Books about Negotiator from Amazon.com

At last, a negotiation book that provides an integrated, big-picture view of what to do and what to avoid at the bargaining table based on the latest research findings! Combining a strong applied flavor with straightforward and lively writing, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills..
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Veteran hostage negotiator Kate O'Malley has seen humankind at its worst. In fact, she has become something of a legend for her ability to parlay a successful outcome from even the most desperate situations. FBI special agent Dave Richman, introduced in Henderson's Danger in the Shadows, has every reason to have lost faith. But he hasn't and Kate has. From their first encounter during a bank holdup, these two very disparate people are inexplicably drawn to each other. But can they overcome the obstacles? Dave's Christianity is as much a part of him as his desire for Kate, while Kate claims no particular belief in God. And can Dave relinquish his need to protect Kate when it is her job to place herself in danger? But Dave may not have a choice when a secret from Kate's past returns to haunt her--or kill her. Full of surprises, Dee Henderson's The Negotiator is a walk on the wild side and readers will love every thrilling minute!--Alison Trinkle.
Price: $4.99 [Notify me when price goes down.]

Although the American West was ultimately won by killing nearly every Indian who got in the way, the initial contacts between native and Euro-American cultures were for the most part peaceful, defined by the social and geopolitical norms set by the land's original inhabitants. Into the American Woods examines how semiprofessional negotiators defined a "middle ground" in frontier Pennsylvania where schisms between Anglos and native Americans were temporarily appeased for mutual economic and political gain.

English colonial administrators, seeking to purchase land, establish trade, and avert conflict, became dependent on opportunists at the colony's edge, such as German entrepreneur Conrad Weiser, or trader George Groghan, to negotiate with the Delaware, Shawnee, Iroquois, and other regional tribes and bands. Uninterested in learning the ways of new arrivals, the native peoples sent sons of mixed European and Indian heritage or Christian converts to negotiate on their behalf. By trading wampum, using sign language, and scribbling pictographs, these go-betweens developed ambiguously effective means of bridging cultural divides. Negotiators, however, did not fully trust each other's intentions and maintained the prejudices of their own cultures. The French-Indian Wars lessened the effectiveness of councils or other forms of negotiation and tensions between Anglo and Native American civilizations intensified, culminating in the infamous "Paxton Boys" massacre of 1763. Each stage of Merrell's lively, extremely well-researched analysis is filled with colorful "woods lore"--anecdotes often comic in nature, focusing on the rampant alcoholism and bawdiness of frontier life--which illustrate the personalities of key negotiators, as well as the strategies and conditions by which White and Native America conversed in the early 18th century, an era when the wampum belt carried more power on the frontier than the flintlock. --John Anderson.
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Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations.

Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to:

• Understand the game so you can better control what happens
• Predict the sequence of negotiation activities and move from disagreement toward agreement
• Identify the strategies and tactics of other players in the game.
• Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success

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In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales.

He shows salespeople how to:
* Use pressure points to control the negotiating situation.
* Downplay the importance of money.
* Ask for more than one expects to get.
* Negotiate with individuals from other cultures.
* Master the nine elements of power that control negotiating situations.
* Analyze personality styles and adapt to them.
* Master the 24 power closes.

This is not a dull, dry treatise full theory. Nor is it a handbook of tricks and scams meant to manipulate others. It is the most complete book ever written specifically for salespeople about the process of negotiation..
Price: $9.58 [Notify me when price goes down.]

Get More Money on Your Next Job: 25 Proven Strategies for Getting More Money, Better Benefits & Greater Job Security, by employment attorney and human resource executive Lee Miller, is a compilation of tactics that anyone can use to negotiate optimum deals when changing jobs. Outlining overall principles along with specific techniques, the book details how employment candidates can boost their cause by properly responding to questions--and in turn asking the right ones--during the interview process. Get More Money on Your Next Job also offers advice especially for women and the unemployed, and information on using headhunters and other professionals in a job search..
Price: $3.84 [Notify me when price goes down.]