How to Negotiate Anything with Anyone Anywhere Around the World
Number of pages: 320
Publisher: AMACOM
BBB Library: Sales and Marketing, Communication
ISBN: 9780814480663
Editorial Review
This book is for the person in the trenches, who needs practical guidelines to get the very best deal possible with people and organizations that have very different backgrounds and experiences. This book is for the practitioner—for the person who faces an international negotiating challenge and who perhaps should have done his or her homework earlier, but didn’t.
Book Reviews
Books on Related Topics
Terri L. Sjodin's new work, Small Message, Big Impact, provides an entertaining, straightforward, and practical how-to guide on effectively communicating an important message in a short period of time. She gives readers an inspiring new perspective on the power of what she calls the Elevator Speech Effect and shows them how to
If I see only the mental map of 1st Alternative—my own map—then the only way out is to persuade you to shift your paradigm or even force you to accept my alternative: I must win and you must lose. If, on the other hand, I throw away my map and follow
When people first hear the term “crucial conversation”, many conjure up images of presidents, emperors and prime ministers seated around a massive table while they debate the future of the world. Although it is true that such discussions have a wide-sweeping and lashing impact, they’re not the kind we have in
Street-smart negotiation at work is a guide to the art of dealing: leveraging the powers of emotion, recognizing them and adding them into one’s strategy. Additionally, there are the importance of being completely honest with oneself, proper preparations before one approaches the negotiating table, and how to cultivate three skills to
The word “covert” in covert persuasion might insinuate incorrect means to try to persuade someone. In actuality, it is totally correct and ethical, and only implies the use of skillful tactics that are not obvious to the person being persuaded. The ultimate goal is to move your target from the position
In order to survive on a daily basis, you have to have the attention of someone and, on some days, a lot of people. This is purely functional, but the need seems to go beyond that. Why do you want people to take an interest in you? Do you actually need
Negotiating is something that we all do, whether at work or at home. But what if we come across someone who just won’t give in? How can we defend ourselves against manipulation? And how do we say “no” without compromising a deal? Using the official Kremlin method, Igor Ryzov guides us through
While Getting to Yes With Yourself aims to improve your ability to negotiate effectively, it is designed with a much broader goal in mind: to help you achieve the inner satisfaction that will, in turn, make your life better, your relationships healthier, your family happier, your work more productive, and the
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
For the first time ever, Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—opens his playbook and gives readers access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Belfort is ready to unleash
Joel Trachtman's book presents in plain and lucid terms the powerful tools of argument that have been honed through the ages in the discipline of law. If you are a law student or new lawyer, a business professional or a government official, this book will boost your analytical thinking, your foundational
Wisdom to Share
Brazilians enjoy conversations and are likely to be very expressive and passionate in their viewpoints.
Indians enjoy talking about their rich artistic and architectural heritage and life in other countries.
The Chinese are not a touchy society in a business environment, and do not like to be touched or patted on the shoulder.
The Chinese are quite formal and use titles and last names. First names are only used only among close friends.
In most cases, a strong relationship is critical to even short-term success. In all cases, it is critical to long-term success.
There is one important consideration when asking questions: Don't do anything that would embarrass your international counterpart.
In Western European such as Germany and Switzerland, for example, decision making is planned and organized.
The best way to build a relationship with a German negotiator is to respect the emotional distance & get down to business before too long.
Building a good relationship is critical even if you are dealing with negotiators from cultures that are relatively standoffish.
The opening offer tends to be very close to the final settlement in some countries, such as Australia and Sweden.
North Americans tend to spend more of their time than TOS in the resistance stage: debating, posturing, & taking positions.
North American negotiators typically invest little time in orientation & fact finding, as compared with their international counterparts.
What It takes to close a Deal: satisfy logical needs, satisfy emotional needs, and convince TOS that you are at your bottom line.
In one way, the communications process is very simple. A sender is trying to get a message through to a receiver.
The Japanese pay great attention to ritual, such as presenting business cards. Little is left to guesswork.
Some cultures, such as those in the Pacific Rim, are characterized by a high need for role orderliness and conformity.
North American negotiators bargaining with their counterparts usually look for the top person who represents TOS.
Individualism refers to the "I" consciousness found in some cultures, as contrasted with the "we" (or group) consciousness in others.
The Americans, Swiss, Germans and Australians are usually fast-paced and exact in their approach to time.
"Human beings draw close to one another by their common nature, but habits and customs keep them apart."
Losers usually wind up pouring energy into all kinds of dysfunctional behavior, aimed at getting out of losing position.
The problem with win-lose negotiation is that the loser usually behaves quite predictably and tries to get even.
If you encounter no resistance, this could be a signal that there is little genuine interest in meaningful negotiations.
Information is power; and the more information you can obtain here, the bigger the dividends will be in the negotiation's later stages.
Win/Win or interest-based negotiation can make you a wonderful human being, as it will help you get more of what you want.
Negotiating is the process of communicating back and forth for the purpose of reaching a joint agreement about differing needs or ideas.
The negotiating skills we seek to master are those you practiced as a child, but forgot as you became older and more sophisticated.
We couldn't find public videos for this title. Please check back later.
