Never Split The Difference Negotiating As If Your Life Depended On It Pdf

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Never Split the Difference

Never Split the Difference Pdf/ePub eBook Author:
Editor: HarperCollins
ISBN: 0062407813
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Never Split the Difference by Summary

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.

The Negotiation Book

The Negotiation Book Pdf/ePub eBook Author: Steve Gates
Editor: John Wiley & Sons
ISBN: 1119155517
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The Negotiation Book by Steve Gates Summary

Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage

Shadow of the Silk Road

Shadow of the Silk Road Pdf/ePub eBook Author: Colin Thubron
Editor: Random House
ISBN: 1446499782
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Shadow of the Silk Road by Colin Thubron Summary

A journey along the greatest land route on earth, from the master of travel writing Colin Thubron On buses, donkey carts, trains, jeeps and camels, Colin Thubron traces the drifts of the first great trade route out of the heart of China into the mountains of Central Asia, across northern Afghanistan and the plains of Iran into Kurdish Turkey. Covering over 7000 miles in eight months Thubron recounts extraordinary adventures - a near-miss with a drunk-driver, incarceration in a Chinese cell during the SARS epidemic, undergoing root canal treatment without anaesthetic in Iran - in inimitable prose. Shadow of the Silk Road is about Asia today; a magnificent account of an ancient world in modern ferment. 'It is hard to think of a better travel book written this century' Times 'Thubron is the pre-eminent travel writer of his generation' Sunday Telegraph

Start with No

Start with No Pdf/ePub eBook Author: Jim Camp
Editor: Currency
ISBN: 1400045290
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Start with No by Jim Camp Summary

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.

Bargaining with the Devil

Bargaining with the Devil Pdf/ePub eBook Author: Robert Mnookin
Editor: Simon and Schuster
ISBN: 9781416583646
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Bargaining with the Devil by Robert Mnookin Summary

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.

Beyond Winning

Beyond Winning Pdf/ePub eBook Author: Robert H. Mnookin
Editor: Harvard University Press
ISBN: 0674504100
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Beyond Winning by Robert H. Mnookin Summary

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.

Negotiation Genius

Negotiation Genius Pdf/ePub eBook Author: Deepak Malhotra,Max Bazerman
Editor: Bantam
ISBN: 0553904949
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Negotiation Genius by Deepak Malhotra,Max Bazerman Summary

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.

Summary of "Never Split the Difference" By Chris Voss - Free book by QuickRead.com

Summary of Author: QuickRead,Lea Schullery
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Summary of "Never Split the Difference" By Chris Voss - Free book by QuickRead.com by QuickRead,Lea Schullery Summary

Want more free books like this? Download our app for free at https://www.QuickRead.com/App and get access to hundreds of free book and audiobook summaries. The how-to guide for learning the secrets of negotiation from the FBI’s lead negotiator, implement the techniques and learn how to always get what you want. After joining the FBI, Chris Voss suddenly found himself face-to-face with a variety of criminals, from bank robbers to terrorists, all making demands and threatening to take lives along the way. Reaching the peak of his profession, Chris became the FBI’s lead international kidnapping negotiator. Through Never Split the Difference, Chris takes you inside the world of high-stakes negotiations and lays out the techniques he and his colleagues used to get what they wanted and save the lives of hostages. Now, you can use Chris’s book as a guide to learn how to implement the key elements of negotiation and become more persuasive in your professional and personal life.

