- Table View
- List View
The Negotiation Book: Your Definitive Guide to Successful Negotiating
by Steve GatesBecome the best negotiator you can be, one manageable step at a time 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. Steve Gates is the founder of the world’s leading negotiation consultancy, The Gap Partnership – and the methodology in this book is used by the world’s biggest businesses to successfully execute their strategies. The book lays out the behaviours and traits associated with successful negotiation and offers a comprehensive model for how power, process and behaviour can have substantial impacts on your next negotiation. You’ll also learn how you can shape these factors to optimise value for yourself, your client or your organisation. The author shows you how to secure more agreements and realise more value with every agreement you conclude. Through simple, realistic and hands-on advice, you’ll improve as a negotiator and apply straightforward techniques to the real-world, dynamic environments in which your negotiations take place. You’ll also find: Strategies for maintaining a balanced perspective and keeping your ego in check Maintaining a focus on the interests and priorities of the other party/parties Incremental steps for improving your negotiation ability that are easy to apply and retain This third edition brings the book firmly into the zeitgeist as it considers the very modern challenges presented to commercial negotiators as a result of an ever-changing world, in which they must navigate technological advancements, the post-Covid reality of virtual negotiation, and the impact of war, Brexit and other macro-economic and political developments that are having far-reaching impacts to business and beyond. An invaluable roadmap to becoming a Complete Skilled Negotiator, The Negotiation Book is the negotiation playbook that business leaders, lawyers, consultants and other professionals have been waiting for.
The Negotiation Book: Your Definitive Guide to Successful Negotiating
by Steve GatesBecome the best negotiator you can be, one manageable step at a time 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. Steve Gates is the founder of the world’s leading negotiation consultancy, The Gap Partnership – and the methodology in this book is used by the world’s biggest businesses to successfully execute their strategies. The book lays out the behaviours and traits associated with successful negotiation and offers a comprehensive model for how power, process and behaviour can have substantial impacts on your next negotiation. You’ll also learn how you can shape these factors to optimise value for yourself, your client or your organisation. The author shows you how to secure more agreements and realise more value with every agreement you conclude. Through simple, realistic and hands-on advice, you’ll improve as a negotiator and apply straightforward techniques to the real-world, dynamic environments in which your negotiations take place. You’ll also find: Strategies for maintaining a balanced perspective and keeping your ego in check Maintaining a focus on the interests and priorities of the other party/parties Incremental steps for improving your negotiation ability that are easy to apply and retain This third edition brings the book firmly into the zeitgeist as it considers the very modern challenges presented to commercial negotiators as a result of an ever-changing world, in which they must navigate technological advancements, the post-Covid reality of virtual negotiation, and the impact of war, Brexit and other macro-economic and political developments that are having far-reaching impacts to business and beyond. An invaluable roadmap to becoming a Complete Skilled Negotiator, The Negotiation Book is the negotiation playbook that business leaders, lawyers, consultants and other professionals have been waiting for.
Negotiation for Procurement and Supply Chain Professionals: A Proven Approach for Negotiations with Suppliers
by Jonathan O'BrienHighly effective negotiation skills are an essential element of a purchasing and supply chain professional's toolkit. Negotiation for Procurement and Supply Chain Professionals provides a step-by-step approach to delivering winning negotiations and getting game-changing results. It provides purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation. Negotiation for Procurement and Supply Chain Professionals allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on concession strategies, cultural influences and game theory. Negotiation for Procurement and Supply Chain Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon the Red Sheet® Methodology, this book is a proven and collaborative technique used by many companies globally. The new edition includes supply chain planning, updates on multi-party negotiation for supply chain negotiations, Brexit as a retrospective example of negotiation and how the negotiation capability will need to change in the future.
