Bargaining with the Devil

When to Negotiate, When to Fight

Author: Robert Mnookin

Publisher: Simon and Schuster

ISBN: 9781416583646

Category: Business & Economics

Page: 336

View: 4644

The art of negotiation—from one of the country’s most eminent practitioners and the Chair of the Harvard Law School’s Program on 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. This lively, informative, emotionally compelling book identifies the tools one needs to make wise decisions about life’s most challenging conflicts.
Posted in Business & Economics

Beyond Winning

Author: Robert H. Mnookin

Publisher: Harvard University Press

ISBN: 0674504100

Category: Law

Page: 368

View: 2095

Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don't settle, relationships fall apart, justice is delayed. Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques.
Posted in Law

Negotiating on Behalf of Others

Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else

Author: Robert H. Mnookin,Lawrence E. Susskind

Publisher: SAGE Publications

ISBN: 1452221340

Category: Language Arts & Disciplines

Page: 344

View: 5055

Negotiating onBehalf of Others explores current negotiation theory, providing a framework for understanding the complexity of negotiating for others. Negotiation agents are broadly defined to include legislators, diplomats, salepersons, lawyers, committe chairs -- in fact anyone who represents others in negotiation. Leading figures in the field examine the following areas in depth: labour-management relations; international diplomacy; sports agents; legislative process; and agency law The book concludes with suggestions for future research and specific advice for practitioners.
Posted in Language Arts & Disciplines

Negotiating the Nonnegotiable

How to Resolve Your Most Emotionally Charged Conflicts

Author: Daniel Shapiro

Publisher: N.A

ISBN: 0670015563

Category: BUSINESS & ECONOMICS

Page: 319

View: 8414

"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. Before you get into your next conflict, read Negotiating the Nonnegotiable. It is not just "another book on conflict resolution," but a crucial step-by-step guide to resolve life's most emotionally challenging conflicts--whether between spouses, a parent and child, a boss and an employee, or rival communities or nations. These conflicts can feel nonnegotiable because they threaten your identity and trigger what Shapiro calls the Tribes Effect, a divisive mind-set that pits you against the other side. Once you fall prey to this mind-set, even a trivial argument with a family member or colleague can mushroom into an emotional uproar. Shapiro offers a powerful way out, drawing on his pioneering research and global fieldwork in consulting for everyone from heads of state to business leaders, embattled marital couples to families in crisis. And he also shares his insights from negotiating with three of the world's toughest negotiators--his three young sons. This is a must read to improve your professional and personal relationships"--
Posted in BUSINESS & ECONOMICS

Start with No

The Negotiating Tools that the Pros Don't Want You to Know

Author: Jim Camp

Publisher: Crown Business

ISBN: 1400045290

Category: Business & Economics

Page: 288

View: 5047

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 by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, energy, money, and emotion * never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.
Posted in Business & Economics

3-d Negotiation

Powerful Tools to Change the Game in Your Most Important Deals

Author: David A. Lax,James K. Sebenius

Publisher: Harvard Business Press

ISBN: 1422143449

Category: Business & Economics

Page: 304

View: 7531

When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.
Posted in Business & Economics

Never Split the Difference

Negotiating As If Your Life Depended On It

Author: Chris Voss,Tahl Raz

Publisher: HarperCollins

ISBN: 0062407813

Category: Business & Economics

Page: 288

View: 2783

A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
Posted in Business & Economics

Good for You, Great for Me

Finding the Trading Zone and Winning at Win-Win Negotiation

Author: Lawrence Susskind

Publisher: PublicAffairs

ISBN: 1610394267

Category: Business & Economics

Page: 256

View: 8682

You've read the classic on win-win negotiating, Getting to Yes … but so have they, the folks you are now negotiating with. How can you get a leg up … and win? “Win-win” negotiation is an appealing idea on an intellectual level: Find the best way to convince the other side to accept a mutually beneficial outcome, and then everyone gets their fair share. The reality, though, is that people want more than their fair share; they want to win. Tell your boss that you've concocted a deal that gets your company a piece of the pie, and the reaction is likely to be: “Maybe we need to find someone harder-nosed than you who knows how to win. We want the whole pie, not just a slice.” However, to return to an earlier era before “win-win” negotiation was in fashion and seek simply to dominate or bully opponents into submission would be a step in the wrong direction—and a public relations disaster. By showing how to win at win-win negotiating, Lawrence Susskind provides the operational advice you need to satisfy the interests of your back table—the people to whom you report. He also shows you how to deal with irrational people, whose vocabulary seems limited to “no,” or with the proverbial 900-pound gorilla. He explains how to find trades that create much more value than either you or your opponent thought possible. His brilliant concept of “the trading zone”—the space where you can create deals that are “good for them but great for you,” while still maintaining trust and keeping relationships intact—is a fresh way to re-think your approach to negotiating. The outcome is often the best of both possible worlds: You claim a disproportionate share of the value you've created while your opponents still look good to the people to whom they report. Whether the venue is business, a family dispute, international relations, or a tradeoff that has to be made between the environment and jobs, Susskind provides a breakthrough in how to both think about, and engage in, productive negotiations.
Posted in Business & Economics