1493

1493 Pdf/ePub eBook Author: Charles C. Mann
Editor: Vintage
ISBN: 0307596729
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1493 by Charles C. Mann Summary

From the author of 1491—the best-selling study of the pre-Columbian Americas—a deeply engaging new history of the most momentous biological event since the death of the dinosaurs. More than 200 million years ago, geological forces split apart the continents. Isolated from each other, the two halves of the world developed radically different suites of plants and animals. When Christopher Columbus set foot in the Americas, he ended that separation at a stroke. Driven by the economic goal of establishing trade with China, he accidentally set off an ecological convulsion as European vessels carried thousands of species to new homes across the oceans. The Columbian Exchange, as researchers call it, is the reason there are tomatoes in Italy, oranges in Florida, chocolates in Switzerland, and chili peppers in Thailand. More important, creatures the colonists knew nothing about hitched along for the ride. Earthworms, mosquitoes, and cockroaches; honeybees, dandelions, and African grasses; bacteria, fungi, and viruses; rats of every description—all of them rushed like eager tourists into lands that had never seen their like before, changing lives and landscapes across the planet. Eight decades after Columbus, a Spaniard named Legazpi succeeded where Columbus had failed. He sailed west to establish continual trade with China, then the richest, most powerful country in the world. In Manila, a city Legazpi founded, silver from the Americas, mined by African and Indian slaves, was sold to Asians in return for silk for Europeans. It was the first time that goods and people from every corner of the globe were connected in a single worldwide exchange. Much as Columbus created a new world biologically, Legazpi and the Spanish empire he served created a new world economically. As Charles C. Mann shows, the Columbian Exchange underlies much of subsequent human history. Presenting the latest research by ecologists, anthropologists, archaeologists, and historians, Mann shows how the creation of this worldwide network of ecological and economic exchange fostered the rise of Europe, devastated imperial China, convulsed Africa, and for two centuries made Mexico City—where Asia, Europe, and the new frontier of the Americas dynamically interacted—the center of the world. In such encounters, he uncovers the germ of today’s fiercest political disputes, from immigration to trade policy to culture wars. In 1493, Charles Mann gives us an eye-opening scientific interpretation of our past, unequaled in its authority and fascination.

Instant Influence

Instant Influence Pdf/ePub eBook Author: Michael Pantalon
Editor: Little, Brown Spark
ISBN: 0316134651
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Instant Influence by Michael Pantalon Summary

If you want to motivate your employees to be more productive, convince your customers to use more of your products and services, encourage a loved one to engage in healthier habits, or inspire any change in yourself, renowned psychologist Dr. Michael Pantalon can show you how to achieve Instant Influence in six simple steps. Drawing on three decades of research, Dr. Pantalon's easy-to-learn method can create changes both great and small in 7 minutes or less. This scientifically tested method succeeds in every area of work and life by helping people tap into their deeply personal reasons for wanting to change and finding a spark of "yes" within an answer that sounds like "no."

Bargaining for Advantage

Bargaining for Advantage Pdf/ePub eBook Author: G. Richard Shell
Editor: Penguin
ISBN: 1101221372
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Bargaining for Advantage by G. Richard Shell Summary

BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track

The Founder's Dilemmas

The Founder's Dilemmas Pdf/ePub eBook Author: Noam Wasserman
Editor: Princeton University Press
ISBN: 1400841933
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The Founder's Dilemmas by Noam Wasserman Summary

A guide to the early decisions that can make or break startup ventures Often downplayed in the excitement of starting up a new business venture is one of the most important decisions entrepreneurs will face: should they go it alone, or bring in cofounders, hires, and investors to help build the business? More than just financial rewards are at stake. Friendships and relationships can suffer. Bad decisions at the inception of a promising venture lay the foundations for its eventual ruin. The Founder's Dilemmas is the first book to examine the early decisions by entrepreneurs that can make or break a startup and its team. Drawing on a decade of research, Noam Wasserman reveals the common pitfalls founders face and how to avoid them. He looks at whether it is a good idea to cofound with friends or relatives, how and when to split the equity within the founding team, and how to recognize when a successful founder-CEO should exit or be fired. Wasserman explains how to anticipate, avoid, or recover from disastrous mistakes that can splinter a founding team, strip founders of control, and leave founders without a financial payoff for their hard work and innovative ideas. He highlights the need at each step to strike a careful balance between controlling the startup and attracting the best resources to grow it, and demonstrates why the easy short-term choice is often the most perilous in the long term. The Founder's Dilemmas draws on the inside stories of founders like Evan Williams of Twitter and Tim Westergren of Pandora, while mining quantitative data on almost ten thousand founders. People problems are the leading cause of failure in startups. This book offers solutions.