Negotiation for Procurement Professionals: A Proven Approach that Puts the Buyer in Control
by Jonathan O'BrienHighly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Procurement Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. It provides purchasers with the necessary tools and tactics for a detailed, planned approach to negotiation. Jonathan O'Brien shifts the emphasis away from relying mostly upon personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on cultural differences, personality traits and game theory. Negotiation for Procurement Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon Red Sheet Methodology, the book is a proven and collaborative technique used by many companies globally. If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes and better business results. Negotiation for Procurement Professionals is the perfect companion to Jonathan O'Brien's other books Category Management in Purchasing and Supplier Relationship Management. Used together, they provide a complete and powerful strategic purchasing toolkit.
Negotiation for Procurement Professionals: A Proven Approach that Puts the Buyer in Control
by Jonathan O'BrienHighly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Procurement Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. It provides purchasers with the necessary tools and tactics for a detailed, planned approach to negotiation. Jonathan O'Brien shifts the emphasis away from relying mostly upon personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on cultural differences, personality traits and game theory. Negotiation for Procurement Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon Red Sheet Methodology, the book is a proven and collaborative technique used by many companies globally. If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes and better business results. Negotiation for Procurement Professionals is the perfect companion to Jonathan O'Brien's other books Category Management in Purchasing and Supplier Relationship Management. Used together, they provide a complete and powerful strategic purchasing toolkit.
Negotiation Games
by Steven Brams Ronald J. Quarles David H. McElreath Michelle E. Waldron David Ethan MilsteinThe concept of negotiation is critical to coping with all manner of strategic problems that arise in the everyday dealings that people have with each other and organizations. Game theory illustrates this to the full and shows how these problems can be solved.This is a revised edition of a classic book and uses some wonderfully adroit case studies t
Negotiation Games
by Steven Brams Ronald J. Quarles David H. McElreath Michelle E. Waldron David Ethan MilsteinThe concept of negotiation is critical to coping with all manner of strategic problems that arise in the everyday dealings that people have with each other and organizations. Game theory illustrates this to the full and shows how these problems can be solved.This is a revised edition of a classic book and uses some wonderfully adroit case studies t
Negotiation in Groups (Research on Managing Groups and Teams #14)
by Jennifer Overbeck Elizabeth A. Mannix Margaret Ann NealeNegotiation is a process that permeates our everyday lives. From international conflicts to corporate mergers, from labor contracts to distribution agreements, and from one-time job offers to the day-to-day of relationships, negotiation is one of the most common ways to reach agreement on disputed issues and resources. Though negotiation is challenging in the simplest of circumstances, a group context can make it even more complex: groups negotiating with other groups may argue among themselves; factions and coalitions may develop, leading to side deals or the obstruction of deals in progress; and, the interests and preferences of all parties become much harder to identify, much less satisfy. In this fourteenth volume of the "Research on Managing Groups and Teams" series, nine chapters examine the particular challenges, opportunities, and dynamics that confront groups engaged in negotiation. The volume will be of particular interest to readers and scholars from management, psychology, sociology, communications, law, political science, and public policy.
The Negotiation Playbook: Strategies That Work and Results That Last
by Glin BayleyEvery negotiation is an opportunity — to connect, collaborate and create value If you want better business outcomes, you need the confidence and skill to ask for what you want — and get it. The Negotiation Playbook: Strategies That Work and Results That Last shares tactics and tools to boost your communication skills for more powerful persuasion and more creative problem-solving. Backed by insights from behavioural psychology, this playbook reveals the what, why, when, where and how behind skilful negotiation. Author and negotiation specialist Glin Bayley shows you how to develop more meaningful business relationships in every encounter. With The Value Method™ for negotiation, you’ll discover a five-part framework you can use to generate more successes and better profits. More than this, you’ll learn how to collaborate with stakeholders in a way that generates real, positive impact beyond the bottom line. The Negotiation Playbook shows you how to: Identify and strengthen your own personal negotiation style Analyse the data, understand the value you bring to the table and leverage your position Develop the agility you need to adapt your approach and solve problems creatively and intuitively Strengthen your ability to influence, by seeing and hearing things that others miss Create a strategic plan for any negotiation For anyone who needs to lead, collaborate, bargain, pitch, present or sell, this book offers powerful guidance to achieve long-term sustainable success. The Negotiation Playbook will help you transform your day-to-day challenges — in business and in life — into opportunities for shared rewards.
