Showing results for "The" in Negotiating

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most - when people’s lives were at stake.

With Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes, master negotiator, Kellogg professor, and accomplished CEO Victoria Medvec delivers an authoritative and practical resource for eliminating the fear that impedes success in negotiation. In this audiobook, listeners will discover unique and proprietary negotiation strategies honed over decades advising Fortune 500 clients on high-stakes, complex negotiations.

Negotiation is an essential element of almost all of our interactions - personally and professionally. It’s part of how we establish relationships, work together, and arrive at solutions for our clients, our organizations, and ourselves. Simply put, those who don’t negotiate well risk falling victim to those who do. Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator.

In a world of unrelenting change and unprecedented challenges, we need organizations that are resilient and daring. Unfortunately, most organizations, overburdened by bureaucracy, are sluggish and timid. In Humanocracy, Gary Hamel and Michele Zanini make a passionate, data-driven argument for excising bureaucracy and replacing it with something better. Drawing on more than a decade of research and packed with practical examples, Humanocracy lays out a detailed blueprint for creating organizations that are as inspired and ingenious as the human beings inside them.

Believe it or not, the results a person obtains are inversely proportionate to the degree to which he is intimidated; it's not what you say or do that counts, but what your posture is when you say or do it! Those who choose to be ostriches and believe they can wish away these realities invite an enormous amount of unnecessary pain and frustration into their lives. 

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.

The Complete Strategy Collection, a compilation of ancient and historical philosophies, will increase your knowledge of strategy, conflict, and adversity throughout the ages, giving you valuable insight into the past while opening a window to the future. Although each of the works can be considered a manual or diagram for war or engaging in physical combat, the life skills embodied in each can be adapted to everyday life in modern society. Listen and learn how you, too, can take advantage of the strategies of war.

Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today's buyers have more power than ever before - more information, more at stake, and more control over the buying process-they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: Salespeople and their companies end up on the losing end of the deal.

Land the deals you want and develop your instincts with million-dollar negotiation techniques. After selling over $3 billion in real estate, including the most expensive one-bedroom house in history, Josh Altman, costar of the hit show Million-Dollar Listing Los Angeles, wants to teach you the real estate sales and negotiation tactics that have made him one of America's top agents. Buying or selling a house, whether for a client or yourself, is one of the most important and stressful deals anyone can make, demanding emotional intelligence and a solid set of negotiating skills.

We're trying to get something done that really matters to us. To do this we need to work with others. But these others include people we don't agree with or like or trust, so working with them seems impossible - like collaborating with the enemy. What can we do?

When we make decisions we like to think we weigh the options carefully, look at all the possibilities, and make the best choice based on a rational examination of the facts. But in truth, much of our decision making happens on a subconscious level based on feelings we might not even be aware of. By observing and predicting human behavior, we can learn to react and direct behavior in others with the right kinds of words and body language. If you want to learn how to convince people to buy your product, contribute to your cause, or vote for your candidate, this book has the answers.

Above the Line: How to Create a Company Culture That Engages Employees, Delights Customers, and Delivers Results offers all leaders a handbook for leveraging an organization's culture to engage staff, increase customer satisfaction, and streamline business performance. A groundbreaking work, this book reveals what it takes to achieve optimum results from your organizational culture without employing the use of external consultants. This organic, in-house approach to company culture transformation saves both time and money.

In the business world, people negotiate on multiple levels—within their department, between companies, across industries. They negotiate for job offers, higher salaries, better benefits, and other important things. So, they need to learn to negotiate well. Join Rachel Campagna for six information-packed lectures focusing on the fundamentals and framework of negotiating. Learn specific tactics for negotiating your job offer and for negotiating a raise, how to use influence, and how to deal with tricky or unexpected issues that pop up in the process.

Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over 50 countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.

Here is Trump in action—how he runs his organization and how he runs his life—as he meets the people he needs to meet, chats with family and friends, clashes with enemies, and challenges conventional thinking. But even a maverick plays by rules, and Trump has formulated time-tested guidelines for success. He isolates the common elements in his greatest accomplishments; he shatters myths; he names names, spells out the zeros, and fully reveals the deal-maker's art. And throughout, Trump talks—really talks—about how he does it.

Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and economics to provide new strategies for anyone shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash. Getting (More of) What You Want shows how inexperienced negotiators regularly leave significant value on the table - and reveals how you can claim it.

Stuck in a "win-win versus win-lose" mind-set, most negotiators focus on the face-to-face process at the table. David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the "first dimension" of the authors' path-breaking approach, developed from their decades of doing deals and analyzing great dealmakers.

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.

When it comes to persuasion, success can begin before you say a word. In his global best seller Influence, Professor Robert Cialdini transformed the way we think about persuasion. Now he offers revelatory new insights into the art of winning people over: it isn’t just what we say or how we say it that counts but also what goes on in the moments before we speak. This is the world of ‘pre-suasion’, where subtle turns of phrase, seemingly insignificant visual cues and apparently unimportant details of location can prime people to say yes even before they are asked.

In Friend and Foe, researchers Galinsky and Schweitzer explain why this debate misses the mark. Rather than being hardwired to compete or cooperate, humans have evolved to do both. It is only by learning how to strike the right balance between these two forces that we can improve our long-term relationships and get more of what we want.