Getting More

Getting More Pdf/ePub eBook Author: Stuart Diamond
Editor: Currency
ISBN: 0307716910
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Getting More by Stuart Diamond Summary

NEW YORK TIMES BESTSELLER • Learn the negotiation model used by Google to train employees worldwide, U.S. Special Ops to promote stability globally (“this stuff saves lives”), and families to forge better relationships. A 20% discount on an item already on sale. A four-year-old willingly brushes his/her teeth and goes to bed. A vacationing couple gets on a flight that has left the gate. $5 million more for a small business; a billion dollars at a big one. Based on thirty years of research among forty thousand people in sixty countries, Wharton Business School Professor and Pulitzer Prize winner Stuart Diamond shows in this unique and revolutionary book how emotional intelligence, perceptions, cultural diversity and collaboration produce four times as much value as old-school, conflictive, power, leverage and logic. As negotiations underlie every human encounter, this immediately-usable advice works in virtually any situation: kids, jobs, travel, shopping, business, politics, relationships, cultures, partners, competitors. The tools are invisible until you first see them. Then they’re always there to solve your problems and meet your goals.

Say Less, Get More

Say Less, Get More Pdf/ePub eBook Author: Fotini Iconomopoulos
Editor: HarperCollins
ISBN: 1443459534
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Say Less, Get More by Fotini Iconomopoulos Summary

Negotiation without fear, for everyone, everywhere Nicknamed “the negotiator” as a child, Fotini Iconomopoulos has been honing her skills her entire life. As a sought-after expert, for more than a decade she’s been empowering Fortune 500 executives and their teams to achieve their objectives, guiding them through high-stakes scenarios in industries such as consumer packaged goods, retail, professional services, energy, telecommunications, tech and finance. Now for the first time, Iconomopoulos shares her simple and innovative strategies, debunks common negotiation myths and explains why effective negotiation does not follow a one-size fits all/art of the deal approach. In Say Less, Get More you’ll find out how to: Assess where your situation falls on the negotiation spectrum so you can adjust your tactics accordingly Understand who you are negotiating with, their background and their goals, in order to develop your approach Determine your starting position, your final outcome and a strategy to get there Manage the negotiation process, overcome obstacles and find common ground Communicate effectively in any scenario, including learning what to say and when to say it if you can’t reach a deal Develop and foster excellent client relationships and networks Once you are armed with Iconomopoulos’s sensible strategies and proven advice, you’ll be able to confidently get what you want in business and in life.

Mein Kampf

Mein Kampf Pdf/ePub eBook Author: Adolf Hitler
Editor: Diamond Pocket Books Pvt Ltd
ISBN: 9390504872
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Mein Kampf by Adolf Hitler Summary

‘MEIN KAMPF’ is the autobiography of Adolf Hitler gives detailed insight into the mission and vision of Adolf Hitler that shook the world. This book is the merger of two volumes. The first volume of MEIN KAMPF’ was written while the author was imprisioned in a Bavarian fortress. The book deals with events which brought the author into this blight. It was the hour of Germany’s deepest humiliation, when Napolean has dismembered the old German Empire and French soldiers occupied almost the whole of Germony. The books narrates how Hitler was arrested with several of his comrades and imprisoned in the fortress of Landsberg on the river Lech. During this period only the author wrote the first volume of MEIN KAMPF. The Second volume of MEIN KAMPF was written after release of Hitler from prison and it was published after the French had left the Ruhr, the tramp of the invading armies still echoed in German ears and the terrible ravages had plunged the country into a state of social and economic Chaos. The beauty of the book is, MEIN KAMPF is an historical document which bears the emprint of its own time. Moreover, Hitler has declared that his acts and ‘public statements’ constitute a partial revision of his book and are to be taken as such. Also, the author has translated Hitler’s ideal, the Volkischer Staat, as the People’s State. The author has tried his best making German Vocabulary easy to understand. You will never be satisfied until go through the whole book. A must read book, which is one of the most widely circulated and read books worldwide.

