Book Description
Corporate negotiation is a process like all other business strategies. In today's challenging and ever-changing business environment, it is imperative to understand negotiations from the perspective of both the buyer and the seller. In Strategic Negotiation, Dietmeyer and Kaplan use a research-based approach to negotiation that assists sales professionals in reaching their own business goals, while ensuring that their customers meet budget and professional objectives as well-going beyond win-win to achieve true, measurable business value for all parties at the negotiating table.
The authors use their own strategic, four-step negotiation process to teach sales professionals how to attain quantifiable value in their dealings:
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Estimating the negotiation. What are the actual issues in the negotiation? Sellers determine the effects, both positive and negative, of a lost deal.
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Validating the estimation. A fact-finding exercise to confirm the accuracy of previously made assessments.
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Creating value. Sellers structure a series of deals creating measurable value for parties on both sides of the negotiation. Each offer addresses the essentials but goes on to include additional benefits for the buyer.
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Dividing value. A presentation of ""multiple equal offers"" is made to buyers, providing more value and choices than they anticipated.
Chapters include worksheets for readers to analyze and evaluate their own negotiations from both a seller's and buyer's point of view.
Customer Reviews:
Effective Negotiation.......2006-12-21
"Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation" is a first-rate book that presents the negotiation process methodically, step-by-step, which helps the reader to follow and understand the process. The ideas you learn from the book are very helpful in any negotiating situation, whether one is interviewing for a job, buying a car, leasing a house, making a sell or negotiating between managers and workers for salary increase and conditions of service or a major contract.
The book does a very nice job of laying out the necessary skills as well as giving you the tools you need to be successful at negotiating. The author stresses the need for win-win negotiations in all situations to ensure that all parties are satisfied which augurs well for establishing long term relationships.
Although many of the ideas put forward by the author are not new, the book nevertheless put together the information that those involved in the negotiation process need to muster and thus is a useful companion for those involved in the negotiation process. Going for a "win-at-all cost" approach ensures that you win a battle at the expense of the overall war.
This is a valuable book that can have long-term beneficial effects on your effectiveness in business and personal life.
Strategic Negotiation.......2005-01-25
I have been reading negotiation books for over 20 years. All these books I read were good. But there was something missing in going from a negotiation book to a real business negotiation. "Strategic Negotiation" hits the nail on the head. This book is head and shoulders above any book on negotiation or any negotiation class that I have taken. The book is organized is a very methodical way with subject matter, stories and examples cleverly interwoven thoughout the book. The four-step process actually works.
This is a "must read" for anyone who is serious in being a world-class negotiator.
Inconsequential.......2004-07-06
I really can't believe that they keep writing books like this. I was hoping to get something new but it's the same story with a different package. The writers treat the readers like children and the "process" is nothing more than telling people to prepare for their negotiations. I didn't need another book to tell me that. Getting to Yes and Negotiating Rationally are much better.
great confidence builder.......2004-07-02
I just finished this book and must say that it will make an immense difference in my confidence during customer negotiations. I have read two other books on negotiations and have been through negotiation training at my company and finally I have something I can actually get my arms around, I only wish my customers were using the same process!
Great book, great process.......2004-07-01
I strongly suggest this book, I work very complex global B to B deals and find the step by step analysis easy to follow and at the same time yielding powerful analysis. The writing style made me feel like I was talking directly to the writers.