The Negotiation Playbook: Strategies That Work and Results That Last
by Glin BayleyEvery negotiation is an opportunity — to connect, collaborate and create value If you want better business outcomes, you need the confidence and skill to ask for what you want — and get it. The Negotiation Playbook: Strategies That Work and Results That Last shares tactics and tools to boost your communication skills for more powerful persuasion and more creative problem-solving. Backed by insights from behavioural psychology, this playbook reveals the what, why, when, where and how behind skilful negotiation. Author and negotiation specialist Glin Bayley shows you how to develop more meaningful business relationships in every encounter. With The Value Method™ for negotiation, you’ll discover a five-part framework you can use to generate more successes and better profits. More than this, you’ll learn how to collaborate with stakeholders in a way that generates real, positive impact beyond the bottom line. The Negotiation Playbook shows you how to: Identify and strengthen your own personal negotiation style Analyse the data, understand the value you bring to the table and leverage your position Develop the agility you need to adapt your approach and solve problems creatively and intuitively Strengthen your ability to influence, by seeing and hearing things that others miss Create a strategic plan for any negotiation For anyone who needs to lead, collaborate, bargain, pitch, present or sell, this book offers powerful guidance to achieve long-term sustainable success. The Negotiation Playbook will help you transform your day-to-day challenges — in business and in life — into opportunities for shared rewards.
Negotiation Preparation in a Global World: Symptoms of Success and Failure
by Jill E. Rudd D. Timothy HughesNegotiation Preparation in a Global World guides the reader through a series of issues to consider in building international and intercultural business negotiation skills. It takes the approach of examining failed business negotiations to analyze how improved communication might have led to successful outcomes. Each chapter presents theoretical background related to a communication failure and explores alternative strategies to the situation. This volume is ideal for undergraduate- and graduate-level students studying business, leadership, and organizational development, as well as those new to the global marketplace or interested in learning how to negotiate in the intercultural business arena.
Negotiation Preparation in a Global World: Symptoms of Success and Failure
by Jill E. Rudd D. Timothy HughesNegotiation Preparation in a Global World guides the reader through a series of issues to consider in building international and intercultural business negotiation skills. It takes the approach of examining failed business negotiations to analyze how improved communication might have led to successful outcomes. Each chapter presents theoretical background related to a communication failure and explores alternative strategies to the situation. This volume is ideal for undergraduate- and graduate-level students studying business, leadership, and organizational development, as well as those new to the global marketplace or interested in learning how to negotiate in the intercultural business arena.
Negotiation Skills In A Week: Brilliant Negotiating In Seven Simple Steps (TYW)
by Peter FlemingEffective negotiation skills just got easierThere was a time, not that long ago, when negotiation was seen, in the main, as the province of industrial relations folk and car-sales advisers. But, no longer! Repeated financial crises have squeezed profit margins and, in some markets, discouraged buyers from making marginal purchases or continuing habitual expenditure. Managers have found themselves in the frontline of the expectation to achieve better value for money, and the starting point for this is to shop around and explore the offers made by new suppliers, and/or to negotiate better deals with existing suppliers.Even if your job doesn't involve negotiation, then you might still be an active negotiator when replacing your car, moving house or even selling last season's wardrobe! The truth is that being a good negotiator has become a life skill, enabling those who are good at it not just to save money, but also to upgrade their computer, television or lawnmower with little or no increase in outgoings - and enhancing their reputation in the process.Becoming an effective negotiator is certainly within the scope of the majority of people. At its simplest, it involves thinking out what you want, planning how you'd like to get it and developing your powers of persuasion to convince other people that you are simply being reasonable.This book will help you to plan to become a better negotiator through being better prepared for meetings, planning clear and realistic objectives for a negotiation, maintaining concentration and making logical proposals that create agreement in the other party.- Sunday: Creating the right environment- Monday: Researching your objectives - Tuesday: People and places - Wednesday: Breaking the ice - Thursday: The agenda - Friday: Concluding- Saturday: Learning from your experiences
Negotiations with Asymmetrical Distribution of Power: Conclusions from Dispute Resolution in Network Industries (Contributions to Economics)
by Klaus WinklerNegotiations are of increasing importance in highly regulated sectors, particularly in network industries such as telecommunications and transport. Negotiating partners in these markets are often not equal with regard to their various sources and instruments of power. This analysis shows that negotiations are possible and can be efficient for all actors, even when power is distributed asymmetrically. Alternative Dispute Resolution (ADR) mechanisms are discussed as an alternative to conventional negotiations.