Negotiating for Success: Essential Strategies and Skills

Negotiating for Success: Essential Strategies and Skills Pdf/ePub eBook Author: George J. Siedel
Editor: Van Rye Publishing, LLC
ISBN: 0990367126
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Negotiating for Success: Essential Strategies and Skills by George J. Siedel Summary

We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.

Reflections on the Revolution in France

Reflections on the Revolution in France Pdf/ePub eBook Author: Edmund Burke
Editor: Broadview Press
ISBN: 1770488308
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Reflections on the Revolution in France by Edmund Burke Summary

This abridgement of Reflections on the Revolution in France preserves the dynamism of Edmund Burke’s polemic while excising a number of detail-laden passages that may be of less interest to modern readers. Brian R. Clack’s introduction offers a compelling overview of the text and explores the consistency and coherence of Burke’s views on revolution. Burke’s critique of revolutionary politics is illuminated further by the extensive supplementary materials collected in a number of themed appendices.

Pre-Incident Indicators of Terrorist Incidents

Pre-Incident Indicators of Terrorist Incidents Pdf/ePub eBook Author: Brent L. Smith
Editor: DIANE Publishing
ISBN: 1437930611
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Pre-Incident Indicators of Terrorist Incidents by Brent L. Smith Summary

This is a print on demand edition of a hard to find publication. Explores whether sufficient data exists to examine the temporal and spatial relationships that existed in terrorist group planning, and if so, could patterns of preparatory conduct be identified? About one-half of the terrorists resided, planned, and prepared for terrorism relatively close to their eventual target. The terrorist groups existed for 1,205 days from the first planning meeting to the date of the actual/planned terrorist incident. The planning process for specific acts began 2-3 months prior to the terrorist incident. This study examined selected terrorist groups/incidents in the U.S. from 1980-2002. It provides for the potential to identify patterns of conduct that might lead to intervention prior to the commission of the actual terrorist incidents. Illustrations.

Beyond Reason

Beyond Reason Pdf/ePub eBook Author: Roger Fisher,Daniel Shapiro
Editor: Penguin
ISBN: 1101218878
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Beyond Reason by Roger Fisher,Daniel Shapiro Summary

“Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.” —Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People • Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution • In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.

One Bullet Away

One Bullet Away Pdf/ePub eBook Author: Nathaniel Fick
Editor: Houghton Mifflin Harcourt
ISBN: 0547349548
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One Bullet Away by Nathaniel Fick Summary

The New York Times bestseller that “provides a close-up and often harrowing look at Fick’s service both in Iraq and Afghanistan” (U.S. News & World Report). If the Marines are “the few, the proud,” Recon Marines are the fewest and the proudest. Nathaniel Fick’s career begins with a hellish summer at Quantico, after his junior year at Dartmouth. He leads a platoon in Afghanistan just after 9/11 and advances to the pinnacle—Recon— two years later, on the eve of war with Iraq. His vast skill set puts him in front of the front lines, leading twenty-two Marines into the deadliest conflict since Vietnam. He vows to bring all his men home safely, and to do so he’ll need more than his top-flight education. Fick unveils the process that makes Marine officers such legendary leaders and shares his hard-won insights into the differences between military ideals and military practice, which can mock those ideals. In this deeply thoughtful account of what it’s like to fight on today’s front lines, Fick reveals the crushing pressure on young leaders in combat. Split-second decisions might have national consequences or horrible immediate repercussions, but hesitation isn’t an option. One Bullet Away never shrinks from blunt truths, but ultimately it is an inspiring account of mastering the art of war. “Fick’s writing style sets this book apart from other accounts of recent conflicts and guarantees One Bullet Away a place in the war memorial hall of fame.”—USA Today “What One Bullet Away accomplishes, in a way all the blather on cable TV never will, is to give readers real insights into the modern war and its warriors.”—Rocky Mountain News