Book Description
The most complete handbook on boards for small to midsize private and family businesses, this bbook shows how to build a dynamic board of directors that can enhance the owner's ability to run the business. John L. Ward shows why private firms, facing increasing competitive challenges, need the in-depth expertise and objective feedback that a well-chosen board can provide, and demonstrates how owners and directors can work together to ensure a long and profitable life for the firm. Ward provides owners and directors with step-by-step guidelines for developing and managing a board- from writing the initial prospectus, through conducting lively meetings, to maintaining open, honest communication between owners, directors, spouses and family members, and other stakeholders in the firm. He shows how to-- * Find and attract the right directors- experienced business people * who can contribute the exact knowledge and expertise the company * needs to thrive and grow; * Compensate directors appropriately and protect them from legal liability; * Foster creative thinking about promising new directions for the * company, such as new products, services, or markets; and * Draw upon board expertise to improve the qualit and creativity of decision making about a wide range of issues, such as how to find sources of capital, develop the next generation of leadership, or recruit new talent. Ward illustrates this practical guide with extensive case examples from a wide of small to midsize businesses, including food service, printing, and chemical companies. He also offers sample board prospectuses, company mission statements, effective meeting agendas, and other essential tools for bringing the board together and encouraging its active participation in the business.
Customer Reviews:
Effective, step-by-step map of the process........1999-01-20
As a professional planning consultant, I've recommended this book many times to my clients. It is the best, most thorough and step-by-step map of the process of putting a board together that is available to my knowledge. Anyone with a closely held company who is considering putting an outside board together (and most should), this is the place to start.
A very comprehensive guide to creating boards........1998-08-24
This is an extremely practical, thorough, study about how private companies can use boards to enhance their governance systems. The fact that a family owned compay does not have the legal obligation to have a board obscures the fact that boards are extremely useful management instruments. Prof. Ward shows the way to using this instrument efectively.
Book Description
Michael H. Watkins' best-selling book The First 90 Days has become the business bible for accelerating leadership transitions. Now, Watkins zeroes in on the most critical skill leaders must master to secure new roles and accelerate their transitions: negotiation. In Shaping the Game: The New Leader's Guide to Effective Negotiating, Watkins draws from extensive research and practical consulting work to reveal four fundamental objectives that should guide new leaders' actions in every negotiation they undertake: create the most possible value, capture that value for yourself and your company, carefully tend to key relationships, and preserve your reputation. Watkins lays out hands-on strategies for becoming a world-class negotiator, including how to match your negotiation strategy to the situation, influence the perspectives of key counterparts, shape negotiation outcomes in your favor, and create the learning discipline necessary to become a world-class negotiator. Navigating the myriad complex, high-stakes negotiating challenges that confront new leaders, this book provides all the tools readers need to make the right moves up the career ladder--and succeed in those roles once they get there.
Customer Reviews:
Excellent.......2007-08-28
An excellent book that shows how important it is to adjust one's negotiating strategy to fit the situation. Unlike so many other books on negotiation which offer a cookie cutter approach, Watkins does a superb job in helping you develop strategies that will work in just about any situation.
A great companion to the book "Bargaining for Advantage" by Shell.
Outstanding primer on negotiations at work.......2007-06-04
Michael Watkins , author of 2003's classic "The First 90 Days: Critical Success Strategies for New Leaders at All Levels" has followed it up nicely with "Shaping the Game: The New Leader's Guide to Effective Negotiating." Whereas the earlier book was a step-by-step guide to what a new leader needed to accomplish, the latest book focuses on how negotiation skills can play a key role in successful transitions.
Watkins, an expert in leadership transitions and in negotiation, has come to believe that, "...effective leaders negotiate their way to success in their new roles." This book is meant to help ensure success in that endeavor.
Watkins sees four objectives for negotiations during career transitions:
1. Create value for both the new leader and for the organization.
2. Ensure that the new leader captures a fair share of that value.
3. Build and sustain relationships by the way the negotiations are conducted.
4. Enhance the new leader's reputation as a tough, creative and trustworthy individual.
His framework for negotiation likewise contains four elements:
1. Matching negotiating strategy to the reality of the situation. No more one-size-fits-all negotiation strategies.
2. Planning to learn and influence.
3. Shaping the game - strategies to change the negotiation game to better suit your strengths.
4. Organizing to improve your skills as a negotiator, and those of your organization.
I like the way Watkins has organized the book. He provides plenty of clear, visual models of the negotiation process. Each chapter is concluded with a checklist that summarizes the key things to watch for when negotiating. The book is a fast read, and it will be easy to find what I need to help in specific situations later.
