Negotiation is the middle ground between capitulation and stonewalling, a back-and-forth between two parties trying to reach agreement. If a price or other term is non-negotiable, there is no give and take, just "take it or leave it." You may think you are negotiating, but if the other side isn't playing, you aren't either. Regardless of the industry, situation, or product, the two most common mistakes negotiators make are: 1. They give ground too...

The Compelling Proposal builds on the principles in The Irresistible Value Proposition to transform the document that everyone loves to hate-on both sides of the deal-into a concise seven-page tool for bridging selling and negotiation. Written in the customer's language, your compelling proposal will dramatically increase engagement by presenting multiple acceptable options to the buyer, giving them a rare opportunity to participate in crafting a...

The Painless Negotiation leverages the principles of The Compelling Proposal to turn "negotiations" into straightforward business discussions on how to best maximize the value in a deal for both parties. Using just three key concepts, anyone can accurately diagnose which side has the power, how compelling a deal is and to whom, how to trade to overcome obstacles, and how to frame the "right negotiation" to implement the best negotiation strategy. Negotiating...

Roger Dawson's Secrets of Power Negotiating has changed the way American business thinks about negotiating. Thinking "win-win"--looking for that magical third solution in which everyone wins but nobody loses--can be a naive and ultimately unsuccessful approach in today's tough business environment. Power Negotiating teaches that the way you negotiate can get you everything you want and still convince the other side that they won also. This third edition...

¿Qué es el coaching empresarial del que tanto se habla? ¿Sesiones de puesta a punto? ¿Una nueva modalidad de psicoanálisis? ¿Una vía de reconversión para gurús de todo tipo? ¿O tal vez una verdadera revolución para cambiar, dar lo mejor de uno mismo y encaminarse hacia el éxito? En esta obra, François Caby nos presenta todo lo que hay que saber sobre el coaching: sus fuentes (la mayéutica socrática, las teorías y modelos del siglo...

The Theme: This is for the buyers and the sellers in a free-market economy. The wide audience consists of everyone who engages in bargaining over price (i.e., almost all of us). The narrower audience consists of inexperienced individuals who don't know much about the bargaining game, but want to learn. The latter group includes (a) young executives and entrepreneurs in the early stages of their careers, and (b) consumers who feel they're paying too...

Negotiation -- whether brokering a deal, mediating a dispute, or writing up a contract -- is both a necessary and challenging aspect of business life. This guide helps managers to sharpen their skills and become more effective deal makers in any situation.

The art of the argument. It's mysterious and powerful. It's the art of having things go your way. But it's also the art of getting out of your own way. It's having the Moves. But it's also about having the Touch. Welcome to the "new normal." It's a time and place where conversations are tougher, disagreements more frequent, consensus more difficult to find than ever before. This new world demands three new "right for our times" chapters: • "Heavy...

¿Tienes un negocio recién empezado o de años de trabajo y deseas que se consolide, esté estructurado y funcione a prueba de crisis ó cualquier otro riesgo de quiebra sin que necesite mucho de ti para funcionar bien? Si contestaste que sí, esta obra es para ti y te ayudará a conseguirlo. En el mundo de las Micro, Pequeñas y Medianas empresas, la dependencia del dueño para operar bien es muy alta y muy pocos procesos suelen estar establecidos...

Yes, You Can Win! Master negotiator Herb Cohen has been successfully negotiating everything from insurance claims to hostage releases to his own son's hair length and hundreds of other matters for over five decades. Ever since coining the term "win-win" in 1963, he has been teaching people the world over how to get what they want in any situation. In clear, accessible steps, he reveals how anyone can use the three crucial variables of Power, Time,...