Nelson Mandela: Level 4 (National Geographic Readers Ser.)
by Barbara Kramer National Geographic KidsNational Geographic Primary Readers is a high-interest series of beginning reading books that have been developed in consultation with education experts. The books pair magnificent National Geographic photographs with lively text by skilled children’s book authors across four reading levels. Nelson Mandela, who courageously dealt with adversity and emerged a world leader, has been an inspirational role model for millions of people around the world, from students to presidents. After being imprisoned for 27 years, in 1994 he became South Africa's first democratically-elected president and shared the Nobel Peace Prize. Learn all about his life, especially the challenges he faced and how he persevered, in this thoughtful biography. Level 4: Independent reader: Perfect for kids who are reading on their own with ease and are ready for more challenging vocabulary with varied sentence structures. They are ideal for readers of White and Lime books
Neoliberal Health Organizing: Communication, Meaning, and Politics (Critical Cultural Studies in Global Health Communication)
by Mohan J DuttaMohan J Dutta closely interrogates the communicative forms and practices that have been central to the establishment of neoliberal governance. In particular, he examines cultural discourses of health in relationship to the market and the health implications of these cultural discourses. Using examples from around the world, he explores the roles of public-private partnerships, NGOs, militaries, and new technologies in reinforcing the link between market and health. Identifying the taken-for-granted assumptions that constitute the foundations of global neoliberal organizing, he offers an alternative strategy for a grassroots-driven participatory form of global organizing of health. This inventive theoretical volume speaks to those in critical communication, in health research, in social policy, and in contemporary political economy studies.
Neoliberal Health Organizing: Communication, Meaning, and Politics (Critical Cultural Studies in Global Health Communication #2)
by Mohan J DuttaMohan J Dutta closely interrogates the communicative forms and practices that have been central to the establishment of neoliberal governance. In particular, he examines cultural discourses of health in relationship to the market and the health implications of these cultural discourses. Using examples from around the world, he explores the roles of public-private partnerships, NGOs, militaries, and new technologies in reinforcing the link between market and health. Identifying the taken-for-granted assumptions that constitute the foundations of global neoliberal organizing, he offers an alternative strategy for a grassroots-driven participatory form of global organizing of health. This inventive theoretical volume speaks to those in critical communication, in health research, in social policy, and in contemporary political economy studies.
Neonazis im Scheinwerferlicht der Medien: Eine Analyse reziproker Medieneffekte innerhalb der Neonazi-Szene in Deutschland
by Katharina Neumann Philip BaugutDie Autoren dieser Studie untersuchen, wie Medien die rechtsextreme Szene in Deutschland beeinflussen und behandeln dabei insbesondere die schwierige Frage, wie Journalisten über rechtsextreme Gewalt berichten können, ohne zu weiterer Gewalt zu inspirieren. Auf Basis von Interviews mit ehemals hochrangigen Neonazis, die exklusive Einblicke in die Szene ermöglichen, kommt die Analyse zu dem Ergebnis, dass Rechtsextreme massenmediale Berichterstattung aktiv verfolgen, die Medienlogik antizipieren und Strategien entwickeln, um Massenmedien zu instrumentalisieren.