If you are entertaining several options for future employment, or entering a new position, consider using two books as guides. First, use George Bradt's The New Leaders 100-Day Action Plan: How to Take Charge, Build Your Team, and Get Immediate Results as the most practical step by step guide to early success in the new role. And use Watkins book to help you understand how to do some of the tougher steps in Bradt's book.
If you have any need to negotiate in your current role (and all of us do), pick up Watkins book to help you improve your ability to create and capture value. His stuff will work whether or not you are a new leader.
Great ideas.......2007-05-14
This provides a nice clear layout of the ideas behind successful negotiations. It's helpful to think clearly about the values and motivations of all the 'players' in the process. Great book and easy but thoughtful read.
High Quality Guide.......2006-12-21
In "Shaping the Game: The New Leader's Guide to Effective Negotiating", Michael Watkins came up with a high quality book on critical skills required for successful negotiations. The author wrote an interesting and insightful book on achieving effective negotiations. Negotiation involves getting people who both have common and conflicting goals to be able to present and discuss issues and reach an agreement acceptable to all parties.
This is a very useful book that presents the negotiation process methodically, which helps the reader to follow and understand the process. The ideas you learn from the book are very helpful in any negotiating situation, whether one is interviewing for a job, buying a car, leasing a house, making a sell or negotiating between managers and workers for salary increase and conditions of service or a major contract.
This is an excellent book that is essential reading for all managers who need to learn the techniques, strategies and practices of effective negotiations. The author reinforces his well presented arguments, proposals and solutions with an interesting story of Paul whose duties require him to be involved in various challenging negotiating scenarios that should assist readers in reinforcing the concepts that they would have learnt.
Very useful strategic guide to negotiating -- and leading........2006-11-23
This excellent guide to negotiation is concise, highly readable and eminently practical. Author Michael Watkins simply and clearly outlines the essentials every negotiator must know. More importantly, he situates negotiation where it belongs - at the very center of every leader's required set of skills. He duly notes that negotiations differ in many ways, and that a negotiator needs to adapt a strategic approach to each situation and context. Where appropriate, he draws on the work of other writers about negotiation, sometimes correcting their broad generalizations and oversimplifications. He illustrates his advice about negotiation with the story of Paul, an executive whose career exposes him to various negotiating situations requiring a range of skills. This tactic could be hackneyed or hokey, but in Watkin's hands, it works well. We highly recommend this book as an excellent tool for honing your negotiation and leadership skills.
Book Description
George Kohlrieser—an international leadership professor, consultant, and veteran hostage negotiator—explains that it is only by openly facing conflict that we can truly progress through the most difficult business challenges. In this provocative book, he reveals how the proven techniques and psychological insights used in hostage negotiation can be applied successfully to any personal or business relationship. Step by step, he outlines the seven key factors that anyone can use to remove the blocks that stand in the way of resolving tough problems and shows how business leaders, in particular, can develop and access the skills they need to create trust and a positive mind-set in their companies.
Customer Reviews:
A must read if you have difficult people in your life.......2007-10-21
This book gives practical, easy to understand explanation and analgies to help you dissect your problem person's personality. It gives simple yet effetive solutions to easing the problems. It even teaches you a lot about yourself. The metaphors are great and will fit in to anyone's situation. I recently had a rough patch in my personal life but learning the reason for the other person's behavior gave me the opportunity to change my methodology when dealing with our issue. Life has been pretty good. Give this book a chance; it doesn't sound like a hostage negotiator is going to be able to resolve day to day conflict but trust me - he can.
George Kohlrieser Is A Genius!.......2007-05-01
George Kohlrieser understands the brain. Hostage at the Table is packed with wonderful insights into how your mind works....in business and in life. It is a readable book and I thoroughly enjoyed it. George has a gift for making the complex clear and easy to understand. He has connected up some very important dots regarding leadership and the brain. Chapter 2 is worth the price of the book alone! I am giving a copy to each of our kids.
