Never Make the First Offer

By

Published: 2011-07-26

ISBN: 9781591843467

Format: Trade Paper

Publisher: Portfolio Trade

Synopsis

“On a handshake, I’ve trusted Donald Dell with my life.” -Arthur Ashe, U.S. Open champion Good negotiators know the rules. Great negotiators know when to break those rules. And then there are the true master dealmakers, like the pioneering sports lawyer Donald Dell. Over the last four decades, he has fought for some of the biggest stars in the world-Michael Jordan, Jimmy Connors, Patrick Ewing, Andy Roddick, Stan Smith, and dozens of others. Dell is tough enough to look the general manager of the L.A. Lakers in the eye and say, “We can talk about the weather or the movies or your sex life, whatever

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Price: $16.00


Getting to Yes

By

Published: 2011-05-03

ISBN: 9780143118756

Format: Trade Paper

Publisher: Penguin (Non-Classics)

Synopsis

The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable

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Price: $16.00


The Art of Woo

By

Published: 2008-12-30

ISBN: 9780143114048

Format: Trade Paper

Publisher: Penguin (Non-Classics)

Synopsis

G. Richard Shell and Mario Moussa know what it takes to drive new ideas through complex organizations. They have advised thousands of executives from companies such as Google, Microsoft, and General Electric to organizations like the World Bank and even the FBI’s hostage rescue training program. In The Art of Woo, they present their systematic, four- step process for winning over even the toughest bosses and most skeptical colleagues. Beginning with two powerful self-assessments to help readers find their “Woo IQ,”they show how relationship-based persuasion works to open hearts and minds.

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Price: $16.00


How to Say It: Negotiating to Win

By

Published: 2008-08-05

ISBN: 9780735204287

Format: Trade Paper

Publisher: Prentice Hall Press

Synopsis

A no-nonsense guide to closing the deal?that makes sense to everyone.Jim Hennig?s winning negotiating philosophy is based on finding and meeting the real needs of the other party through the use of questions, effective listening, honesty, integrity, sincere caring, and building partnerships. His approach is predicated on the idea that when people like you, they want to work with you, are likely to concede more often, become more sensitive to your needs, and are more inclined to meet them. Through dozens of proven strategies, tips, power words, phrases, and real-life dialogues, How to Say It®:

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Price: $13.00


Beyond Reason

By

Published: 2006-09-26

ISBN: 9780143037781

Format: Trade Paper

Publisher: Penguin (Non-Classics)

Synopsis

In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation. In Beyond Reason, they show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.

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Price: $15.00


Bargaining for Advantage

By

Published: 2006-05-02

ISBN: 9780143036975

Format: Trade Paper

Publisher: Penguin (Non-Classics)

Synopsis

As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step-by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research. This updated edition includes: A brand-new “Negotiation I.Q.” test designed by Shell and used by executives

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Price: $16.00


The Art of the Book Proposal

By

Published: 2004-05-24

ISBN: 9781585423347

Format: Trade Paper

Publisher: Tarcher

Synopsis

Here is an expert’s guide through the elements of a nonfiction book proposal, including the outline, chapter summaries, marketing/publicity, book and chapter titles, and more. Filled with exercises designed to help a writer conceive and create a desirable proposal, and checklists to keep track of the project’s progress, The Art of the Book Proposal provides the framework on which to build a great idea, as well as intelligent, empathetic instruction on how to produce a proposal that will capture the interest of an agent or editor. While most how-to writing books focus only on the nuts and bolts

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Price: $15.95


Beyond Machiavelli

By

Published: 1996-01-01

ISBN: 9780140245226

Format: Trade Paper

Publisher: Penguin (Non-Classics)

Synopsis

“Fisher and two colleagues associated with the Harvard Negotiation Project, Harvard Law School, spell out conflict resolution techniques useful at the international level, and also in other contexts.”—Book News, Inc.

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Price: $14.00


Getting Ready to Negotiate

By

Published: 1995-08-01

ISBN: 9780140235319

Format: Trade Paper

Publisher: Penguin (Non-Classics)

Synopsis

This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.

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Price: $16.00


Getting Together

By

Published: 1989-09-01

ISBN: 9780140126389

Format: Trade Paper

Publisher: Penguin (Non-Classics)

Synopsis

Expanding on the principles, insights, and wisdom that made Getting to Yes a worldwide bestseller, Roger Fisher and Scott Brown offer a straightforward approach to creating relationships that can deal with difficulties as they arise. Getting Together takes you step-by-step through initiating, negotiating, and sustaining enduring relationships — in business, in government, between friends, and in the family.

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Price: $16.00


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