Negotiating Books - Page 12

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Cool Tools for Hot Topics: Group Tools to Facilitate Meetings When Things Are Hot (The Little Books of Justice and Peacebuilding)

Ron Kraybill, Evelyn Wright

Cool Tools for Hot Topics: Group Tools to Facilitate Meetings When Things Are Hot (The Little Books of Justice and Peacebuilding) Ron Kraybill, Evelyn Wright Amazon Price: $4.95
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Customer Reviews:
Total reviews: 2 Average rating: 5.0 of 5

How to resolve a dispute - 101 5 out of 5 stars.
4 of 4 people found this review helpful.

A colleague handed me a copy of The Little Book of Cool Tools for Hot Topics: Group Tools to Facilitate Meetings When Things Are Hot (The Little Books of Justice and Peacebuilding). We both work in an organization, live in a community, have allegiance to a Land, and are concerned for the whole world - so conflict and disputes are all around us.

"It's a quick read, hands on, lots of useful techniques; you'll like it."

It was and I did.

Whether you are planning to lead a group through a conflicted time, or will be part of the group itself and want to learn more about taking a larger point of view - this little book is a great resource.

Bob Leming
Philadelphia

An Essential Book for your Toolbox 5 out of 5 stars.
2 of 2 people found this review helpful.

Everyone who is facilitating conversations on difficult subjects and/or conflictual issues should read this book. Ron Kraybill gives us his best tools, learned from years of mediating and teaching, including years working in South Africa. Whatever your issue or conflict, there is a tool here that will help you.

Organizational Behavior: Concepts, Controversies, and Applications

Stephen P. Robbins

Organizational Behavior: Concepts, Controversies, and Applications Stephen P. Robbins List Price: $66.50
By: Prentice Hall College Div
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Customer Reviews:
Total reviews: 6 Average rating: 4.5 of 5

Good Book 5 out of 5 stars.
6 of 7 people found this review helpful.

Hi All

This is an Excellent book for Starters. Well defined concepts and theories that actually work in real life situations. I read this book in 1998(9th Edition though).

Editorial Review:

THE most comprehensive, reality-based review of organizational behavior of its kind, this volume prepares readers to explain and predict behavior in organizations at three levels—the individual, the group, and the organization system. Features a lively, conversational style, extensive examples, case applications, skill-building modules, “Ethical” Dilemma exercises, “Myth or Science?” boxes, and more. Values, Attitudes, and Job Satisfaction. Personality and Emotions. Perception and Individual Decision Making. Basic Motivation Concepts. Motivation: From Concepts to Applications. Understanding Work Teams. Communication. Basic Approaches to Leadership. Contemporary Issues in Leadership. Power and Politics. Conflict and Negotiation. Technology and Work Design. Human Resource Policies and Practices. Organizational Culture. Organizational Change and Stress Management. For anyone interested in organizational behavior, organizational psychology, or human relations.

Identities, Boundaries, and Social Ties

Charles Tilly

Identities, Boundaries, and Social Ties Charles Tilly Amazon Price: $84.00
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Editorial Review:

The newest book by award-winning social scientist Charles Tilly offers a distinctive, coherent account of social processes and individuals' connections to their larger social and political worlds. It is novel in demonstrating the connections between inequality and de-democratization, between identities and social inequality, and between citizenship and identities. The book treats interpersonal transactions as the basic elements of larger social processes. Tilly shows how personal interactions compound into identities, create and transform social boundaries, and accumulate into durable social ties. He also shows how individual and group dispositions result from interpersonal transactions. Resisting the focus on deliberated individual action, the book repeatedly gives attention to incremental effects, indirect effects, environmental effects, feedback, mistakes, repairs, and unanticipated consequences. Social life is complicated. But, the book shows, social life becomes comprehensible once you know how to look at it.

Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator

Roger Dawson

Secrets of Power Negotiating for Salespeople: Inside Secrets from a Master Negotiator Roger Dawson Amazon Price: $11.55
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Customer Reviews:
Total reviews: 6 Average rating: 4.5 of 5

Highly Recommended! 5 out of 5 stars.
15 of 15 people found this review helpful.

While the market is flooded with books on how to pitch, sell, wrangle and close a deal, this book rises well above most of them. Author Roger Dawson takes salespeople step by step through the economic and psychological aspects of successful negotiating. Expertly and conversationally written, and strategically structured, this book actually delivers what its title promises: plenty of secrets about power negotiating. View your job in sales as a chess game you can control because you know the rules, from the opening gambit to the power plays in the middle, to the all-important close. If you've read Dawson's Secrets of Power Negotiating, you'll find a good bit of repetition here, but even when he cites the same gambits, he discusses using them to make sales. You only need to read one of the two books, but we [...] say make it this one if you're in sales. Learn these gambits, so you can say, "Checkmate."

Editorial Review:

In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales.

He shows salespeople how to:
* Use pressure points to control the negotiating situation.
* Downplay the importance of money.
* Ask for more than one expects to get.
* Negotiate with individuals from other cultures.
* Master the nine elements of power that control negotiating situations.
* Analyze personality styles and adapt to them.
* Master the 24 power closes.