Negotiating the Impossible

How to Break Deadlocks and Resolve Ugly Conflicts (without Money Or Muscle)

Author: Deepak Malhotra

Publisher: Berrett-Koehler Publishers

ISBN: 1626566984

Category: Business & Economics

Page: 224

View: 3127

Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation.
Posted in Business & Economics

The Art of Negotiation

How to Improvise Agreement in a Chaotic World

Author: Michael Wheeler

Publisher: Simon and Schuster

ISBN: 1451690444

Category: Business & Economics

Page: 320

View: 5309

A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to 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. The Art of Negotiation shows how master negotia­tors thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.
Posted in Business & Economics

The Good Room

Why we ended up in a debtors' prison – and how we can break free

Author: David McWilliams

Publisher: Penguin UK

ISBN: 0141971827

Category: Business & Economics

Page: 256

View: 3084

A forensic, entertaining polemic from the author of The Pope's Children. Ireland is deeply in debt, beholden to the IMF, the EU and the bond markets. Its economy is frozen, and years of austerity are ahead. It didn't have to be this way - and it doesn't have to be this way. In The Good Room, David McWilliams, who spotted the dangers of the Irish property bubble and imbalances within the eurozone at a time when other commentators were cheerleading the boom, explains the bizarre economics behind Ireland's current predicament, and illuminates a different path for the country. He illustrates the consequences of debt and austerity for ordinary Irish people and explains why austerity can't work. And he shows that history offers numerous useful models for Irish recovery - provided we open our eyes to them. Economics is about people like you. The Pope's Children was the book that connected the dots between economics and daily life in Ireland during the boom years. The Good Room does the same for the Ireland of the bust, and is - in its call for a completely different approach - an even more urgent and necessary work. 'McWilliams has a great knack for bringing a complex economics story to life. He is also funny. In economics, that's a rare and persuasive combination.' Stephanie Flanders, Irish Times 'A gifted and often courageous polemicist who has done more to popularize the debate about economics in Ireland than anyone else' Irish Independent 'McWilliams makes a compelling argument for the need for a different approach to Irish and European economic management ... [A] realistic, pragmatic call for innovative policies that take account of proven economic theory' Sunday Business Post David McWilliams is Ireland's leading popular economist, and a columnist for the Irish Independent and the Sunday Business Post. He is the author of the bestsellers The Pope's Children, The Generation Game, and Follow the Money.
Posted in Business & Economics

Legal Negotiation and Settlement

Author: Gerald R. Williams

Publisher: West Group

ISBN: 9780314680938

Category: Law

Page: 207

View: 9645

This work is written primarily for law students who are learning negotiating skills in clinical courses, but it will serve equally well for lawyers and others who are interested in the topic of negotiation. The book has three main areas of emphasis. First, negotiating behavior of practicing lawyers fall into two main patterns-?cooperative? and ?aggressive?-and implications of those patterns is discussed. The author then covers the four stages of the negotiation process, and lastly lays out the legal rules and economic principles that apply to the negotiated settlement of disputes. The Appendices include transcripts to two lawyer-to-lawyer negotiations.
Posted in Law

Negotiation Genius

How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

Author: Deepak Malhotra,Max Bazerman

Publisher: Bantam

ISBN: 9780553904949

Category: Business & Economics

Page: 352

View: 6585

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.
Posted in Business & Economics

The Innocence of the Devil

Author: Nawal El Saadawi,Sherif Hetata,Fedwa Malti-Douglas

Publisher: Univ of California Press

ISBN: 9780520216525

Category: Fiction

Page: 233

View: 7787

Nawal El Saadawi's books are known for their powerful denunciation of patriarchy in its many forms: social, political, and religious. Set in an insane asylum, The Innocence of the Devil is a complex and chilling novel that recasts the relationships of God and Satan, of good and evil. Intertwining the lives of two young women as they discover their sexual and emotional powers, Saadawi weaves a dreamlike narrative that reveals how the patriarchal structures of Christianity and Islam are strikingly similar: physical violation of women is not simply a social or political phenomenon, it is a religious one as well. While more measured in tone than Salman Rushdie's Satanic Verses, Saadawi's novel is similar in its linguistic, literary, and philosophical richness. Evoking a world of pain and survival that may be unfamiliar to many readers, it speaks in a universal voice that reaches across cultures and is the author's most potent weapon.
Posted in Fiction

