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"Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of "principled negotiations"--Finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties--has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement....
Author
Description
Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner.
Think a win-win solution is the best way to make the deal? Think again.
For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used...
Think a win-win solution is the best way to make the deal? Think again.
For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used...
Author
Description
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,
...Author
Description
In today's world of high stress and limitless choices, the pressure to give in and say Yes grows ever greater, producing overload and overwork and eroding ethics. Every day we find ourselves in situations where we need to say No--to people at work, at home, and in our communities--because No is the word we must use to protect ourselves and to stand up for what matters to us. But the wrong No can also destroy what we most value by alienating and angering...
Author
Description
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 clear, accessible steps, he reveals how anyone can use the three crucial variables to always reach a win-win negotiation. With the tools...
19) The book of real-world negotiations: successful strategies from business, government, and daily life
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"This book will be the first of its kind to solely focus on real world negotiation examples and cases. Unlocking Yes will speak to the general public about what is possible through negotiation. The average person usually brings skepticism to the table and does not know how to negotiate effectively -- giving up prematurely or reaching deals that leave value on the table. After reading Unlocking Yes and the real-world examples within the lay person...
Author
Description
"In 1961, Thomas Schelling's The Strategy of Conflict used game theory to radically reenvision the U.S.-Soviet relationship and establish the basis of international relations for the rest of the Cold War. Now, Anne-Marie Slaughter - one of Foreign Policy's Top 100 Global Thinkers from 2009 to 2012, and the first woman to serve as director of the State Department Office of Policy Planning - applies network theory to develop a new set of strategies...
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