Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Based on the authors' extensive experience with hundreds of cases, public and private managers, and peppered with a number of wide-ranging examples, academics, The Manager as Negotiator will be invaluable to novice and experienced negotiators, and anyone who needs to know the state of the art in this important field.
Manager as Negotiator #ad - In such situations, harvard business school professor of organizational behavior, including important relationships -- in a way that Richard Walton, The Manager as Negotiator shows how to creatively further the totality of one's interests, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process.
This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive "Get yours and most of theirs, too" or the cooperative "Everyone can always win". Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining.
Yet they also have to negotiate with others on whom they depend for results, resources, and authority. The first develops a sophisticated approach to negotiation for executives, diplomats -- indeed, attorneys, for anyone who bargains or studies its challenges. Whether getting fuller support from the marketing department, resolving disputes, hammering out next year's budget, managers must be adept at advantageously working out and modifying understandings, or winning the approval for a new line of business, and finding mutual gains where interests and perceptions conflict.
People Skills for Public ManagersRoutledge #ad - People Skills for Public Managers #ad - It also features a strong "practice" orientation, with plentiful boxed applications Insights from the Field, Skill Development boxes, Case Studies. This book fills the need for a communication-based, public sector framed book. The authors combine just enough basic theory about communication with specific skill development in areas of immediate interest to those who work in the public sector.
It concludes with an especially useful summary chapter that describes the ten essential skills for successful communication.
3-d Negotiation: Powerful Tools to Change the Game in Your Most Important DealsHarvard Business Review Press #ad - Sebenius' pathbreaking 3-D Negotiation TM approach, developed from their decades of doing deals and analyzing great dealmakers. Win-lose" debate, most negotiation books focus on face-to-face tactics. Before showing up at a bargaining session, to address the right interests, under the right expectations, in the right sequence, 3-D Negotiators ensure that the right parties have been approached, and facing the right consequences of walking away if there is no deal.
But what sets the 3-D approach apart is its "third dimension": setup. Lax and James K. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics. Yet, table tactics are only the "first dimension" of David A.
3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals #ad - When discussing being stuck in a "win-win vs. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements.
Negotiating RationallyFree Press #ad - In negotiating rationally, max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions.
Negotiating Rationally #ad - A must read for business professionals. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse.
Beyond Winning: Negotiating to Create Value in Deals and DisputesHarvard University Press #ad - It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, through practical, and deals into better deals, tough-minded problem-solving techniques. Beyond winning charts a way out of our current crisis of confidence in the legal system. Too often, deals blow up, cases don't settle, relationships fall apart, justice is delayed.
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. Conflict is inevitable, in both deals and disputes.
Kissinger the Negotiator: Lessons from Dealmaking at the Highest LevelHarper #ad - Foreword by henry kissingerin this groundbreaking, definitive guide to the art of negotiation, three Harvard professors—all experienced negotiators—offer a comprehensive examination of one of the most successful dealmakers of all time. Politicians, world leaders, and business executives around the world—including every President from John F.
. Essential reading for current and future leaders, Kissinger the Negotiator is an invaluable guide to reaching agreements in challenging situations. Sebenius harvard Business School, R. Mnookin harvard law school crystallize the key elements of Kissinger’s approach, based on in-depth interviews with the former secretary of state himself about some of his most difficult negotiations, an extensive study of his record, and many independent sources.
Kennedy to Donald J. Nicholas burns harvard Kennedy School of Government, and Robert H. Taut and instructive, public policy, including business, Kissinger the Negotiator mines the long and fruitful career of this elder statesman and shows how his strategies apply not only to contemporary diplomatic challenges but also to other realms of negotiation, and law.
Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level #ad - Now, for the first time, kissinger the Negotiator provides a clear analysis of Kissinger’s overall approach to making deals and resolving conflicts—expertise that holds powerful and enduring lessons. James K. Trump—have sought the counsel of Henry Kissinger, a brilliant diplomat and historian whose unprecedented achievements as a negotiator have been universally acknowledged.
Getting to Yes: Negotiating Agreement Without Giving InPenguin Books #ad - Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken. The key text on problem-solving negotiation-updated and revised Getting to Yes has helped millions of people learn a better way to negotiate.
Getting to Yes: Negotiating Agreement Without Giving In #ad - . One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict.
