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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
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
"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
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...
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...
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...
15) 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...
16) Las trabajadoras remuneradas del hogar: acción colectiva y sindicalismo en Latinoamérica, 2000-2016
Author
Language
Español
Description
El primer quindenio del siglo XXI trajo consigo un panorama de crisis para el movimiento sindical en Latinoamérica, debido a La instauración de lógicas corporativistas, al fortalecimiento de políticas de corte neoliberal, que sostienen la subsunción de la vida al capital, y al establecimiento de relaciones "cooperativas" de la clase trabajadora con la clase superdominante, en las que se pierde el lugar de confrontación y se desconoce la existencia...
Author
Language
English
Description
High conflict mediation requires a paradigm shift from traditional mediation-high conflict experts Bill Eddy and Michael Lomax show you how.
Over the past twelve years, the authors have been developing and practicing tips for managing high conflict clients in mediation, which is now a fully developed new method called New Ways for Mediation®. Mediating High Conflict Disputes gives all of the little tips, which any mediator can use, as well as the...
Author
Language
English
Description
From 1985 to 1987, the Home Office funded four experimental schemes in mediation and reparation for criminal cases in the UK. Tony Marshall of the Home Office Research and Planning Unit made arrangements for groups of independent researchers to monitor these schemes and for other researchers to carry out studies on other schemes within the UK.
This book gathers, together their substantial empirical research findings into a single coherent narrative....
Author
Language
Español
Description
Este libro contiene una explicación concisa y a la vez rigurosa de los principales temas del servicio civil. Parte del derecho fundamental de acceso a los cargos públicos y de las importantes diferencias entre el derecho laboral y el derecho de la función pública, para aterrizar en su configuración legislativa con las características del denominado servicio civil. Explica, a continuación, cómo se organiza el servicio civil, cuáles son sus...
Author
Language
Español
Description
Existe una visión predominante sobre cómo abordar los conflictos a través de mecanismos judiciales. Sin embargo, en los últimos años se ha cuestionado este enfoque del derecho procesal y se han desarrollado los mecanismos alternativos de resolución de conflictos, especialmente la negociación, la mediación, la conciliación y el arbitraje.
Este libro busca introducir al lector en la teoría del conflicto y en los mecanismos de solución para...
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