A quick way to brush up on new ideas
* An easy-to-use format that fits in any briefcase
* Real-world information that you can put to use now!
Description
Includes bibliographical references (p. 243-251) and index.
Table of Contents
Conflict.
The Negotiation Game.
Your Needs and Interests.
The Other Players.
Sizing Up the Field.
Choosing Your Game.
The Competitive Game.
The Collaborative Game.
The Compromise Game.
The Accommodating and Avoiding Games.
Avoiding Legal and Ethical Pitfalls.
Deals in a Lifetime.
Notes.
Index.