Start with No: The Negotiating Tools that the Pros Don’t Want You to Know

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Crown Business #ad - But today, early, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, and often. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, energy, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, money, and emotion * never waste time with people who don’t really make the decisionStart with No is full of dozens of business as well as personal stories illustrating each point of the system.

Start with no offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation.

Start with No: The Negotiating Tools that the Pros Don't Want You to Know #ad - It will change your life as a negotiator. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal.

Start with no introduces a system of decision-based negotiation that teaches you how to understand and control these emotions.

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Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

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Bantam #ad - Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? they are the men and women who know how to:•identify negotiation opportunities where others see no room for discussion•Discover the truth even when the other side wants to conceal it•Negotiate successfully from a position of weakness•Defuse threats, ultimatums, lies, and other hardball tactics•Overcome resistance and “sell” proposals using proven influence tactics•Negotiate ethically and create trusting relationships—along with great deals•Recognize when the best move is to walk away•And much, much moreThis book gets “down and dirty.

It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will also begin building your own reputation as a negotiation genius.

Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond #ad - You will know what to do and why. From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence.

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Getting More: How to Be A More Persuasive Person In Work and In Life

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Currency #ad - Diamond draws from his experience as a Pulitzer Prize winning journalist at The New York Times, Wharton MBA, Harvard-trained attorney, U. N. Finding better things to trade. The most common response is “life changing”, beginning on page one. An extra $300 million profit in a business. Diamond’s tools with great success: A 20% savings on an item already on sale.

It challenges the conventional wisdom on every page, from “win-win” to BATNA to rationality to the use of power. Better relationships with the family, including teenagers. Meeting one’s goals. Based on more than 20 years of research and practice among 30, 000 people in 45 countries, Getting More concludes that finding and valuing the other party’s emotions and perceptions creates far more value than the conventional wisdom of power and logic.

Getting More: How to Be A More Persuasive Person In Work and In Life #ad - He added that the book was his team’s best investment of the year too. The roi from reading getting more will make it the best investment you make this year, ” says Rhys Dekle, the business development head of the Microsoft Games division, which produces X-Box. The most inspirational book i have read this year” said David Simon, an attorney in San Francisco, CA.

Consultant in many countries and manager and executive in many sectors, finance, agriculture, medical services, including technology, energy and aviation. Raises at work. Dealing with emotional situations.

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Sway: The Irresistible Pull of Irrational Behavior

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Crown Business #ad - A fascinating journey into the hidden psychological influences that derail our decision-making, Sway will change the way you think about the way you think. Why is it so difficult to sell a plummeting stock or end a doomed relationship? why do we listen to advice just because it came from someone “important”? Why are we more likely to fall in love when there’s danger involved? In Sway, psychologist Rom Brafman, renowned organizational thinker Ori Brafman and his brother, answer all these questions and more.

Drawing on cutting-edge research from the fields of social psychology, sway reveals dynamic forces that influence every aspect of our personal and business lives, the diagnosis bias our inability to reevaluate our initial diagnosis of a person or situation, and organizational behavior, including loss aversion our tendency to go to great lengths to avoid perceived losses, behavioral economics, and the “chameleon effect” our tendency to take on characteristics that have been arbitrarily assigned to us.

Sway: The Irresistible Pull of Irrational Behavior #ad - Sway introduces us to the harvard business school professor who got his students to pay $204 for a $20 bill, the head of airline safety whose disregard for his years of training led to the transformation of an entire industry, and the football coach who turned conventional strategy on its head to lead his team to victory.

We also learn the curse of the nba draft, discover why interviews are a terrible way to gauge future job performance, and go inside a session with the Supreme Court to see how the world’s most powerful justices avoid the dangers of group dynamics. Every once in a while, a book comes along that not only challenges our views of the world but changes the way we think.

In sway, ori and rom brafman not only uncover rational explanations for a wide variety of irrational behaviors but also point readers toward ways to avoid succumbing to their pull.

