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Linda Babcock is the James M. Walton Professor of Economics and head of the Department of Social and Decision Sciences at Carnegie Mellon University. Sara Laschever is a writer whose work has appeared in such publications as the New York Times, the New York Review of Books, Harvard Business Review, the Guardian, and Vogue. Babcock and Laschever are the coauthors of Ask For It: How Women Can Use the Power of Negotiation to Get What They Really Want....
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Praise for Covert Persuasion: "This book is a treasure trove of ideas you can use to turn a 'no' into a 'yes' almost instantly-in any sales situation." -Brian Tracy, speaker and author of Create Your Own Future and Change Your Thinking, Change Your Life "Hogan is the master of persuasion. I urge you to persuade yourself to buy this book and everything he's ever written and recorded. It will help you understand yourself, understand others, and succeed....
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Summary of Influence by Robert B. Cialdini | Includes Analysis Preview: Robert B. Cialdini's Influence: The Psychology of Persuasion examines the compliance methods by which marketers, salespeople, and others, such as cult leaders, pressure people into doing things they would not otherwise do. There are six basic compliance tools: reciprocity, consistency, social proof, liking, authority, and scarcity. Readers can learn specific techniques to resist...
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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...
5) Negotiations
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Negotiation can be termed as a result-oriented discussion or conversation between two or more people with the purpose being reaching a mutually-beneficial conclusion. In most instances, the result benefits all parties, but there are times some or single member of that party carries the day. With negotiation skill, one can easily resolve differences among the participants in that discussion to achieve a beneficial outcome for the groups and individuals...
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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...
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We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But, what if you could just be you in business? Taking a positive approach, this brief distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely. One of the most fundamental and challenging battlegrounds in our work lives, negotiation calls on us to compete and cooperate to do our...
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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...
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The world is an enormous system of different kinds of matter that exchange information. Such act is known as communication, which range from molecular levels to organizations and governments, from human beings to creatures living in bodies of water. Things communicate sometimes without being aware of doing so, just like you sometimes catch yourself off-guard, speaking to yourself in front of the mirror - you call it 'talking out loud'. Although every...
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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...
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Everyone has felt bullied at some point in their lives, whether by a family member, childhood acquaintance, colleague, boss, or client. You know you have been bullied when you feel pressured, demeaned, and angered. You walked away from a negotiation feeling like you lost ground. You gave into demands and agreed to something that was not in your best interests. And you resented the way you felt. Negotiating with a Bully will teach you how to skillfully...
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You've worked hard to get through college and to ace all those job interviews. Now, you're either about to receive, or have already received, a job offer and you're not sure what to do. Maybe you've heard that you should negotiate your salary. But, how? In this book, we share lessons and insights from years of real-world experience in job negotiations, sitting on both sides of the table. We've distilled our experience into practical lessons to help...
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95 tactiques de négociation
Préparez-vous à exceller avec brio!
Ce livre est essentiel pour préparer vos négociations. Il est le fruit de nos trente-trois années d'expérience cumulées à titre de formateurs, coachs et consultants, o nous avons travaillé sur plusieurs négociations d'envergure. Il s'adresse autant aux particuliers à la veille d'une transaction importante qu'à l'acheteur et au vendeur qui désirent s'entendre sur les clauses...
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Global Advanced Negotiations. An interesting read into how to deal in the countries of, and with the people from China, India, Russia, the Middle East and in general people from a different culture. High level interviews with top global negotiators and candid advice on what they have learned. A MUST READ for anyone that wants to survive this century!! Also interesting for people from China, India and Russia to read ... to learn differences in negotiation...
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Get the Summary of William Howard's How to Talk Effectively in 20 minutes. Please note: This is a summary & not the original book. William Howard's book "How to Talk Effectively" delves into the intricacies of communication, emphasizing the importance of active listening, clear expression, and assertiveness for successful interactions. It outlines the detrimental effects of poor communication habits and offers a roadmap to enhance communication skills....
16) Negotiation
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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.
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¿Cómo se mantiene un conflicto en su máxima efervescencia? ¿Qué se necesita para que sus participantes salgan cada vez más lastimados? ¡Nada! Sólo obedecer impulsos. Ahora, si la pregunta fuera "¿Cómo transformar ese ambiente belicoso en un escenario cordial y constructivo?", la respuesta cambia: se precisa alguien con la habilidad de un escultor cuya inspiración logra convertir un bloque de piedra macizo, inerte, en una obra que conmueve...
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Crafting agreements with others is a fundamental life skill. Unfortunately, we were never taught how to do it. The agreements most people make are incomplete and ineffective-they usually focus on protecting against what might go wrong instead of figuring out how to make things go right. The Book of Agreement offers a new approach. Stewart Levine demonstrates the superiority of "agreements for results" versus "agreements for protection" and outlines...
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Whether we realize it or not, we face negotiation situations every day. Sometimes we are aware of it and we try to influence the results. Many times we don't even see that we've missed an opportunity. Whether you're a seller, buyer, entrepreneur, lawyer, consultant, or trainer, you need to smoothly close negotiations and close them in a profitable way. For more than 25 years Sabin Gilceava has been assisting with negotiations as a participant, a trainer,...
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Summary, Analysis & Review of Robert Cialdini's Pre-suasion by Instaread Preview: Pre-suasion by Robert Cialdini is a research-driven examination of the ways that framing a persuasive argument can influence its effectiveness. Extensive research finds that certain ways of setting up a persuasion can be more effective than a well-planned persuasive argument on its own. There are particular moments when a persuasive argument has the most power. The best...
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