Summary: Bargaining with the Devil

Review and Analysis of Mnookin's Book

Author: BusinessNews Publishing

Publisher: Primento

ISBN: 280622490X

Category: Law

Page: 10

View: 6144

The must-read summary of Robert Mnookin's book: "Bargaining with the Devil: When to Negotiate, When to Fight". This complete summary of the ideas from Robert Mnookin's book "Bargaining With the Devil" shows that in the business world, people and companies are often faced with conflict, and the emotions that surround these can make it hard to stand back and assess the best course of action. For instance, when should one just accept and move on, and when should one negotiate or go straight to warfare? This summary points out a decision-making framework to assist in such situations. It lays out three challenges which you must overcome before making a decision on when to negotiate: 1) Untangle your emotions from the situation, 2) Analyze costs and benefits of negotiating versus other viable alternatives, 3) Address the moral and ethical issues involved in deciding whether to negotiate with an enemy. With this logical summary of Mnookin’s book, you will be able to avoid falling into traps and will be able to enter negotiations with confidence that you have enough backing to support your decision. Added-value of this summary: • Save time • Understand the key concepts • Increase your business knowledge To learn more, read "Bargaining with the Devil" and improve your negotiation skills.
Posted in Law

The Devil and Tom Walker

Author: Washington Irving

Publisher: Charles River Editors via PublishDrive

ISBN: 1518321771

Category: Fiction

Page: 20

View: 4628

Skyros Publishing is dedicated to reproducing the finest books ever written and letting readers of all ages experience a classic for the first time or revisit a past favorite. The Devil and Tom Walker is a classic short story written by Washington Irving which features a hidden treasure buried by the pirate William the Kidd.The greedy Tom Walker makes a deal with the devil in order to get the treasure.
Posted in Fiction

Dealmaking: The New Strategy of Negotiauctions

Author: Guhan Subramanian

Publisher: W. W. Norton & Company

ISBN: 0393339955

Category: Business & Economics

Page: 256

View: 7363

For years, academic thinking on negotiations and auctions has matured in different silos. Negotiation theory focused on deals between two parties, investigating psychological motivations and invoking ideas like 'best alternative to a negotiated agreement.' Auction theory, on the other hand, focused exclusively on situations where multiple bidders were involved and the highest bidder won. Harvard Business School professor Guhan Subramanian specializes in understanding how deals. As he studied deals in the news, observed deals as a participant and invited legendary dealmakers into his classroom, one commonality kept cropping up. Assets most often change hand not in a pure negotiation or a pure auction, but by a mechanism that freely combines elements from both schools of thought. Negotiators are 'fighting on two fronts' across the table, but also on the same side of the table with known, unknown, or possible competitors. In Negotiauctions, Subramanian provides a lively tour of both negotiation and auction theory, following those summaries with an in-depth look at his hybrid theory that includes strategies that readers can use in real life situations. Along the way Subramanian employs multiple case studies, from studio negotiations over a new season of the TV show Frasier to his own experience purchasing a car. Classroom tested in one of the world's best business schools, Negotiauctions is an indispensable how-to guide for anyone involved in the sale of high-value assets.
Posted in Business & Economics

You Can Negotiate Anything

Author: Herb Cohen

Publisher: Bantam

ISBN: 0553281097

Category: Business & Economics

Page: 255

View: 2822

Get the secrets of success in this great bestseller (over nine months on the "New York Times" bestseller list) that can change your life for the better. Claiming that the world is a giant negotiating table, renowned negotiator Cohen teaches the art of negotiation with dozens of concrete examples.
Posted in Business & Economics

How to Become a Rainmaker

The Rules for Getting and Keeping Customers and Clients

Author: Jeffrey J. Fox

Publisher: Hachette Books

ISBN: 0786870281

Category: Business & Economics

Page: 192

View: 4589

Now Updated and with New Success Tips! Rainmakers are not born. They are made. And Jeffrey Fox's powerful HOW TO BECOME A RAINMAKER will get you there. Filled with smart tips given in the Fox signature style, counter-intuitive, controversial, and practiced, this hard-hitting collection of sales advice shows readers how to woo, pursue, and finally win any customer. In witty, succinct chapters, Fox offers surprising, daring, and totally practical wisdom that will help readers rise above the competition in any company in any field. A terrific resource for CEOs, as well as anyone looking to distinguish themselves in sales--be it books, cars, or real estate--How to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field.
Posted in Business & Economics

The Devil in the Shape of a Woman: Witchcraft in Colonial New England

Author: Carol F. Karlsen

Publisher: W. W. Norton & Company

ISBN: 0393347192

Category: History

Page: 384

View: 7331

"A pioneer work in…the sexual structuring of society. This is not just another book about witchcraft." —Edmund S. Morgan, Yale University Confessing to "familiarity with the devils," Mary Johnson, a servant, was executed by Connecticut officials in 1648. A wealthy Boston widow, Ann Hibbens was hanged in 1656 for casting spells on her neighbors. The case of Ann Cole, who was "taken with very strange Fits," fueled an outbreak of witchcraft accusations in Hartford a generation before the notorious events at Salem. More than three hundred years later, the question "Why?" still haunts us. Why were these and other women likely witches—vulnerable to accusations of witchcraft and possession? Carol F. Karlsen reveals the social construction of witchcraft in seventeenth-century New England and illuminates the larger contours of gender relations in that society.
Posted in History