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Never Split the Difference: Negotiating As If Your Life Depended On It

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HarperBusiness #ad - In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, renegotiating rent, negotiating a salary, buying a home, deliberating with your partner.

. Never split the difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator.

Never Split the Difference: Negotiating As If Your Life Depended On It #ad - Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion. A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of kansas City, where his career as a hostage negotiator brought him face-to-face with a range of criminals, Chris Voss joined the FBI, Missouri, including bank robbers and terrorists.

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Good Strategy Bad Strategy: The Difference and Why It Matters

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Currency #ad - Good strategy/bad strategy clarifies the muddled thinking underlying too many strategies and provides a clear way to create and implement a powerful action-oriented strategy for the real world. Developing and implementing a strategy is the central task of a leader. A good strategy is a specific and coherent response to—and approach for—overcoming the obstacles to progress.

The detailed examples range from apple to general motors, from the getty trust to the los angeles Unified School District, from Nvidia to Silicon Graphics, from a small local market to Wal-Mart, from Cisco Systems to Paccar, from the two Iraq wars to Afghanistan, and from Global Crossing to the 2007–08 financial crisis.

Good Strategy Bad Strategy: The Difference and Why It Matters #ad - Reflecting an astonishing grasp and integration of economics, history, and the brilliance and foibles of the human character, finance, technology, Good Strategy/Bad Strategy stems from Rumelt’s decades of digging beyond the superficial to address hard questions with honesty and integrity. A good strategy works by harnessing and applying power where it will have the greatest effect.

Yet, rumelt shows that there has been a growing and unfortunate tendency to equate Mom-and-apple-pie values, fluffy packages of buzzwords, motivational slogans, and financial goals with “strategy. In good strategy/bad strategy, he debunks these elements of “bad strategy” and awakens an understanding of the power of a “good strategy.

He introduces nine sources of power—ranging from using leverage to effectively focusing on growth—that are eye-opening yet pragmatic tools that can easily be put to work on Monday morning, nonprofit, and uses fascinating examples from business, and military affairs to bring its original and pragmatic ideas to life.

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How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients

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Hachette Books #ad - Now updated and with New Success Tips! Rainmakers are not born. Filled with smart tips given in the fox signature style, pursue, controversial, this hard-hitting collection of sales advice shows readers how to woo, and practiced, counter-intuitive, and finally win any customer. They are made. And jeffrey fox's powerful how to becOME A RAINMAKER will get you there.

. In witty, daring, fox offers surprising, succinct chapters, and totally practical wisdom that will help readers rise above the competition in any company in any field. A terrific resource for ceos, or real estate--how to become a Rainmaker offers the opportunity to rise above the competition in any company, cars, as well as anyone looking to distinguish themselves in sales--be it books, in any field.

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Collaborative Intelligence: Thinking with People Who Think Differently

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Spiegel & Grau #ad - Collaborative intelligence is the culmination of more than fifty years of original research that draws on Dawna Markova’s background in cognitive neuroscience and her most recent work, with Angie McArthur, as a “Professional Thinking Partner” to some of the world’s top CEOs and creative professionals.

Senge, author of the fifth discipline“I have worked with Markova and McArthur for several years, focusing on achieving better results through intellectual diversity. The team, not individuals, becomes the hero. Al carey, ceo, PepsiCo. Through a series of practices and strategies, the authors teach us how to recognize our own mind patterns and map the talents of our teams, with the goal of embarking together on an aligned course of action and influence.

Collaborative Intelligence: Thinking with People Who Think Differently #ad - In markova and mcarthur’s experience, managers who appreciate intellectual diversity will lead their teams to innovation; employees who understand it will thrive because they are in touch with their strengths; and an entire team who understands it will come together to do their best work in a symphony of collaboration, their individual strengths working in harmony like an orchestra or a high-performing sports team.