This is not a dull, dry treatise full theory. Nor is it a handbook of tricks and scams meant to manipulate others. It is the most complete book ever written specifically for salespeople about the process of negotiation.

How to Sell Your Business: And Get the Best Price for It

John E. Sampson

How to Sell Your Business: And Get the Best Price for It John E. Sampson Amazon Price: $19.96
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Customer Reviews:
Total reviews: 8 Average rating: 4.5 of 5

Editorial Review:

How to Sell Your Business and Get the Best Price for It provides a road map of suggestions, insights, and techniques that will help owners and entrepreneurs achieve success in selling their businesses. This book provides a detailed, easy-to-grasp explanation of how owners can go about selling their companies -- and optimize the price they receive.

It is written to take the mystery out of the process of selling a business, and to help newcomers to the subject become conversant with the knowledge they will need -- and comfortable with the experts they will encounter -- during the various stages in the selling process.

The book covers the entire selling process step-by-step -- from making the decision of when to sell, through determining how to market the company, to understanding the various legal documents involved in a sale, and on to closing the deal and handling the transition afterwards. Throughout the book, John Sampson shares many experiences and stories from his successful career of working first hand with business owners.

Understanding Organizations (Penguin Business Library)

Charles B. Handy

Understanding Organizations (Penguin Business Library) Charles B. Handy Amazon Price: $20.82
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Customer Reviews:
Total reviews: 3 Average rating: 4.5 of 5

Great research into organisations 5 out of 5 stars.
17 of 18 people found this review helpful.

Charles Handy is one of Britain's management gurus. This original edition of this book was written while he was professor at the London Business School. Although this book is not simple to read and is very comprehensive, it is an excellent introduction to understanding organisations (yes, just like the title).

The book consists of three parts. Part I introduces a set of models/frameworks, for better understanding of people and organisations. Handy selected six themes common to organisations - motivation, roles and interactions, leadership, power and influence, workings of groups, and cultures of organisations. Each of these themes receives an excellent, extremely in-depth literature review, which all have been updated in this 4th edition to include the latest literature and trends. Handy looks at each of these themes from various angles and does not really push the reader into any dominant one; "This book is eclectic. ... It is wise to be eclectic, to pick from each anything that helps, to compile the sort of personal anthology which is what book aims to be." In addition, Handy uses a large number of quotes from other academics to explain his comments.

In Part II, Handy looks at each of the themes introduced in Part I and their impact on organisations. This part is a lot less academic and Handy tries to apply the models/framework introduced in Part I into practice. "One bookcase for the theorectical models, another for the tips and hints on current practice. The discussion in this part is not intended to be a review of best current practice but rather an interpretation, often a provocative one, of the implications of some of the theories that we say we all subscribe to." Handy applies it to people of organisations and their development, the work of the organisation - and its design, politics and change, being a manager, and the future of organisations.

In Part III, Handy provides a brief overview of the relevant field of theory, makes suggestions on useful sources and gives references to the major studies mentioned in the text. "Part Three is for those who wonder about the sources of my ideas, concepts, and theories, or for those who wish to pursue any topic in greater depth." Handy does this on a chapter-by-chapter basis, which is very useful for any MBA-student or researcher.

This book is a comprehensive piece of work into organisations. It certainly helps you understand organisations better, but do not take this book too lightly as it is not for the fainthearted. It is so extremely comprehensive that I do not see anybody read this book in one go. On the other hand, I must stress that the literature reviewed and covered is spectacular and done fantastically. Handy's ability to bring this into perspective with practice is also very strong. A MUST for MBA-students and all other people interested in organisational studies.

Editorial Review:

In a new introduction to his classic text, Charles Handy demonstrates how the key concepts of culture, motivation, leadership, power, role-playing, and group-working remain as important today as when the book was first published. "Organizations are not objects. They are micro-societies." This core business text gives students and professionals the tools to analyze and improve these "micro-societies."

Negotiate Like the Pros: A Master Sports Negotiator's Lessons for Making Deals, Building Relationships, and Getting What You Want

Kenneth L. Shropshire

Negotiate Like the Pros: A Master Sports Negotiator's Lessons for Making Deals, Building Relationships, and Getting What You Want Kenneth L. Shropshire Amazon Price: $14.96
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Editorial Review:

If you're looking to build your deal-making chops, there is no better school than the world of professional sports. Few authors are as qualified to guide you through that rough-and-tumble terrain as Ken Shropshire.

. .

From the Fortune 500 to the NFL, from Don King to big city mayors, Ken has negotiated major sports deals across the country and around the world. He's also one of today's most sought-after negotiating coaches, with clients ranging from the National Collegiate Athletic Association to IBM.

. .