One Step Ahead

One Step Ahead Pdf/ePub eBook Author: David Sally
Editor: St. Martin\'s Press
ISBN: 1250166403
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One Step Ahead by David Sally Summary

There’s been a revolution in negotiating tactics. The world’s best negotiators have moved beyond How to Win Friends & Influence People and Getting to Yes. For over twenty 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. Readers will gain the advantage in everything from determining when to negotiate and deciphering a game strategically, to understanding which personality traits matter, why emotions are not necessarily to be avoided, and how to be tough and fair. You’ll learn to be round on the outside and square on the inside, how to command the idiom, why to avoid bumping into the furniture, and how to achieve mastery of the word and the number. While all of life is not a negotiation, Sally says, a negotiation incorporates all of life—One Step Ahead is for anyone and everyone who bargains, parents, manages, buys, sells, emotes, and engages. Based on cutting-edge studies and real-world results, and drawing parallels to everything from the NBA to the corner con game to Machiavelli, Xi Jinping, and Barack Obama, One Step Ahead upends conventional wisdom to make sure that you have what it takes to stay one step ahead—no matter whom you are facing across the table.

World Migration Report 2020

World Migration Report 2020 Pdf/ePub eBook Author: United Nations
Editor: United Nations
ISBN: 9213583451
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World Migration Report 2020 by United Nations Summary

Since 2000, IOM has been producing world migration reports. The World Migration Report 2020, the tenth in the world migration report series, has been produced to contribute to increased understanding of migration throughout the world. This new edition presents key data and information on migration as well as thematic chapters on highly topical migration issues, and is structured to focus on two key contributions for readers: Part I: key information on migration and migrants (including migration-related statistics); and Part II: balanced, evidence-based analysis of complex and emerging migration issues.

The Only Negotiating Guide You'll Ever Need, Revised and Updated

The Only Negotiating Guide You'll Ever Need, Revised and Updated Pdf/ePub eBook Author: Peter B. Stark,Jane Flaherty
Editor: Currency
ISBN: 1524758914
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The Only Negotiating Guide You'll Ever Need, Revised and Updated by Peter B. Stark,Jane Flaherty Summary

Discover the critical elements you need for a successful negotiation and 101 tactics to use in any high stakes business deal, when asking your boss for a raise, or even when asking your significant other to take out the garbage. In this book, you'll discover your negotiating behavioral style through self-assessment questionnaires, gain the tools needed to deal with negotiation sharks (or bullies), learn tips for recognizing and interpreting your negotiating counterpart's body language to create beneficial outcomes, and see examples on how to counter unethical and unprofessional tactics effectively—and much more. Using their 30 years of experience as business professionals, lead negotiators, consumers, and parents, Peter Stark and Jane Flaherty provide you with the tools you need to become a successful negotiator who builds win-win relationships.

Selling 101

Selling 101 Pdf/ePub eBook Author: Zig Ziglar
Editor: Thomas Nelson
ISBN: 1418530298
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Selling 101 by Zig Ziglar Summary

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.

What Every BODY is Saying

What Every BODY is Saying Pdf/ePub eBook Author: Joe Navarro,Marvin Karlins
Editor: Harper Collins
ISBN: 0061755664
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What Every BODY is Saying by Joe Navarro,Marvin Karlins Summary

Joe Navarro, a former FBI counterintelligence officer and a recognized expert on nonverbal behavior, explains how to "speed-read" people: decode sentiments and behaviors, avoid hidden pitfalls, and look for deceptive behaviors. You'll also learn how your body language can influence what your boss, family, friends, and strangers think of you. Read this book and send your nonverbal intelligence soaring. You will discover: The ancient survival instincts that drive body language Why the face is the least likely place to gauge a person's true feelings What thumbs, feet, and eyelids reveal about moods and motives The most powerful behaviors that reveal our confidence and true sentiments Simple nonverbals that instantly establish trust Simple nonverbals that instantly communicate authority Filled with examples from Navarro's professional experience, this definitive book offers a powerful new way to navigate your world.

