carnevalemanfredonia.it
» » The Intelligent Negotiator: What to Say, What to Do, How to Get What You Want--Every Time

eBook The Intelligent Negotiator: What to Say, What to Do, How to Get What You Want--Every Time download

by Charles Craver

eBook The Intelligent Negotiator: What to Say, What to Do, How to Get What You Want--Every Time download ISBN: 0761537252
Author: Charles Craver
Publisher: Prima Lifestyles; 1 edition (October 22, 2002)
Language: English
Pages: 304
ePub: 1585 kb
Fb2: 1332 kb
Rating: 4.4
Other formats: mbr docx lrf lrf
Category: Work and Money
Subcategory: Management and Leadership

Praise for The Intelligent Negotiator: "Charles Craver imparted invaluable lessons in the art of negotiation in the course I took from him 30 years ago. The Intelligent Negotiator is a must-read for anyone looking to maximize his success in competitive business.

Praise for The Intelligent Negotiator: "Charles Craver imparted invaluable lessons in the art of negotiation in the course I took from him 30 years ago. It brims with compelling strategies for achieving superior results. Leigh Steinberg, sports attorney and CEO, Assante Sports Management "Charles Craver is that welcome rarity-a leading academic who possesses a sure grasp for the practicalities of everyday negotiating.

In How to Use Power Phrases to Say What You Mean, Mean What. the unvarnished truth is what works. lf using words to alter perspective seem s too m uch lik. How To Persuade People Who Don t Want To Be Persuaded Get What You Want Every. 83 MB·26,486 Downloads. Getting (More of) What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate. 75 MB·17,249 Downloads·New! to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and.

Intelligent Negotiator book. when to give and when to take. Mr. Craver has taught the ins and outs of effective negotiation to more than 60,000 professionals from around the globe over the past 25 years

Intelligent Negotiator book. Craver has taught the ins and outs of effective negotiation to more than 60,000 professionals from around the globe over the past 25 years. In this easy-to-use book, he reveals his never-fail techniques that will give you the confidence and persuasiveness of a seasoned pro.

What to Say, What to Do, How to Get What You Want-Every Time. Craver notes three major approaches that the intelligent negotiator must master. The first of these is the ial

The Intelligent Negotiator : What to Say, What to Do, How to Get What You Want-Every Time. by Charles B. Craver. A practical guide to the negotiating process covers different bargaining styles, avoiding psychological pitfalls, and closing a deal, providing exercises and anecdotes on how to build a personal style. The first of these is the ial. This is the stuff of win/lose negotiations, the zero sum game in which the pie is presumed to be fixed and one participant wins more if the other loses more.

when to give and when to take. Craver has taught the ins and outs of effective negotiation to more than 60,000 professionals from around the globe over the past 25 years

when to give and when to take.

Download PDF book format. Choose file format of this book to download: pdf chm txt rtf doc. Download this format book. The intelligent negotiator : what to say, what to do, and how to get what you want, every time Charles Craver.

No-I want to keep shopping. do in each ·And much, much more Packed with interactive exercises, insightful anecdotes from the author's own career, and invaluable lessons on building a personal negotiating style, this is your complete guide to bargaining and deal-making the right way-with intelligence.

A practical guide to the negotiating process covers different bargaining styles, avoiding psychological pitfalls, and closing a deal, providing exercises and anecdotes on how to build a personal style. 10,000 first printing.

The Intelligent Negotiator by Charles B. Craver (Paperback, 2002). Packaging should be the same as what is found in a retail store, unless the item is handmade or was packaged by the manufacturer in non-retail packaging, such as an unprinted box or plastic bag. See details for additional description. Get it by Tue, 24 Dec - Mon, 30 Dec from Castle Donington, United Kingdom.

The Intelligent Negotiator What to Say, What to Do, How to Get What You Want-Every Time by Charles Craver and Publisher Crown. Save up to 80% by choosing the eTextbook option for ISBN: 9780307557070, 0307557073. The print version of this textbook is ISBN: 9781400081493, 1400081491.

