Business Negotiation

A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the "win-win" method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen's You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don't match real world realities.

Almost every aspect of business - and indeed human life - involves negotiating skills, whether you are striking a deal, organising a team working on a project, seeking a pay rise or a pay-off, or simply settling such important matters as who is going to do the shopping or the household chores.

This witty and intelligent guide looks at the theory and practice of negotiating and provides a wealth of illuminating insights into the skills and psychology of negotiation that can make all the difference to how successful you are.

Discover the fundamental principles of negotiation, explore specific strategies for dealing with various scenarios, and immerse yourself in case studies that illustrate essential concepts. With an ethical approach and a focus on building solid relationships, you will learn to apply power, influence, and empathy responsibly. Additionally, explore how technology is shaping the future of negotiations and how to adapt to emerging trends. This book is an invaluable resource for academics, professionals, and anyone looking to enhance their negotiation skills.

Find out how to successfully resolve your most emotionally charged conflicts. In this landmark book, world-renowned Harvard negotiation expert Daniel Shapiro presents a groundbreaking, practical method to reconcile your most contentious relationships and untangle your toughest conflicts.

This field guide is a flexible framework designed for B2B salespeople like you. Each chapter contains a secret and a challenge. Once understood, these secrets will give you insider knowledge to win more deals and influence critical stakeholders. And if you complete every challenge, you’ll be ready to crush your next negotiation.

One of the country's most eminent practitioners of the art and science of negotiation offers practical advice for the most challenging conflicts - when you are facing an adversary you don't trust, who may harm you, or who you may even feel is evil. The head of Harvard's famed Program on Negotiation, Robert Mnookin provides tools for confronting devils of all kinds - in business, politics, and family life.

55 Great Ways to Increase Your Income is a practical guide to getting paid more and earning extra cash on the side. It provides a comprehensive overview of the various strategies, both short-term and long-term, which can be utilized to increase your income. Each strategy is backed up with real-life examples, making this an ideal resource for anyone looking to make more money right now.

From CEOs communicating with board members to managers negotiating salary increases and entrepreneurs looking to raise capital, it's impossible to overstate the role of persuasion in making your personal and professional goals a reality. The ability to convince others—respectfully and effectively—is one of the most important skills you can master, whatever your profession. In Convince Me, you'll find eye-opening, behind-the-scenes details revealing how some of the best in the business ply their trade.

Drawing from more than 15 years of experience negotiating high-pressure situations in places like North Korea, Cuba, Iran, Venezuela, and Myanmar, Mickey Bergman will share with participants how they can incorporate negotiation tactics into their everyday lives to reduce stressful situations. From negotiating a job offer to how to approach arguments with your kids, this session will help participant align their negotiations style with their individual personality.

Steve Dalton’s 2-Hour Job Search simplified the process of finding work by utilizing technology, and now The Job Closer helps you seal the deal by applying his time-saving techniques to the surrounding steps. As a career consultant, Dalton has found that job seekers routinely overinvest in trivial aspects of the employment hunt while underestimating the important ones. In this guide, you’ll learn how to avoid wasted effort and excel in all areas.

Business and organizational leaders spend well over half of their professional time engaged in this process. It is the way they do deals, lead employees, and manage relationships. Most leaders learn to negotiate on the job through a long process of trial and error. In today’s competitive marketplace, there is no time for experimentation, nor room to make mistakes. The good news is by mastering negotiation, the next level of success is actually closer than it appears. The actionable advice and practical guidance offered in this book give a roadmap for every type of negotiation.

The Elements of Negotiation provides listeners with an easy-to-follow step-by-step approach to becoming exceptional negotiators in both their professional and personal lives. Grounded in twenty-four years of extensive research, studying the habits and techniques of 35,000 individual negotiators, the 103 steps provide a detailed roadmap for negotiation excellence, covering preparation, execution, and post-negotiation analysis.

In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation and author of Possible, offers a proven breakthrough strategy for turning adversaries into negotiating partners.

Here Roger Dawson explains the ins and outs of power negotiation—a process with its own secret rules and procedures. Knowing these rules will enable you to negotiate intelligently and honestly—in sales and in any other area of life. Power negotiating is not what you think. It’s an art and a science for reaching an outcome where both parties feel that they’ve won. This densely packed and easy to understand book will give you a wealth of information

How do I stand out? How do I become irreplaceable? With a crowded workforce, an unstable job landscape, and the rise of AI, these questions are the ones that everyone either is or should be asking. William Vanderbloemen has asked these questions over the past 15 years while running one of the world’s top executive search firms. Through extensive research of over 30,000 top leaders and proprietary data, Vanderbloemen has identified the 12 habits that the best of the best have in common. Traits such as authenticity, responsiveness, agility, and the ability to problem solve, among others.

Just ten years ago, Sam Taggart was beating the streets as a door-to-door salesman selling solar and alarm systems, getting thousands of doors slammed in his face–and worse–every day. Now, Sam is the founder and CEO of D2D Experts, a seven-figure sales empire that offers training to an active userbase of 30,000 members. Eat What You Kill is the key to mastering the art of sales–and it all starts with a simple mindset shift.

Wondering why the pay gap exists? Unfortunately, as a woman, you have to ask for money in a very specific way. So as to avoid the social backlash. But it’s ok to be afraid but just start negotiating. This book has a beginner-friendly yet extremely effective negotiation tactic that you can use from day 1, even if you’ve never negotiated before in your life, or even if you’re an introvert.

It's the untold story of the renegade burger chain that evokes a passionate following unlike any other. In fast-food corporate America, In-N-Out Burger stands apart. Begun in a tiny shack in the shadow of World War II, this family-owned chain has steadfastly refused to franchise or be sold. It is a testament to old-fashioned values and reminiscent of a simpler time when people, loyalty, and a freshly made, juicy hamburger meant something.

Owning and operating vending machines changed my life. Before I started this business, I was a stressed and underpaid warehouse manager—yet now, my vending machine business earns over $13,000 profit per month. Perhaps you’ve already attempted to make it work, but encountered common issues like location managers rejecting your offers, or not being able to agree fair terms with them? With this audiobook, you will learn from the myriad of mistakes and successes in my journey—so that you can achieve success in this profoundly overlooked business.

Anyone can learn to become a good negotiator. Let me show you how. In this audiobook, I’ll share insider tips as well as teach you how to master the fundamentals, set clear objectives, overcome obstacles (i.e. turn "no" into "yes") and build long-term relationships, whether you are negotiating for yourself or on behalf of your business. I will also give you practical advice and run through real-world scenarios to ensure you have the confidence to tackle your next negotiation head-on.