Praise for collaborative intelligence  “rooted in the latest neuroscience on the nature of collaboration, Collaborative Intelligence celebrates the power of working and thinking together at the highest levels of business and politics, and in the smallest aspects of our everyday lives. Collaborative intelligence offers tangible tools for those serious about becoming ‘system leaders’ who can close the gap and make collaboration real.

Peter M. Their approach has encouraged more candid debate and collaborative behavior within the team.

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Extreme You: Step Up. Stand Out. Kick Ass. Repeat.

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HarperBusiness #ad - Sarah became an executive at virgin atlantic and nike, and despite being fired twice in her twenties, mother, she went on to become the global president of Gatorade and of Equinox—as well as a wife, and endurance athlete. In every challenging situation, personal or professional, individuals face the pressure to play it safe and conform to the accepted norms.

But doing so comes with heavy costs: passions stifled, talents ignored, and opportunities squelched. Through dramatic successes and epic fails, she studied how extraordinary people in sports, entertainment and business set and achieve extremely personal goals. Her early efforts failed to reveal a natural superstar, but she refused to settle for average.

Extreme You: Step Up. Stand Out. Kick Ass. Repeat. #ad - The bolder choice is to embrace what Sarah calls Extreme You: to confidently bring all that is distinctive and relevant about yourself to everything you do. Inspiring, surprising, and practical, Extreme You is her training program for becoming the best version of yourself. As a child, sarah robb O’Hagan dreamed she could be a champion.

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Get Smart!: How to Think and Act Like the Most Successful and Highest-Paid People in Every Field

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TarcherPerigee #ad - How can we learn to unleash our brain’s full potential to maximize our opportunities, like the most successful people do? In Get Smart!, acclaimed success expert and bestselling author Brian Tracy reveals simple, proven ways to tap into our natural thinking talents and abilities and make quantum leaps toward achieving our dreams.

. Discover the secrets for how to think and act like the most successful people in the world and reap the rewards!In today’s constantly changing world, you have to be smart to get ahead. In this indispensable guide, and achieve goals with greater precision and speed  whether you want to increase sales, or better navigate life’s unexpected changes, you’ll learn to:   · Train your brain to think in ways that create successful results · Recognize and exploit growth opportunities in any situation · Identify and eliminate negative patterns holding you back · Plan, bolster creativity, act, Get Smart! will help you tap into your powerful mental resources to obtain the results you want and reap the rewards successful people enjoy.

Get Smart!: How to Think and Act Like the Most Successful and Highest-Paid People in Every Field #ad - But the average person uses only about two percent of their mental ability.

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Buyology: Truth and Lies About Why We Buy

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Crown Business #ad - Among the questions he explores:does sex actually sell? to what extent do people in skimpy clothing and suggestive poses persuade us to buy products? despite government bans, ford, calvin klein, does subliminal advertising still surround us – from bars to highway billboards to supermarket shelves? Can “Cool” brands, Nokia, our money, trigger our mating instincts? Can other senses – smell, touch, and American Idol, like iPods, and sound - be so powerful as to physically arouse us when we see a product? Do companies copy from the world of religion and create rituals – like drinking a Corona with a lime – to capture our hard-earned dollars? Filled with entertaining inside stories about how we respond to such well-known brands as Marlboro, BUYOLOGY is a fascinating and shocking journey into the mind of today’s consumer that will captivate anyone who’s been seduced – or turned off – by marketers’ relentless attempts to win our loyalty, and our minds.

His startling results shatter much of what we have long believed about what seduces our interest and drives us to buy. How much do we know about why we buy? what truly influences our decisions in today’s message-cluttered world? an eye-grabbing advertisement, seven-million-dollar neuromarketing study, Lindstrom presents the astonishing findings from his groundbreaking, so deep within our subconscious minds, a cutting-edge experiment that peered inside the brains of 2, logos, a catchy slogan, brands, three-year, 000 volunteers from all around the world as they encountered various ads, an infectious jingle? Or do our buying decisions take place below the surface, we’re barely aware of them?In BUYOLOGY, commercials, and products.

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