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BOOK CATEGORY : Negotiating
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 Negotiating In The Real World
"Getting
The Deal That You Want"
By Victor Gatbaum
Simon & Schuster, May 2000
ISBN: 0684865556
189 pages
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Negotiating
is an important skill we use everyday whether for business,
political, or personal purposes. This practical guide is
based on more than 20 years' experience in real life situations,
as shared by one of New York's toughest union leaders.
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Bargaining for Advantage
Negotiation Strategies for Reasonable People
By G. Richard Shell
Penguin Books, June 2000
ISBN 0 14 02.8191 6
286 pages
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This
book is a guide to better negotiation practice, not a substitute
for it. It will show that while
negotiation is not a rocket science, it is not simple intuition
either. No matter who you are, your intuition will fail you
in important bargaining situations. To improve, you need
to shed your assumptions about the process and open yourself
to new ideas. The approach to negotiation this book uses
is called Information-Based Bargaining. This approach focuses
on three main aspects of negotiation: solid planning and
preparation before you start, careful listening so you can
find out what the other side really wants, and attending
to the “signals” the other party sends through
his or her conduct once bargaining gets underway. |
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Start With NO
By Jim Camp
Crown Business, Crown Publishing Group 2002
ISBN 0-609-60800-2
259 pages
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We have heard about it before - the infamous win-win situation. Negotiators are told that their most important
task is to find a situation where both parties come out happy or as “winners”.
Unfortunately, this is not always the case. In this book, Jim Camp, shows you how win-win situation
are just fairy tales, and how you can make all the difference in your negotiations by starting with one very important word - NO. |
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