Getting Past No: Negotiating in Difficult SituationsBantam #ad - It will help you deal with tough times, tough people, and tough negotiations. Instead, you can get what you want! You’ll learn how to:• stay in control under pressure• defuse anger and hostility• Find out what the other side really wants• Counter dirty tricks• Use power to bring the other side back to the table• Reach agreements that satisfies both sides' needsGetting Past No is the state-of-the-art book on negotiation for the twenty-first century.
We all want to get to yes, or a deceitful coworker?in getting past no, an irate customer, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners.
Getting Past No: Negotiating in Difficult Situations #ad - You don’t have to get mad or get even.
Framework for Marketing ManagementPearson #ad - A succinct guide to 21st century marketing management Framework for Marketing Management is a concise, streamlined version of Kotler and Keller’s fifteenth edition of Marketing Management, a comprehensive look at marketing strategy. This is the ebook of the printed book and may not include any media, website access codes, or print supplements that may come packaged with the bound book.
The book’s efficient coverage of current marketing management practices makes for a short yet thorough text that provides the perfect supplement for incorporated simulations, projects, and cases. Individuals, groups, and companies alike can modernize their marketing strategies to comply with 21st century standards by engaging in this succinct yet comprehensive text.
Framework for Marketing Management #ad - The sixth edition approaches the topic of marketing from a current standpoint, focusing its information and strategy on the realities of 21st century marketing. For graduate and undergraduate courses in marketing management.
Strategic Planning for Public and Nonprofit Organizations: A Guide to Strengthening and Sustaining Organizational Achievement Bryson on Strategic PlanningWiley #ad - The field's leading authority shares insight, advice, and specific techniques, helpful tools, alongside a widely used and well-regarded approach to real-world planning. This book provides expert guidance and perspective to help you bring everything together into a workable organizational strategy. Innovation and creativity produce great ideas, but these ideas must be collected and organized into an actionable plan supported by a coalition of support to make your organization great.
The essential planning resource and framework for nonprofit leaders Strategic Planning for Public and Nonprofit Organizations is the comprehensive, practical guide to building and sustaining a more effective organization. Solid strategy is now more important than ever, and this book provides a clear framework for designing and implementing an effective and efficient planning process.
From identifying stakeholders and clarifying a shared vision, to implementing plans and revising strategies, the discussion covers all aspects of the process to help you keep your organization united and on track into the future. This new fifth edition includes new case studies and examples along with up-to-date resources and references, and new multimedia-related content.
Strategic Planning for Public and Nonprofit Organizations: A Guide to Strengthening and Sustaining Organizational Achievement Bryson on Strategic Planning #ad - Strategic planning for public and Nonprofit Organizations provides the framework and tools you need to start planning for tomorrow today. Discover an effective approach to the strategic planning process identify issues, establish a vision, and implement plans Manage the process with continual learning and revising Link unique assets and abilities to better accomplish the central mission Public and nonprofit leaders are forever striving to do more with less, clarify mandates, and great strategic planning can help you build efficiency and effectiveness into your organization's everyday operations.
Bad Leadership: What It Is, How It Happens, Why It Matters Leadership for the Common GoodHarvard Business Review Press #ad - Drawing on high-profile, contemporary examples--from mary meeker to David Koresh, Bill Clinton to Radovan Karadzic, Al Dunlap to Leona Helmsley--Kellerman explores seven primary types of bad leadership and dissects why and how leaders cross the line from good to bad. But, according to Barbara Kellerman, this assumption is dangerously naive.
Kellerman argues that the dark side of leadership--from rigidity and callousness to corruption and cruelty--is not an aberration. The book also illuminates the critical role of followers, and sometimes even cause, revealing how they collaborate with, bad leadership. Daring and counterintuitive, Bad Leadership makes clear that we need to face the dark side to become better leaders and followers ourselves.
Bad Leadership: What It Is, How It Happens, Why It Matters Leadership for the Common Good #ad - Barbara kellerman is research director of the Center for Public Leadership and a lecturer in public policy at the Kennedy School of Government, Harvard University. Many would argue that tyrants, corrupt CEOs, and other abusers of power and authority are not leaders at all--at least not as the word is currently used.
How is saddam hussein like tony blair? Or Kenneth Lay like Lou Gerstner? Answer: They are, or were, leaders. Rather, bad leadership is as ubiquitous as it is insidious--and so must be more carefully examined and better understood. A provocative departure from conventional thinking, Bad Leadership compels us to see leadership in its entirety.