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The book of real-world negotiations
Real world negotiation examples and strategies from one of the most highly respected authorities in the field This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table. The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, you'll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether you're a student, instructor, or anyone who wants to negotiate successfully, you'll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realms—domestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about: * Exactly how to achieve Win-Win outcomes * The critical role of underlying interests * The kind of thinking that goes into generating creative options * How to consider your and the other negotiator's Best Alternative to a Negotiated Agreement (BATNA) * Negotiating successfully in the face of power * Achieving success when negotiating cross-culturally Once you come to understand through these cases that negotiation is the art of the possible, you'll stop saying \"a solution is impossible.\" With the knowledge and self-assurance you gain from this book, you'll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome!
eBook
IN QUOTES The ANC Should Renounce Violence
The unfortunate reality in South Africa is that power is still very much in white hands. To get to a truly nonracial democracy, a lot of white minds - and hearts - still need to be changed. Nothing the African National Congress could do would be as persuasive as ending the armed struggle.
Newspaper Article
Generating Buy-in - Mastering the Language of Leadership
Complete with examples, practical exercises, and sample business scenarios, this book imparts a simple and actionable approach to even the most complex leadership, management, sales or marketing challenges. It will empower you to design a strategic story that projects a positive future to your audience; speak the language of buy-in with images that mold people's thoughts and emotions; and put this language to work, whether your goal is to inspire an audience, lead a team, raise sales or win an election. In this short, potent book, the author, a Fortune 100 leadership consultant and former CNN Chief White House Correspondent, will show you how to design and implement the communication methodology used by leaders such as General Electric's Jack Welch, Intel's Andy Grove, President Ronald Reagan and even Winston Churchill. Spend a few hours with this book. It will pay benefits for the rest of your career and lifetime. Selected as one of the year's top 30 business books by Soundview Executive Summaries, this is an indispensable resource for leading and succeeding in today's fiercely competitive world!
eBook