Network Algebra (Discrete Mathematics and Theoretical Computer Science)
by Gheorghe StefanescuNetwork algebra considers the algebraic study of networks and their behavior. It approaches the models in a sharp and simple manner. This book takes an integrated view of a broad range of applications, varying from concrete hardware-oriented models to high-level software-oriented models.
Network Analysis and Architecture (Signals and Communication Technology)
by Yu-Chu Tian Jing GaoThis book covers network analysis and architecture for large-scale computer network planning. Networks and the Internet are essential for modern industries and societies. Building a new network, upgrading an existing network, or planning to use a public network requires integrating various network mechanisms and technologies in a cohesive fashion. This demands a deep understanding of the concepts, principles, processes, approaches, and good practices of advanced network planning. More specifically, emphasizing service-based networking, the book introduces structured processes for network planning, provides systematic approaches for network analysis and architecture, develops network planning specifications, and discusses high-level network architectural models from various perspectives. It also offers detailed discussions on component-based architecture about addressing, routing, performance, management, and security and privacy. Recent developments in data centers, virtualization, and cloud are also embedded into the network architecture. Moreover, the book includes a comprehensive introduction to building practical TCP/IP network communications via sockets with practical examples. The book is suitable for use as a textbook for senior undergraduate and postgraduate students or as a reference book for network practitioners looking to develop or enhance their skills in network planning.
Network and Communication: Research on the Development of Electronic Information Engineering Technology in China
by Chinese Academy of EngineeringCurrently, there are global endeavors to integrate network information into the natural world and human society. This process will lead to marked improvements in productivity and product quality, and to new production methods and lifestyles. Further, these advances will have significant impacts, similar to those of the agricultural and industrial revolutions. At the same time, it is profoundly changing competition around the globe. Security, economic, social, military and cultural trends generate new opportunities for national development, new living spaces for humans, new fields of social governance, and new momentum for industrial upgrading and international competition. Over the next 20 years, the development of network communication technologies will focus on three-domain human-network-thing interconnections and their systematic integration into various industries and regions. This will be made possible by digitalization, networking and intellectualization, and will result in the extended connection of human societies around the globe, and a continuously enriched and expanded network space.This book summarizes the development of network communication, both globally and in China, as well as its future prospects from the perspectives of academia, technology and industry. Further, in the context of technology and applications, it focuses on mobile communication, data communication, and optical fiber communication. Discussing application services related to the mobile Internet, Internet of Things, edge computing and quantum communication, it highlights the latest technological advances, future trends, technologies and industry development hotspots. Lastly, it explores 15 buzzwords in the field of network communication in technology and industrial development, providing definitions, and describing the state of development of related applications.
Network-Aware Security for Group Communications
by Yan Sun Wade Trappe K. J. LiuThis book aims to fill a growing need in the research community for a reference that describes the state-of-the-art in securing group communications. It focuses on tailoring the security solution to the underlying network architecture (such as the wireless cellular network or the ad hoc/sensor network), or to the application using the security methods (such as multimedia multicasts).
Network-Based Control of Unmanned Marine Vehicles
by Yu-Long Wang Qing-Long Han Chen Peng Lang MaThis book presents a comprehensive analysis of stability, stabilization, and fault detection in networked control systems, with a focus on unmanned marine vehicles. It investigates the challenges of network-based control in areas like heading control, fault detection filter and controller design, dynamic positioning, and cooperative target tracking. Communication networks in control systems can induce delays and dropouts, so the book presents the importance of stability analysis, stabilize, and fault detection. To help readers gain a deeper understanding of these concepts, the book provides fundamental concepts and real-world examples. This book is a valuable resource for researchers and practitioners working in the field of network-based control for unmanned marine vehicles.
