Showing results by publisher "----RM Alexander" in Negotiating

Crucial Conversations exploded onto the scene 10 years ago and revolutionized the way people communicate when stakes are high, opinions vary, and emotions run strong. Since then, millions of people have learned how to hold effective crucial conversations and have dramatically improved their lives and careers thanks to the methods outlined in this book. Now, the authors have revised their best-selling classic to provide even more ways to help you take the lead in any tough conversation.

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

Conflict is increasing everywhere, threatening everything we hold dear—from our families to our democracy, from our workplaces to our world. In nearly every area of society, we are fighting more and collaborating less, especially over crucial problems that demand solutions. With this groundbreaking book, bestselling author and international negotiator William Ury shares a new “path to possible”—time-tested practices that will help listeners unlock their power to constructively engage and transform conflict.

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

You're always negotiating. Whether making a business deal, talking to friends or booking a holiday, negotiation is going on. And most of us are terrible at it. Experts tell us to negotiate as if we live in a rational world. But people can be angry, fearful and irrational. To achieve your goals you have to be able to deal with the unpredictable. In Getting More, negotiation expert Stuart Diamond reveals the real secrets behind getting more in any negotiation - whatever more means to you. Getting More is accessible, jargon-free, innovative...and it works.

William Ury, co-author of the classic best seller on negotiation Getting to Yes, has taught tens of thousands of people from all walks of life - managers, salespeople, students, parents, lawyers, and diplomats - how to become better negotiators. Over the years, Ury has discovered that the greatest obstacle to successful agreements and satisfying relationships is not the other side, as difficult as they can be.

Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the listener of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

Retired four-star general Stan McChrystal has lived a life associated with the deadly risks of combat; he has seen how individuals and organisations, too often and to great cost, fail to mitigate risk. Why? Because they focus on the probability of something happening instead of the interface by which it can be managed. In Risk, McChrystal offers a new system of responding to risk, through 10 dimensions of control we can adjust at any given time: narrative, bias, diversity, action, timing, adaptability, communication, technology, structure and leadership.

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

Good Arguments shares insights from the strategy, structure and history of debating to teach listeners how they might better communicate with friends, family and colleagues. Touching on everything from the radical politics of Malcom X to Artificial Intelligence, Bo Seo proves beyond a shadow of a doubt that, far from being a source of conflict, good-faith debate can enrich our daily lives. Indeed, these good arguments are more important than ever at time when bad faith is all around, and our democracy seems so imperiled.

Life is a series of negotiations, whether or not you think of yourself as a negotiator. From seemingly insignificant daily decisions to major life choices, you negotiate every time you aim to persuade, argue over a decision, or resolve a conflict. But as negotiations and leadership expert Erica Ariel Fox reveals, the most important negotiations - the ones that determine the impact of our actions and the quality of our lives - are those we have with ourselves.

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

Master negotiator Herb Cohen has been successfully negotiating everything from insurance claims to hostage releases to his own son's hair length and hundreds of other matters for over five decades. Ever since coining the term win-win in 1963, he has been teaching people the world over how to get what they want in any situation. In clear, accessible steps, he reveals how anyone can use the three crucial variables of power, time, and information to always reach a win-win negotiation.

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

Negotiation is a skill that can bring you vast success in all aspects of your life. When you're a skilled negotiator, you can get the best possible price on everything you purchase or sell, and you can deal with salespeople or clients.

Legendary Harvard Business School professor Max Bazerman, a pioneer in the field of negotiation, shows you how to negotiate successfully today by adapting proven negotiation principles and strategies to the challenging new contexts you face—from negotiating across cultural and political differences to trying to reach an agreement over Zoom or during a supply chain crisis. Negotiation offers a groundbreaking new way of thinking about the importance of the unique context of any negotiation—and when and how it should influence how you negotiate.

A legacy work from the multimillion copy best-selling author of The 7 Habits of Highly Effective People - hailed as the #1 Most Influential Business Book of the Twentieth Century - The 3rd Alternative introduces a breakthrough approach to conflict resolution and creative problem solving.

Influence Without Authority is the classic guide to getting what you need from people you don't control. This book introduces the Exchange Model, in which you get what you need by offering something of value in return. The key lies in knowing what the other person values—that's their "currency," and it's your immediate tool for coaxing their cooperation. This book shows you how to implement the Exchange Model at the personal, team, and organizational level to raise the bar for performance and leadership.

Tapping into the history of intelligence-gathering and his work with former agents of the CIA, FBI, and other federal departments, Jeremy Hurewitz offers field-tested spycraft strategies and government-agency tactics anyone can use to build relationships, persuade, and sell anything.

From Pitch to Profit reveals how you can win more clients and grow your business using The Infinite Sales System®: a strategic, tried-and-tested process that follows the same expert techniques used by the world’s best negotiators. Successful business is not about an aggressive used-car-sales approach. It’s about one-on-one communications that lead to trust and partnership. From Pitch to Profit gives you the strategies and easy-to-learn skills you need to build the genuine relationships that lead to higher sales and revenue.