Socratic Selling: How to Ask the Questions That Get the Sale

Socratic Selling: How to Ask the Questions That Get the Sale Pdf/ePub eBook Author: Kevin Daley
Editor: McGraw Hill Professional
ISBN: 0071371516
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Socratic Selling: How to Ask the Questions That Get the Sale by Kevin Daley Summary

Build a relationship with your customers and close the sale more surely. The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows you how to access that power, to cooperate with it, and to make it work for you. Inside you will discover how to: Open a sales dialogue dynamically, so that you and your customer go right to the heart of the matter Guide the dialogue through a discovery of needs and needed decisions Negotiate objections, and close effectively Uncover the motivators that move sales to more predictable closure

To Sell Is Human

To Sell Is Human Pdf/ePub eBook Author: Daniel H. Pink
Editor: Penguin
ISBN: 1101597070
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To Sell Is Human by Daniel H. Pink Summary

Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing #1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

The Art of Negotiation

The Art of Negotiation Pdf/ePub eBook Author: Michael Wheeler
Editor: Simon and Schuster
ISBN: 1451690444
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The Art of Negotiation by Michael Wheeler Summary

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.

Handbook of Research on Strategic Communication, Leadership, and Conflict Management in Modern Organizations

Handbook of Research on Strategic Communication, Leadership, and Conflict Management in Modern Organizations Pdf/ePub eBook Author: Normore, Anthony,Javidi, Mitch,Long, Larry
Editor: IGI Global
ISBN: 1522585176
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Handbook of Research on Strategic Communication, Leadership, and Conflict Management in Modern Organizations by Normore, Anthony,Javidi, Mitch,Long, Larry Summary

As communication and leadership skills are both essential for personal and organizational success, new approaches and management styles are continuously being sought. Emerging technologies, automation opportunities, and a diverse workforce are just a few of the challenges business professionals must be prepared for in today’s workplace environment. The Handbook of Research on Strategic Communication, Leadership, and Conflict Management in Modern Organizations provides emerging research exploring the theoretical and practical aspects of managing and solving conflicts, and introduces updated approaches for refining communication and leadership skills. Featuring coverage on a broad range of topics such as emotional intelligence, organizational crises, and virtual team management, this book is ideally designed for professionals, leaders, managers, and human resource specialists seeking current research on developing the skills and consciousness needed to effectively communicate, negotiate, and collaborate in diverse organizations.

Standoff

Standoff Pdf/ePub eBook Author: Jamie Thompson
Editor: Henry Holt and Company
ISBN: 1250204208
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Standoff by Jamie Thompson Summary

Standoff is award-winning journalist Jamie Thompson's gripping account of a deadly night in Dallas, told through the eyes of those at the center of the events, who offer a nuanced look at race and policing in America On the evening of July 7, 2016, protesters gathered in cities across the nation after police shot two black men, Philando Castile and Alton Sterling. As officers patrolled a march in Dallas, a young man stepped out of an SUV wearing a bulletproof vest and carrying a high-powered rifle. He killed five officers and wounded eleven others. It fell to a small group of cops to corner the shooter inside a community college, where a fierce gun battle was followed by a stalemate. Crisis negotiator Larry Gordon, a 21-year department veteran, spent hours bonding with the gunman—over childhood ghosts and death and shared experiences of racial injustice in America—while his colleagues devised an unprecedented plan to bring the night to its dramatic end. Thompson’s minute-by-minute account includes intimate portrayals of the negotiator, a surgeon who operated on the fallen officers, a mother of four shot down in the street, and the SWAT officers tasked with stopping the gunman. This is a deeply affecting story of real people navigating a terrifying crisis and a city's attempts to heal its divisions.

