Negotiating Success

Imagine for a moment that you are about to take a foreign vacation to an exotic destination. You have saved your entire life to travel there. It is a destination with almost unlimited choices of how to spend your time and you know you will not have enough time to explore every opportunity. You are fairly certain that you will never get to take a second trip to this destination; this will be your one opportunity.

This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, When Buyers Say No details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships.

The best strategic negotiators take advantage of self-esteem or self-image issues they uncover in their negotiating partners. These professionals have mastered more than the tactics. They have mastered the inner game of negotiating. You can, too.

In the newly updated third edition of The Negotiation Book: Your Definitive Guide to Successful Negotiating, distinguished commercial negotiator Steve Gates delivers a singular and practical guide to the art and science of negotiation. The book lays out the behaviors and traits associated with successful negotiation and offers a comprehensive model for how power, process, and behavior can have substantial impacts on your next negotiation. You'll also learn how you can shape these factors to optimize value for yourself, your client, or your organization.

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.

Negotiations are incredibly stressful and can bring out the worst in people. Wouldn’t it be better if there were a principled way to negotiate? Wouldn’t it be even better if there were a way to treat people fairly and get treated fairly in a negotiation? Split the Pie offers a new approach that does both—a field-tested method that reframes how negotiations play out. Barry Nalebuff, a professor at Yale School of Management, helps identify what’s really at stake in a negotiation: the “pie.” The negotiation pie is the additional value created through an agreement to work together.

Research shows that appealing to human emotion can help you make your case and build your authority as a leader. This book highlights that research and shows you how to act on it, presenting both comprehensive frameworks for developing influence and small, simple tactics you can use to convince others every day.

The Soulful Art of Persuasion is a revolutionary guide to becoming a master influencer in an age of distrust through the cultivation of character-building habits that are essential to both personal growth and sustained business success. This isn’t a book full of tips and life-hacks. Instead, The Soulful Art of Persuasion will develop the habits that others want to be influenced by. This audiobook is based on a radical idea: Persuasion isn’t about facts and argument. It’s all about personal character.

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.

Expanding on the principles, insights and wisdom that made Getting to Yes a worldwide best seller, Roger Fisher and Scott Brown offer a straightforward approach to creating relationships that can deal with difficulties as they arise. Getting Together takes you step-by-step through initiating, negotiating, and sustaining enduring relationships - in business, in government, between friends and in the family.

An accessible, light-hearted exploration into game theory. Haim Shapira describes what it is, why it is important, and how it can help us in our daily lives. This audiobook provides many humorous anecdotes and insightful examples of how our daily lives are affected by game theory. Game theory is the mathematical formalization of interactive decision-making - it assumes that each player's goal is to maximize his/her benefit, whatever it may be. Players may be friends, foes, political parties, states, or any entity that behaves interactively, whether collectively or individually.

Through his Persuasion Institute, Kurt Mortensen has sought out and studied the Persuasion IQ (PQ) of the world’s top influencers. Now, in this game-changing guide, he’s leveraging his vast knowledge to teach listeners the essential habits, traits, and behaviors necessary to cultivate their natural persuasive abilities. Concentrating on the 10 major Persuasion IQ skills, the book provides listeners an opportunity to assess their own PQ, identify their strengths and weaknesses, and start down a path to enormous success and wealth.

This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. The Book of Real-World Negotiations 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.

Negotiations happen constantly in big ways and small at work. We'll give you tips on how to successfully plan and execute negotiations, as well ways to avoid getting blindsided.

From CEOs communicating with board members to managers negotiating salary increases and entrepreneurs looking to raise capital, it's impossible to overstate the role of persuasion in making your personal and professional goals a reality. The ability to convince others—respectfully and effectively—is one of the most important skills you can master, whatever your profession. In Convince Me, you'll find eye-opening, behind-the-scenes details revealing how some of the best in the business ply their trade.

Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and economics to provide new strategies for anyone shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash. Getting (More of) What You Want shows how inexperienced negotiators regularly leave significant value on the table - and reveals how you can claim it.

Contrary to conventional wisdom about what makes a good negotiator - namely, being aggressive and unemotional - in Bring Yourself, Taheripour offers a radically different perspective. In her own life, and in her more than 15 years of experience teaching negotiation, she's found that the best negotiators are empathetic, curious, and present. The essence of bargaining isn't the transaction, but the conversation and human connection.

"Your story is your life," says Loehr. As human beings, we continually tell ourselves stories: of success or failure; of power or victimhood; stories that endure for an hour, or a day, or an entire lifetime. We have stories about our work, our families and relationships, our health; about what we want and what we're capable of achieving.

The truth in GET PROMOTED will probably first piss you off, but it’s going to set you free. Follow his 3-part Framework of the Rock, the Map, and the Snowball, and you’ll not only get promoted, you’ll learn about power, the force by which things really get done. If you feel stalled and frustrated that you’re not moving up faster or need that extra edge as you enter the next stage of your career, look no further: This is your “hard truths” playbook.

Most people try their best to avoid conflict. Bar Rescue host Jon Taffer understands that. Conflict can have negative results. It’s easy to think that the key to a happy workplace or marriage is to avoid conflict. In reality, that’s not the case—the key is to argue smarter. Enter the Toolkit for Getting Conflict Right. Taffer’s approach is focused on deliberate conflict—otherwise known as “conflict with a purpose.”