Network Coding (Iste Ser. #618)
by Khaldoun Al AghaNetwork coding, a relatively new area of research, has evolved from the theoretical level to become a tool used to optimize the performance of communication networks – wired, cellular, ad hoc, etc. The idea consists of mixing “packets” of data together when routing them from source to destination. Since network coding increases the network performance, it becomes a tool to enhance the existing protocols and algorithms in a network or for applications such as peer-to-peer and TCP. This book delivers an understanding of network coding and provides a set of studies showing the improvements in security, capacity and performance of fixed and mobile networks. This is increasingly topical as industry is increasingly becoming more reliant upon and applying network coding in multiple applications. Many cases where network coding is used in routing, physical layer, security, flooding, error correction, optimization and relaying are given – all of which are key areas of interest. Network Coding is the ideal resource for university students studying coding, and researchers and practitioners in sectors of all industries where digital communication and its application needs to be correctly understood and implemented. Contents 1. Network Coding: From Theory to Practice, Youghourta Benfattoum, Steven Martin and Khaldoun Al Agha. 2. Fountain Codes and Network Coding for WSNs, Anya Apavatjrut, Claire Goursaud, Katia Jaffrès-Runser and Jean-Marie Gorce. 3. Switched Code for Ad Hoc Networks: Optimizing the Diffusion by Using Network Coding, Nour Kadi and Khaldoun Al Agha. 4. Security by Network Coding, Katia Jaffrès-Runser and Cédric Lauradoux. 5. Security for Network Coding, Marine Minier, Yuanyuan Zhang and Wassim Znaïdi. 6. Random Network Coding and Matroids, Maximilien Gadouleau. 7. Joint Network-Channel Coding for the Semi-Orthogonal MARC: Theoretical Bounds and Practical Design, Atoosa Hatefi, Antoine O. Berthet and Raphael Visoz. 8. Robust Network Coding, Lana Iwaza, Marco Di Renzo and Michel Kieffer. 9. Flow Models and Optimization for Network Coding, Eric Gourdin and Jeremiah Edwards.
Network Coding
by Khaldoun Al AghaNetwork coding, a relatively new area of research, has evolved from the theoretical level to become a tool used to optimize the performance of communication networks – wired, cellular, ad hoc, etc. The idea consists of mixing “packets” of data together when routing them from source to destination. Since network coding increases the network performance, it becomes a tool to enhance the existing protocols and algorithms in a network or for applications such as peer-to-peer and TCP. This book delivers an understanding of network coding and provides a set of studies showing the improvements in security, capacity and performance of fixed and mobile networks. This is increasingly topical as industry is increasingly becoming more reliant upon and applying network coding in multiple applications. Many cases where network coding is used in routing, physical layer, security, flooding, error correction, optimization and relaying are given – all of which are key areas of interest. Network Coding is the ideal resource for university students studying coding, and researchers and practitioners in sectors of all industries where digital communication and its application needs to be correctly understood and implemented. Contents 1. Network Coding: From Theory to Practice, Youghourta Benfattoum, Steven Martin and Khaldoun Al Agha. 2. Fountain Codes and Network Coding for WSNs, Anya Apavatjrut, Claire Goursaud, Katia Jaffrès-Runser and Jean-Marie Gorce. 3. Switched Code for Ad Hoc Networks: Optimizing the Diffusion by Using Network Coding, Nour Kadi and Khaldoun Al Agha. 4. Security by Network Coding, Katia Jaffrès-Runser and Cédric Lauradoux. 5. Security for Network Coding, Marine Minier, Yuanyuan Zhang and Wassim Znaïdi. 6. Random Network Coding and Matroids, Maximilien Gadouleau. 7. Joint Network-Channel Coding for the Semi-Orthogonal MARC: Theoretical Bounds and Practical Design, Atoosa Hatefi, Antoine O. Berthet and Raphael Visoz. 8. Robust Network Coding, Lana Iwaza, Marco Di Renzo and Michel Kieffer. 9. Flow Models and Optimization for Network Coding, Eric Gourdin and Jeremiah Edwards.