Lean Out

Lean Out Pdf/ePub eBook Author: Marissa Orr
Editor: HarperCollins Leadership
ISBN: 159555775X
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Lean Out by Marissa Orr Summary

Girl gangs reigning terror at Facebook, narcissistic overlords at Google . . . this is the backdrop of Lean Out, which takes readers on the journey of Marissa Orr, a single mom of three trying to find success in her fifteen-year career at the world’s top tech giants. Orr delivers an ambitious attempt to answer the critical question: What have we gotten wrong about women at work? “This book is a must-read for insights on the impact that reversing systemic gender biases can have on creating more diverse, healthier workplaces for both women and men.” --Joanne Harrell, Senior Director, USA Citizenship, Microsoft “This book will make you think differently about what it will take for women to succeed at the highest levels in American business.” --Rishad Tobaccowala, Chief Growth Officer, Publicis Groupe Lean Out offers a new and refreshingly candid perspective on what it’s really like for today’s corporate underdogs. Based on both in-depth research and personal experiences, Orr punctures a gaping hole in today’s feminist rhetoric and sews it back up with compelling new arguments for the reasons more women don’t make it to the top and how companies can better incentivize women by actually listening to what they have to say and by rewarding the traits that make them successful. In Lean Out, Orr uncovers: Why our pursuit to close the gender gap has come at the expense of female well-being. The need to redefine success and change the way corporations choose their leaders. The way most career advice books targeting professional women seek to change their behavior rather than the system. Why modern feminism has failed to make any progress on its goals for equality. More than fifty years since the passage of the Equal Pay Act, the wage gap still hovers at 80 percent, and only 5 percent of CEOs in the Fortune 500 are women. Today, rising up the ranks in many companies still often means cutthroat, win-at-all-costs tactics, where being the loudest voice in the room is more important than being the person with the best ideas for moving the company forward. Not surprisingly, most women don’t want to play this game. An everyday working woman with a sardonic sense of humor, Orr is an endearing antihero who captures the voice for a new generation of women at work. Lean Out presents a revolutionary path forward, to change the life trajectories of women in the corporate world and beyond.

Licensing Electronic Resources in Academic Libraries

Licensing Electronic Resources in Academic Libraries Pdf/ePub eBook Author: Corey S. Halaychik,Blake Reagan
Editor: Chandos Publishing
ISBN: 0081021089
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Licensing Electronic Resources in Academic Libraries by Corey S. Halaychik,Blake Reagan Summary

Licensing Electronic Resources in Academic Libraries: A Practical Handbook provides librarians charged with reviewing, negotiating, and processing licenses with fundamental information that will ensure they not only understand the contents of a license, but are also able to successfully complete the licensing life cycle from start to finish. The contents of the monograph includes basic concepts, real word examples, and tips for negotiation. Ideal resource for both new and practicing librarians who are responsible for licensing information resources Written from both a librarian’s and procurement officer’s point-of-view Includes examples directly related to libraries Provides a step-by-step explanation of contract language and suggestions on how to best negotiate impasses and negotiation tips

The Tactical Teacher

The Tactical Teacher Pdf/ePub eBook Author: Dale Ripley
Editor: Solution Tree Press
ISBN: 1952812607
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The Tactical Teacher by Dale Ripley Summary

