Books about Negotiators from Amazon.com

WHAT SECRETS LIE SHROUDED IN DARKNESS?

Okay, so jogging through Central Park after midnight wasn't a bright idea. But Margrit Knight never thought she'd encounter a dark new world filled with magical beings—not to mention a dying woman and a mysterious stranger with blood on his hands. Her logical, lawyer instincts told her it couldn't all be real— but she could hardly deny what she'd seen…and touched.

The mystery man, Alban, was a gargoyle. One of the fabled Old Races who had hidden their existence for centuries. Now he was a murder suspect, and he needed Margrit's help to take the heat off him and find the real killer. And as the dead pile up, it's a race against the sunrise to clear Alban's name and keep them both alive.…

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Price: $7.50 [Notify me when price goes down.]

War has erupted among the five Old Races, and Margrit is responsible for the death that caused it. Now New York City's most unusual lawyer finds herself facing her toughest negotiation yet. And with her gargoyle lover, Alban, taken prisoner, Margrit's only allies—a dragon bitter about his fall, a vampire determined to hold his standing at any cost and a mortal detective with no idea what he's up against—have demands of their own.

Determined to rescue Alban and torn between conflicting loyalties as the battle seeps into the human world, Margrit soon realizes the only way out is through the fire.….
Price: $10.17 [Notify me when price goes down.]

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: $6.99 [Notify me when price goes down.]

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..
Price: $88.80 [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.
Price: $10.12 [Notify me when price goes down.]

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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Price: $13.86 [Notify me when price goes down.]

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.]

The best martial artists know what they want when they enter the arena, they know how to get it, and they're not afraid to go after it. The same could be said of great negotiators This book uses the principles of martial arts to guide readers step-by-step, from basic techniques through advanced strategies, all the way to achieving their "black belt" in negotiating. Packed with quizzes, scripts, checklists, and even a Negotiating Rating Sheet for continual self-assessment, the book trains readers in martial arts-based negotiation fundamentals, including:

* Don't Fear the Blow -- Black belts aren't afraid of being hit or they would never step onto the mat. Get over your fear of bargaining, and the fight is already won.

* Identify Vital Striking Points -- Weaken others' positions by identifying what's most important to them...and bring down even the biggest opponent.

* Read Your Opponent -- Counter an opponent's moves by honing in on what technique they're using -- and hit them with the perfect response.

Grounded in authentic martial arts tactics, this book turns novice bargainers into black belt negotiators who can get whatever they want out of any situation..
Price: $7.02 [Notify me when price goes down.]

America is just now waking up to the business potential and problems of dealing with a newly aggressive China. And with this wake-up call comes an increasing need for an authoritative, easy-to-read, practical guide to doing business with the Chinese.
The Chinese Negotiator is just that guide. The authors, with over five decades of East-West negotiating experience between them, cover techniques of all kinds, including successful and failed strategies, how to win the real trust of the Chinese, how to follow customs Chinese understand, how to negotiate a fair deal, and how to build a long-term business relationship. The book offers three unique resources to help the professional business person:
1. Twenty-two real-life case studies
2. The authors' strategy for success: SNP, the Strategic Negotiation Process
3. A thorough explanation of thirty-six traditional strategies used by the Chinese-and how to combat them
The authors write, "You will be facing the most strategically minded people in the world. You need a strategic mind, determination, composure, and your own team of like-minded warriors to make the journey with you.".
Price: $13.95 [Notify me when price goes down.]