Terry Small
president
The Terry Small Learning Corporation
Why you shouldn't let yourself be held hostage at work.......2007-05-01
If a dangerous criminal was demanding a one-way ticket to Venezuela as he threatened to blow your brains out, the person you would most want to see coming onto the scene is author George Kohlrieser. A psychologist and veteran hostage negotiator who has diffused explosive situations around the globe, Kohlrieser now applies his knowledge, motivational insights and techniques to the business world. He contends that conflict resolution is not difficult if you understand how human self-esteem operates. The basic negotiating principles he presents may have been noted in other psychology and business management texts, but Kohlrieser's credibility and unique approach give his ideas an added kick. For example, he uses real-life hostage negotiations to illustrate his points. We think you'll find that this whole package is definitely a nonnegotiable demand.
A masterpiece in terms both of content and reader friendliness! .......2007-04-12
This book is a masterpiece in terms both of content and reader friendliness!
It is a distillation of the wisdom from an extraordinary, life long, experience of the author, on countless business - and not only - leadership settings, practically in any part of the world.
The reader will be walked through "an emotional experience that will stimulate his heart, mind and spirit", so that - in a unique practical way - will be taken to "new places in his personal and professional life".
He will understand (1) the power of the mind's eye (the way we view the world - "weltanschaung"), (2) the primary need ("just like air, food and water") of a secure base ("never to be left without one!") that results from bonding to other people and from bonding to stimulating concepts (goals, countries, objects, beliefs, religions...) and (3) the art of conflict resolution (through effective dialogue, negotiations and E.Q. management).
Based on the above ideas, Professor George Kohlrieser is showing to all of us how to live with a "hostage-free state of mind" and to achieve high performance in our lives and our corporations.
George concludes: "Take time to reclaim yourself and decide to be who you want to be. Live life as an adventure, a journey, and view it as an opportunity to learn, to contribute, to grow every minute, every hour, every day. Accept the tremendous power that is within you, and, with humility, make the choices that you want in order to enable your life to be fulfilling with a hostage-free state of mind".
Personally, I would like to express publicly my sincere gratitude for the opportunity that I had to read this exceptional book. I have no other words but to recommend this book for everyone who wishes to become an effective leader for the benefit of his company, himself, his family, his friends and associates, and the world as a whole...
Review by:
Emmanuel C. Kondylis, Ph.D.
Professor of Strategic Leadership and Director:Management Unit & MBA Program,University of Piraeus (Greece),
also
Chairman:Tourist Development Company, S.A.
Authentic source of insights for business leaders.......2007-04-11
"George Kohlriesers outstanding book takes a thought-provoking, engaging and in-depth approach to key questions related to peak performance. An authentic source of insights for business leaders who are in search of potential and exellence in their organization."
Heinz Kaegi, emPower-Mentor, Author, Founder of Kaegi emPowerment Ltd
Product Description
Learn from successful people from many different walks of life. What did they do and say to win that job or get promoted? How did they negotiate? What is their secret? Prepare for job interviews with authentic scripts for various occupations, find the right recruiter or headhunter, get references that work, ask the right questions, negotiate the salary you deserve, pass your performance review with flying colors, advance your career... and more.
Customer Reviews:
Practical, flexible, and powerful.......2007-05-28
Designed for ambitious, dedicated immigrants seeking professional positons, this practical handbook provides model scripts, asks poignant questions, and shows how to prepare for job interviews. Further, this hybrid book - part business advice and part language instruction - gives tips for success on a job from negotiating terms to preparing for performance reviews and collecting appropriate references.
In a better world, Scripts for Winning Jobs would be the standard text in vocational programs. Directors of VESL programs, workplace training, and career centers should stock this book and recommend it to their solid students. Their best students will have already discovered this outstanding book!
Never be tongue tied at a job interview again! .......2007-04-26
If you've ever worried about exactly what to say at a job interview, worry no more! This book walks you through a wide variety of job interviews, and helps you anticipate questions you will be asked, and will want to ask. And unlike other books I've seen on getting a job, this one even guides you through interviews with job recruiters, plus how to handle job evaluation and promotion interviews once you've got the job and want to keep it, or advance.