Positively influence the behavior of even your most challenging students. In The Tactical Teacher, author Dale Ripley shares a plethora of tactics, ranging from persuasive dialogue to environmental details, proven to improve students' classroom behavior and increase learning. You'll gain powerful, research-based strategies for addressing disruptions, developing productive student-teaching relationships, and motivating students to embrace learning like never before. Readers will: Consider how the experiences of ancient humans still impact student behavior. Understand the benefits of soft tactics, the risks of hard tactics, and how to make effective use of both. Forge positive relationships with even your most challenging or disruptive students. Explore the ethics of using specific influence and persuasion strategies in the classroom. Help students engage in learning through the tactics portrayed in each chapter. Contents: Introduction Chapter 1: Why Your Students Behave the Way They Do Chapter 2: Student Behavior Through the Lens of Natural Selection Chapter 3: Soft Tactics for Helping Your Students Create a Positive Self-Image Chapter 4: Soft Tactics for Reciprocation Chapter 5: Soft Tactics for Likeability Chapter 6: Soft Tactics for the Power of Commitment Chapter 7: Soft Tactics for Making the Invisible Visible Chapter 8: Soft Tactics for Empathetic Persuasion of Students' Thinking Chapter 9: Soft Tactics for Your Classroom's Physical Environment Chapter 10: Soft Tactics for Motivating Students by Taking Something Away Chapter 11: Soft Tactics for Persuading Students With the Right Words Chapter 12: Soft Tactics for Motivating Students Through Rewards Chapter 13: Soft Tactics for Making a Great First Impression Chapter 14: Hard Tactics to Use With Extreme Caution Chapter 15: Soft Tactics for Knowing When to Influence Your Students Chapter 16: The Ethics of Influence Chapter 17: How Your Students Subconsciously Motivate You Epilogue Appendix References and Resources Index

Власть эмоций. Как управлять своими чувствами

Власть эмоций. Как управлять своими чувствами Pdf/ePub eBook Author: Тэрэн Ренди,Далай-лама Его Святейшество
Editor: \"Издательский дом \"\"Питер\"\"\"
ISBN: 5446116828
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Власть эмоций. Как управлять своими чувствами by Тэрэн Ренди,Далай-лама Его Святейшество Summary

На фоне все возрастающей тревоги нам нужно знать, как управлять своими эмоциями и учиться у них. Даже самые неприятные из них содержат определенное послание: они предупреждают, защищают и подталкивают к действиям. Что нужно сделать, чтобы превратить их в компас, который поведет нас по жизни и поможет преодолеть трудности? Как научиться быть более счастливым и перестать бояться страха? В данной книге вы найдете практические советы и рекомендации, благодаря которым сможете лучше узнать себя и воссоединиться наконец со своей истинной сущностью: мудрой, спокойной, уверенной и понимающей. Вы научитесь задавать себе нужные вопросы и вести дневник эмоций, который поможет вам больше узнать о себе. Нужно лишь найти путь к себе и открыть свою силу, таланты и способности. Работа с эмоциями подарит вам счастье быть самим собой.

EQ. Эмоциональный интеллект на практике

EQ. Эмоциональный интеллект на практике Pdf/ePub eBook Author: Джастин Барисо
Editor: Litres
ISBN: 5041702977
FileSize: 680kb
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EQ. Эмоциональный интеллект на практике by Джастин Барисо Summary

Эта книга – настоящий путеводитель по миру эмоций. Она не только поможет разобраться с собственными деструктивными состояниями и обрести самоконтроль, но и научит тонко чувствовать окружающих и выстраивать с ними глубокие, здоровые отношения. Это практическое руководство по EQ для всех, кто хочет, чтобы их эмоции помогали, а не разрушали. Пять причин прочитать эту книгу: • Эмоциональный интеллект – главный soft skill в современном мире; • 85 % читателей поставили книге высшую оценку на Amazon.com; • Права на книгу уже проданы в 9 стран; • Соцсеть LinkedIn признала Джастина Барисо «главным голосом в сфере менеджмента и корпоративной культуры»; • Книга содержит много практических рекомендаций и кейсов из реальной жизни.

Intelligenza emotiva applicata

Intelligenza emotiva applicata Pdf/ePub eBook Author: Justin Bariso
Editor: Unicomunicazione.it
ISBN: 8833621200
FileSize: 888kb
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Intelligenza emotiva applicata by Justin Bariso Summary

Puoi superare le paure che ti bloccano? Puoi affinare le tue capacità emotive? Puoi migliorare la qualità delle tue relazioni? Sì, sviluppando la tua intelligenza emotiva. Questo libro offre una serie di strumenti pratici, esercizi e casi studio che ti permettono di: riconoscere il valore delle tue emozioni; evitare di essere manipolato da un uso improprio delle emozioni; migliorare la qualità della tua vita privata e lavorativa.

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