Showing titles in Negotiating

How to Sweet-Talk a Shark is a rare, candid, and entertaining glimpse into an insider's world of high-stakes negotiation - showing Richardson's successes and failures in some of the world's least friendly places. Meanwhile, listeners get frank lessons in the art of negotiation: how to prepare, how to size up your opponent, how to understand the nature of power in a standoff, how to give up only what is necessary while getting what you want, and many other strategies Richardson has mastered through at-the-table experience.

Why do so many deals that look good on paper end up in tatters? Deal makers often treat the handshake or signed contract - getting to "yes" - as the final destination in their bargaining journey rather than the start of a cooperative venture. Even worse, most companies reward negotiators on the basis of the number and size of the deals they're signing, giving them no incentive to negotiate deals that actually work.

Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context - of organizational culture, of prior negotiations, of power relationships - that dictates which issues are negotiable and by whom.

The world's best negotiators have moved beyond How to Win Friends & Influence People and Getting to Yes. For over 20 years, David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, he delivers the proven, clear, actionable insights you need to stay competitive in an ever-changing marketplace. One Step Ahead offers the fundamental wisdom that elevates the sophisticated negotiator above everyone else.

It turns out that most negotiations are over even before they begin. The legal team that has spent the most time planning for the negotiation, doing their homework, and collecting the data that they'll need is the one that's going to walk away from the table with the best deal. Wouldn't you want that legal team to be your team?

A New York Times best-selling author reveals how to find the right words for every situation. Whether you are making a budget request, interviewing for a job, ending a relationship, or talking to children about divorce, the crux of success in those and other crucial situations is planned, effective communication.

In the 21st century, technology destroyed most people’s ability to speak around people, to use their brain and their mouth at the same time. Negotiation, along with leadership and public speaking, is one of those skills that almost nobody has, or even if they have them to some degree, the level is very low. After more than three years of analysis of high-performance people, most successful negotiators and speakers, people who are at a very top of what they do, I decided to create and teach you not only the fundamentals but to make a complete step-by-step guide of negotiation.

When it comes to negotiation, there is an ugly double standard. As women, if we make concessions to further a deal, we're viewed as weak. But if we play hardball, we can be seen as overly aggressive - and the strategy backfires. No wonder most women hate negotiating.

Winning With Language and Logic is the first in a new series of e-books, Conquering Conversations. It will teach you the use of language skills to achieve your goal in every conversation. What is that goal? To WIN, of course! Understanding what you can do to win is exactly what you want. There are strategies of rhetoric that can be twisted and abused to help us win. Learning them is actually fun. Those same patterns show us doorways into the thinking and strategies of others that enable us to out-strategize them, and persuade with huge power. The use of good rhetoric advances your ability ...

Whether you're facing funding sharks or angel investors, we've got the keys to crafting that perfect pitch to help you secure the funds you need to launch your startup, build your business, and achieve your entrepreneurial dreams. In this new edition of the Entrepreneur Voices series, entrepreneurs, venture capitalists, and experts from both sides of the board room present the game-winning strategies and deal-closing tactics you need to succeed.

It turns out that most negotiations are over even before they begin. The purchasing team that has spent the most time planning for the negotiation, doing their homework, and collecting the data that they'll need is the one that's going to walk away from the table with the best deal. Wouldn't you want that team to be your team?

Tired of negotiations feeling like a battle where someone has to lose? Win-Win Negotiation shows you how to replace adversarial tactics with collaborative strategies that create value for both sides—so you get better deals and stronger relationships. Whether you’re negotiating a salary, a contract, a deadline, pricing, or a difficult conversation at home, this guide gives you a practical framework to: uncover the real interests behind rigid positions, build trust fast (without being naive)

Brought to you by Penguin. Why is the Berlin Brandenburg Airport ten years behind schedule and nearly four billion euros over budget? And what possessed Kenya's government to spend a whopping $35 million on a chain link fence just six miles long? In this hilarious, fascinating and insightful...

Especialista em detecção de mentiras, David J. Lieberman ensina como descobrir as verdadeiras intenções das pessoas em qualquer situação.

In Story: The Currency of Influence, Jon Timothy Newsome reveals why storytelling isn’t just another corporate buzzword; it’s the currency of influence that separates mediocrity from excellence. While your competition is Googling “storytelling tips” and drowning in superficial techniques, you’ll be mastering science-backed mechanisms that move decision-makers to act. This isn’t about quick fixes; it’s about understanding the biological framework that makes humans respond to stories.

"Conquer the FAC-C Level III: Your Guide to Success on the Federal Acquisition Certification in Contracting Level III Exam" is an essential resource for federal contracting professionals aiming to master the highest level of certification. This comprehensive guide covers critical topics such as strategic acquisition planning, advanced market research, complex solicitation strategies, and effective negotiation tactics. It also delves into innovative contracting methods, managing high-risk contracts, and optimizing contract performance. The book emphasizes the importance of ethics and ...

🌟 Turn Every Conflict into Connection — at Home, Work, or Anywhere in Between 🌟 Do you ever wish difficult conversations didn’t spiral into arguments? Are you searching for proven ways to bridge cultural, generational, or workplace divides? Have you tried to resolve conflict before—only to walk away frustrated or unheard? You’re not alone. From students to CEOs, partners to parents, conflict can feel overwhelming. But what if you could turn tension into teamwork and frustration into growth? Conflict Resolution: From Adversary to Ally is your clear, compassionate guide to ...

ATTENTION STUDENTS: If you need to write a paper on labor unions or negotiation in organizations, then this is the perfect reference. It's simple, easy to understand, and right to the point. Labor Unions Labor unions have had a significant impact on organizations in the United States, and they are very important to many employees. Debates on the value of unions often end up in heated discussion, and it is highly unlikely that one side will ever completely agree with the other. However, one thing is for sure… workforces would not be the same without unions. This eBook examines employee ...

Michael Watkins' best-selling book The First 90 Days has become the business bible for accelerating leadership transitions. Now, Watkins zeroes in on the most critical skill leaders must master to secure new roles and accelerate their transitions: negotiation. In Shaping the Game: The New Leader's Guide to Effective Negotiating, Watkins draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders' actions in every negotiation.

Earning NCMA’s CFCM or CPCM certification is a significant achievement for professionals in government and commercial contract management. This book is designed to serve as a concise study guide, helping candidates focus on core contract management principles, key regulations, and best practices while preparing for these rigorous exams. It covers fundamental topics such as contract formation, cost and pricing strategies, negotiation techniques, FAR compliance, subcontracting, and dispute resolution. Additionally, it provides insights into risk management, ethics, legal considerations, and...