Whether you are looking for that first entry-level job or a skilled position, this book has all kinds of appropriate things you can say about yourself, your training and experience. This book provides not just one but several realistic ways to respond to the kinds of questions you might be asked at an interview. Moreover, they are specifically tailored to each of the many kinds of jobs presented.
Scripts for Winning Jobs helps you sail through job interviews with confidence, and get the job you want. It even helps you through the tricky salary negotiations with expressions that diplomatically get you into the salary range you want.
This book is great for people who speak English as a second language, but is also extremely beneficial for native speakers going through the job search process. You can also buy this book with a set of 4 C-D's . It costs more, but listening to the interviews reinforces your reading and helps put the right words on the tip of your tongue when you go to your next job interview.
Nancy Loncke, teacher, lawyer, and information resource for the series Power English: what to say and how to say it (English Skills.com)
Book Description
Looking for a raise, setting staff performance goals, finalizing a business contract - every day each of us draws upon our negotiation skills. In this book, Juliet Nierenberg, a director of New York's Negotiation Institute, and attorney Irene S. Ross, who's led countless negotiation seminars, uncover the secrets for optimal negotiation, whether it's face to face or long distance. Designed to put theory to practical use, it offers an assortment of Work Solutions, exercises designed to inspire success. Readers discover how to
- Prepare effectively
- Break an impasse
- Practice mirroring and empathy
- Create alternative solutions
They discover how to negotiate for success.
Customer Reviews:
great ideas for negotiation.......2003-06-05
This book offers a multitude of effective negotiation strategies for dealing with business people, friends, family, and casual encounters. Using a "win-win" philosophy the authors provide chapters on principles of negotiation, skills that make negotiation work, negotiating obstacles, negotiating with difficult people, and how to assess and gain success in different settings and situations. All the information is presented clearly and comprehensively, with lots of illustations, and there are many practical suggestions and step-by-step solutions about how to handle tough problems. Highly recommended!
Negotiate for Success.......2003-05-23
One of the best books I've read on negotiating. The authors have an insight into this complicated world and explain just how easy it is to have a successful negotiation so everybody wins. I am in real estate and must negotiate all the time with buyers, sellers and attorneys. This book has certainly made a compelling difference in my approach and I'm more successful. Thanks
Average customer rating:
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Effective Negotiating: Student's Book (Oxford Business English Skills)
Jeremy Comfort , and
York Associates
Manufacturer: Oxford University Press, USA
ProductGroup: Book
Binding: Paperback
 General
| Business & Investing
| Subjects
| Books
Negotiating
| Management & Leadership
| Business & Investing
| Subjects
| Books
Running Meetings & Presentations
| Skills
| Business & Investing
| Subjects
| Books
General
| Education
| Nonfiction
| Subjects
| Books
English (All)
| Dictionaries & Thesauruses
| Reference
| Subjects
| Books
General
| English as a Foreign Language
| Instruction
| Foreign Languages
| Reference
| Subjects
| Books
Business English
| English as a Foreign Language
| Instruction
| Foreign Languages
| Reference
| Subjects
| Books
Dictionaries
| English as a Foreign Language
| Instruction
| Foreign Languages
| Reference
| Subjects
| Books
ASIN: 0194572471 |
Book Description
This new series of video-based courses is aimed at professional people who need to improve their language and communication skills in specific business areas. Each course takes a common business function such as giving a presentation or participating in a meeting, and takes learners through a stage-by-stage analysis of the skills and language they need to perform these functions effectively in English. Effective Negotiating helps learners with negotiating in a variety of different situations, from day-to-day encounters within organizations to more substantial negotiations between companies.
Product Description
11 audio cassettes in hard case
Customer Reviews:
just the best.......2007-09-06
I thought I knew what negotiation was. His experience opened a wide door to the world. worth every penny and more.
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