In Negotiate Like the Pros, Ken tells the stories behind some of the most sensational sports deals of all time and extracts powerful lessons from them on the skills you need to master to become a top-notch dealmaker. You'll learn how to:

. .
    .
  • Prepare and Set Agendas: Peter Ueberroth's negotiation with Fidel Castro during the Soviet boycott of the '84 Olympics.
  • Know Your Negotiating Style and Play to Your Strengths: Why NFL coach Bill Walsh stresses sticking with your style.
  • Set Goals: the $60 million deal Daiuske �Dice-K� Matsuzaka cut with the Boston Red Sox in 2006.
  • Leverage: from the astonishing three-way negotiation between Muhammed Ali, George Foreman and the President of Zaire that Don King used to pull off �The Rumble in the Jungle�.
  • Build Relationships: Yao Ming's move from China and David Beckham's $250 million deal with the Los Angeles Galaxy.
. .

You also get a wealth of insider tips, tricks, and skill-building tools to help you develop a highly-effective, systematic approach to deal making. Whether you're a fanatic who sees the world through sports-colored glasses, or a casual observer who wants to learn from some of the toughest, shrewdest dealmakers in any industry, this book will teach you how to Negotiate Like the Pros.

.

Negotiating with Giants

Peter D. Johnston

Negotiating with Giants Peter D. Johnston Amazon Price: $16.47
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Customer Reviews:
Total reviews: 2 Average rating: 5.0 of 5

Insightful & entertaining...a powerful combination! 5 out of 5 stars.
4 of 4 people found this review helpful.


Each of us, at some point in our lives, will confront our own goliath: a boss, company, government or nation that's dramatically bigger and more powerful than us. While the odds may seem stacked against us, "Negotiating with Giants" provides a golden ray of hope. The author reminds us that we're "negotiating", not simply when we're "at the table", but whenever we try to influence our giant in any way. He then clearly defines the secrets and strategies for "getting what you want, against the odds", with a writing style that is crisp, strong and confident. While the book is highly thorough and intelligent, it is equally engaging and entertaining. What makes this book truly stand out is the rich stories the author draws on to bring his key messages to life. Dozens of true stories, encompassing business, political, social, and individual situations, are viewed through the lens of giant negotiations. These stories alone make great reading.

"Negotiating with Giants" is well-organized and highly accessible. It includes chapter summaries ("Final Thoughts"), and a four page, back-of-the-book summary (more authors should include one!) that cross-references the negotiation secrets and strategies, with stories and page numbers. These thoughtful features make me believe "Negotiating with Giants" will be an indispensable reference tool for business executives, politicians, citizens and activists...or anyone else, for that matter, facing a goliath.

Editorial Review:

HOW DO YOU NEGOTIATE WITH WAL-MART? With America's President over going to war? An improved education for your kids? A cleaner environment? An ethical issue with an intimidating boss? An unequal personal relationship? A Super Bowl victory for a team of losers? A capital infusion for a struggling start-up? Better healthcare for your family? The return of stolen treasure, lost rights or a canceled credit card? Your survival if you're taken hostage by an armed killer?

IN THIS PIONEERING BOOK, NEGOTIATION EXPERT PETER JOHNSTON surprises us with answers to these far-flung questions, laying out unique strategies and concrete steps we can all use to handle the growing number of giants in our personal and professional lives. As readers, we travel across time--through riveting, real-life stories--uncovering the secrets of successful smaller players so we, too, can get what we want against the odds.

On and Off the Record: Colosi on Negotiation, 2nd edition

Thomas R. Colosi

On and Off the Record: Colosi on Negotiation, 2nd edition Thomas R. Colosi Amazon Price: $24.95
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Editorial Review:

Do you know how to conduct an effective negotiation where you and the other party or parties get what you want?

It's not simply by knowing how to influence people. It's by understanding the process, structure, and management of negotiation that you will negotiate more successfully. ON AND OFF THE RECORD: COLOSI ON NEGOTIATION clearly details how to identify, understand, and manage the many relationships and angles that come into play as part of the negotiation process. (And it also teaches you how to inluence people!)

This latest edition of the classic handbook on negotiation is revised and updated with new statistics and additional innovative sections. ON AND OFF THE RECORD will assist you not only in business situations but in personal ones as well.

The Photographer's Guide to Negotiating

Richard Weisgrau

The Photographer's Guide to Negotiating Richard Weisgrau Amazon Price: $17.95
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Customer Reviews:
Total reviews: 3 Average rating: 5.0 of 5

Editorial Review:

The crucial guide for every shutterbug who is a better photographer than a negotiatorl An industry leader instills photographers with the confidence and common sense they need to negotiate effectively with clients, vendors, fellow photographers, and others. Readers will be surprised to recognize ways in which they already negotiate successfully in everyday life and how they can apply these principles in business. Drawing from decades of experience, the author examines the nature of negotiating and the traits of a good negotiator. This book reveals the best strategies and tactics for business dealings and ways for photographers to best plan for a negotiation. Specific tips are offered for negotiating assignment deals, stock photography sales, contracts, purchases, and more. In-depth interviews with an art buyer, a photographer, and a photographer's representative reveal firsthand clues to effective negotiating, as well as blunders to avoid. A special section offers practical advice to help readers practice and further hone their negotiating skills.

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