Nearly every professional interaction you have during your career will involve a negotiation of some sort. Whether you're closing a million-dollar deal with a client, bargaining over your own terms of employment, or delegating duties among your coworkers, the key to successful negotiation is possessing intelligence. But intelligence doesn't mean just having smarts. It means knowing your opponents inside and out: how they respond under stress, what tricks they try to pull to catch you off guard, and how to negotiate a fair deal that makes both sides happy. It means knowing what they will ask for before they ask, what they are willing to give before they give, and where they will draw the line before they walk away from the table.The Intelligent Negotiator is your complete and practical guide to understanding and mastering effective negotiating skills. Author and negotiation expert Charles Craver goes beyond the basic principles of negotiation and gets down to the nitty-gritty steps of the process, including what kinds of clothes to wear to help you succeed, where to sit in a room during an important negotiation, what questions to ask, how to listen and watch effectively, how to present your offers, and, most importantly, when to give and when to take. Mr. Craver has taught the ins and outs of effective negotiation to more than 60,000 professionals from around the globe over the past 25 years. In this easy-to-use book, he reveals his never-fail techniques that will give you the confidence and persuasiveness of a seasoned pro. You'll discover how to:·Identify the different types of negotiating techniques, when to use each one, and how to counter them ·Close a deal properly to avoid last-minute demands ·Walk away from a deal without losing your cool ·Prepare for the unexpected, master the mental game, and avoid psychological entrapment ·Understand the different stages of the negotiation process and what to do in each ·And much, much morePacked with interactive exercises, insightful anecdotes from the author's own career, and invaluable lessons on building a personal negotiating style, this is your complete guide to bargaining and deal-making the right way—with intelligence.
Comments: (7)
Vozilkree
I am a law student and this book was assigned reading for my negotiations class. It is actually just a great book. I read a lot of investment/business type books for fun in my free time (get a life right). I would read this book in my free time. It is pretty easily digestible and has a lot of great advice on negotiating. I think anyone, from the corporate attorney to the average person going to lease a car, can gain valuable skills and insights from this book. Great read!
Vosho
Very informative book. Great for preparation to interview, or facing the boss to ask for a raise at review time..
Cherry The Countess
This is the negotiator's bible! I have recommend this book to at least 50 people and have given away 12 copies so far. Love it !!
Globus
Great nook
Levaq
Charles Craver is the Leroy S. Merrifield Research Professor of Law at George Washington University (Washington, D.C.) where he teaches negotiating. Through his work at the Law School and in workshops throughout the world, Professor Craver estimates that he has taught negotiating skills to some 60,000 attorneys and businesspersons.
The Intelligent Negotiator is a book that fulfills the promise of its title. Craver provides the reader with the techniques and skills to become a true master of the craft.
Unquestionably, The Intelligent Negotiator will prove invaluable for the beginning negotiator and a solid source for refining the skills of the more experienced practitioner. Refreshingly, in a field in which so much has been written and is often unacknowledged, Craver credits and draws upon the research and findings of its authors. Additionally, although he has a preferred approach to negotiations, the author provides a fundamental negotiating skills book that does not rest upon the adoption of a singular negotiating style.
"Don't even try to adopt just one negotiating style or philosophy," Craver tells his reader in the first sentence of his work, "for there is no single approach that can effectively govern all bargaining transactions" (p.3). The intelligent negotiator, in Professor Craver's view, is a person who is comfortable working within a suite of negotiating styles. The reader who understands that premise is on the way to wisdom.
The experienced negotiator knows that no matter what the hopes, not every negotiation expands the pie. Negotiators come in all stripes and are driven by differing motives. Success in negotiations requires that its participants understand and adapt easily to the reality of functioning with an arena encompassing widely disparate styles.
Craver notes three major approaches that the intelligent negotiator must master. The first of these is the Competitive-Adversarial. This is the stuff of win/lose negotiations, the zero sum game in which the pie is presumed to be fixed and one participant wins more if the other loses more. The second he defines as the Cooperative-Problem-Solving approach. In this style, the parties seek to expand the pie through engaging in a joint creative enterprise and thereby enable the participants to realize a win/win outcome. The intelligent negotiator recognizes that this second style has inherent rewards and significant risks of exploitation depending upon the true commitments of the parties at the bargaining table to the cooperative negotiating style.
