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Author
Language
English
Description
"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
Language
English
Formats
Description
"A negotiation guide from a former FBI Hostage Negotiator"--
"Never Split The Difference is a riveting, indispensable handbook of negotiation principles culled and perfected from Chris Voss's remarkable career as a hostage negotiator and later as an award-winning teacher in the world's most prestigious business schools. From policing the rough streets of Kansas City, Missouri, to becoming the FBI's lead international kidnapping negotiator, to teaching...
Author
Language
English
Formats
Description
We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School's Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You'll learn how to: a) Stay in control under pressure; b) Defuse anger and hostility; c) Find out...
Author
Language
English
Formats
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
Publisher
Conecta
Pub. Date
[2013]
Language
Español
Description
Negociar con éxito no resulta una tarea difícil. Es cuestión de practicar aplicando las 12 leyes que invariablemente determinan toda negociación, y que parten del principio de que ser inteligente es mejor que ser agresivo. Estas leyes constituyen una valiosa fuente de inspiración cuando Alfred Font expone de manera brillante los casos en que fueron aplicadas bien, o ilustra aquellos en que no las tuvieron en cuenta, y sus consecuencias.
Negotiating...
9) Secrets of power negotiating: inside secrets from a master negotiator : updated for the 21st century
Author
Publisher
Career Press
Pub. Date
[2011]
Language
English
Author
Publisher
W. W. Norton & Company
Pub. Date
[2020]
Language
English
Description
Updated and enhanced in this new second edition, Dealmaking brings together negotiation and auction strategies to provide the jargon-free, empirically sound advice professionals need to close the deal. Harvard Program on Negotiation chair Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at a hybrid theory, outlining three specific strategies readers can use in complex dealmaking situations....
Author
Language
English
Formats
Description
"William Ury, coauthor of the international bestseller Getting to Yes, returns with another groundbreaking book, this time asking: how can we expect to get to yes with others if we haven't first gotten to yes with ourselves? Renowned negotiation expert William Ury has taught tens of thousands of people from all walks of life--managers, lawyers, factory workers, coal miners, schoolteachers, diplomats, and government officials--how to become better...
Publisher
Kanopy Streaming
Pub. Date
2014.
Language
English
Description
Program highlights What is your biggest source of power in any negotiation? How to redraw the boundaries of a negotiation in your favour? How focusing on the upside improves your deal. It's better to receive the first offer than to give it. Honesty is the best negotiating policy. Don't ever let them see you sweat. Professor Neale convincingly debunks these common beliefs as she shares the results of empirical research on negotiating strategies and...
Publisher
Kanopy Streaming
Pub. Date
2014.
Language
English
Description
Program highlights Nine rules for getting the best deal. How espionage and empathy get you prepared. How to gain credibility and the most common way to lose it. As a former federal mediator, Pat Cleary has been involved with just about every kind of negotiation. In this entertaining presentation, he shares gems of wisdom from his nearly 20 years of hands-on dispute resolution. Pat describes common negotiation mistakes that unnecessarily complicate...
16) NeuroSelling: mastering the customer conversation using the surprising science of decision making
Author
Language
English
Formats
Description
"If you're tired of having to justify your price...of offering discounts to close the deal...of long sales cycles...of customers who can't seem to make a decision, then you need NeuroSelling, the only customer conversation tool grounded in neuroscience and behavioral psychology. But NeuroSelling is more than just a theory--it's a step-by-step, practical communication methodology honed by years of field experience, resulting in millions in new revenue...
Author
Language
English
Description
In Jamaica, the Caribbean and internationally, the process of arbitration as an alternative to court action in settling disputes is no longer the subject of an esoteric debate but increasingly is becoming a standard requirement in both government and private-sector contracts.
In the process of numerous and varied activities in this field, a great deal of experience and knowledge has been acquired by the author. Over the years, many of his colleagues,...
Author
Language
English
Description
In the heart of the American judicial and mediation systems lies the promise of justice, equality, and impartiality. Yet, beneath this noble facade, lurk the shadows of favoritism and discrimination, casting doubt upon the fairness of legal proceedings and the integrity of the legal profession. "Favoritism and Discrimination in the American Judicial and Mediation Systems" sheds light on these critical issues, delving into the complexities of bias...
Author
Language
English
Description
Conflict Management Coaching: The CINERGY(TM) Model describes a well-researched process for coaching people on a one-on-one basis, to improve their skills and abilities to manage and engage in their interpersonal disputes. This comprehensive text written by Cinnie Noble, a lawyer-mediator and certified coach, not only provides a coaching model that uniquely integrates neuroscience principles with conflict management and coaching theory and practice....
Author
Language
Español
Description
"Pretendo hacer de este texto una guía para aquellos investigadores, fiscales y jueces que puedan conocer de casos de secuestros; por ende, hago mucho hincapié en las estrategias seguidas durante la investigación: la recopilación de información, de evidencias y testimoniales que, por separado todos ellos, no nos dicen nada, pero, una vez analizados y concatenados entre sí, nos llevaron a la resolución de los hechos investigados."
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