Both styles remain predominant in negotiating and Craver introduces the reader to some of the research on the effectiveness of practitioners of these two dominant negotiating styles. It is interesting research.
Craver cites a study of the negotiating styles of practicing attorneys conducted by Professor Gerald Williams of Brigham Young University some twenty years ago that may surprise many readers. According to Professor Williams' research, most practicing lawyers do not use an adversarial style in their negotiations. Two thirds of the attorneys, as viewed by their colleagues, used a cooperative approach and only twenty-five percent of the lawyers were seen as practitioners of an adversarial style of negotiations (p.10).
More importantly, peer assessment concluded that cooperative negotiators fared far better than adversarial attorneys in the negotiating arena. Fifty-nine percent of the cooperative style negotiators were viewed as effective negotiators and only a miniscule 3 percent were considered ineffective. Only 25 percent of the adversarial style negotiators were deemed effective by their peers and a staggering 33 percent were judged to be ineffective. A more recent study reported last year by Professor Andrea Kupfer Schneider, found over half of adversarial style negotiators were considered ineffective by their peers (p.10).
There is much that the negotiator can draw from these findings, not the least of which is that the intelligent negotiator must be able to adapt and operate successfully in an arena of diverse approaches. Reliance on a singular style, as Professor Craver well illustrates is a recipe for disaster.
Given this, Craver offers a third style as the best primary style for the intelligent negotiator. The Innovator approach, as the author calls his preferred style, is a hybrid of both of the preeminent negotiating approaches. Its hallmarks are beginning with principled offers, matching one's counterpart on how much and what is disclosed, relying on objective criteria and recognizing that the primary goal of the negotiator is to obtain beneficial results for themselves and secondarily for the opponent.
The core of the book, however, is far from a discourse on a singular approach, but rather the teaching of the underlying fundamental skills and techniques that every negotiator regardless of their approach requires to succeed in practicing the art. The book, therefore, is an intelligent negotiator's guide to the practice of negotiations.
Craver explores the process thoroughly and leads his reader through the tough issues confronting every negotiator with concise and well-reasoned advice. The author shows the reader the importance of setting high goals, even increasing them before negotiations begin. He gives the reader solid advice on how to construct an opening offer and coaches the negotiator on its critical impact on the psychology and course of the negotiations to follow. The reader learns how an opening offer operates as an anchor, its role in bracketing the negotiating settlement range and its use in framing the other party's perception of gain and loss in the potential agreement. If these concepts are not clear to you, they are clearly explained in Craver's work.
There is far more in this volume. You will find strategies for multiple item negotiations, techniques for handling absurd positions, some careful advice on reading body language and a host of topics that the intelligent negotiator must know. You will find it a valuable negotiating skills guide of value for any style of negotiations.
To complete his work, the author turns his attention to some of the more special types of negotiating situations that all readers encounter. You will find some insightful advice in his concluding sections on negotiating employment agreements, automobile purchases and real estate bargaining.
Highly recommended.
John Baker, Ph.D.
Editor, The Negotiator Magazine
Kulafyn
The Intelligent Negotiator is a must read book for anyone about to enter serious negotiations. I've read the book twice now, both times before negotiating important contracts, and the advice that Professor Craver imparts in his book is invaluable. The book is written in clear, accessible, language, and organized clearly. I highly recommend this book.
Yggfyn
As a consultant in International and Cross-Cultural Management, I found this book particularly valuable. That's because it not only is a great and comprehensive compendium on effective negotiating (as others already pointed out), but it also covers techniques negotiators may be less likely to find used in the US but are likely to run into when abroad. Examples are extreme openings, time pressure, large negotiation teams, and so on. This makes the book very valuable in preparing for overseas negotiation, for instance in Asia.