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| mind and heart of the negotiator: The Mind and Heart of the Negotiator Leigh L. Thompson, 2009 The Mind and Heart of the Negotiator, Fourth Edition, is for managers, executives, and leaders - anyone who has to negotiate with other people to attain their objectives. The Mind and Heart of the Negotiator provides managers with proven solutions to many tough negotiation challenges. --Book Jacket. |
| mind and heart of the negotiator: The Mind and Heart of the Negotiator Leigh L. Thompson, 1998 The book takes a social-psychological approach to negotiation. It provides the reader with the tools for understanding both the basics and the complexities of negotiation. The book combines principles, theories, applications, and the latest research--it is the student handbook on negotiation! Website at . |
| mind and heart of the negotiator: The Mind and Heart of the Negotiator Leigh Thompson, 2015 For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate--whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This program will provide a better teaching and learning experience-for you and your students. Here's how: Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation. Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals. Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text. |
| mind and heart of the negotiator: Mind and Heart of the Negotiator, The, Global Edition Leigh L. Thompson, 2021-11-08 For undergraduate and graduate-level business courses that cover the skills of negotiation. The Mind and Heart of the Negotiator is dedicated to individuals who want to improve their ability to negotiate —whether in multimillion-dollar business deals or personal interactions. This text explains what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and real-world application. The 7th Edition contains new and updated exercises, statistics, and examples from business, politics, and personal life spanning the globe to illustrate effective, as well as ineffective, negotiation skills. Armed with these, students will be ready to improve their relational as well as economic outcomes. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed. |
| mind and heart of the negotiator: The Mind and Heart of the Negotiator Leigh L. Thompson, 2012 For undergraduate and graduate-level business courses that cover the skills of negotiation. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. |
| mind and heart of the negotiator: The Mind and Heart of the Negotiator Leigh L. Thompson, 2012 For undergraduate and graduate level business courses that cover the skills of negotiation, this text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. |
| mind and heart of the negotiator: The Mind and Heart of the Negotiator Leigh Thompson, 2011-11-21 This is the eBook of the printed book and may not include any media, website access codes, or print supplements that may come packaged with the bound book. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate–whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations. |
| mind and heart of the negotiator: The Negotiator Ben Lopez, 2012-09 Lopez spends his life traveling the world working for governments, law enforcement agencies, multinational corporations, and private clients, supplying professional kidnap-negotiation services. In the high-stakes world of hostage negotiations, every call is a matter of life and death. |
| mind and heart of the negotiator: Essentials of Negotiation Roy J. Lewicki, David M. Saunders, Bruce Barry, Kevin Tasa, 2020 |
| mind and heart of the negotiator: Negotiation Genius Deepak Malhotra, Max Bazerman, 2008-08-26 From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius. |
| mind and heart of the negotiator: Getting to Yes Roger Fisher, William Ury, Bruce Patton, 1991 Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement. |
| mind and heart of the negotiator: The Truth about Negotiations Leigh L. Thompson, 2008 “The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.” –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation “Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.” –ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb “A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.” –RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc. You can learn to be a world-class negotiator and get what you want! • The truth about how to prepare within one hour • The truth about negotiating with friends, colleagues, and spouses • The truth about the win-win litmus test This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work. |
| mind and heart of the negotiator: Mind and Heart of the Negotiator, The, Global Edition Leigh L. Thompson, 2015-02-27 For undergraduate and graduate-level business courses that cover the skills of negotiation. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate—whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed. |
| mind and heart of the negotiator: Negotiating the Sweet Spot Leigh Thompson, 2020-07-14 Everybody negotiates at various points every day, be it in life or business, and it’s important to get it right. On average, people leave about 20% of potential mutual gains untapped in any negotiation. This is akin to taking 20% of the value in any deal and dumping it into a garbage canister. Finding that hidden 20%, the “sweet spot,” is a skill that takes practice but is also one that anybody can learn. Leigh Thompson offers best practices and tools within this book to use in daily negotiations and conflict situations. She calls these strategies “hacks” because they work but don’t require a lot of investment, training, expense, and time. You don’t have to be a CEO, senior VP, or regional brand manager to learn how to find the sweet spot in life’s negotiations. In Negotiating the Sweet Spot, benefits include learning the following: Understanding where the sweet spot is in the deals you negotiate Adopting a big-picture mind-set when approaching any negotiation Seeing negotiations less as win-lose battles and more as opportunities to use problem-solving skills Utilizing a tool kit of “hacks” that will work in any negotiation and have been proven effective by a top expert in the field Negotiating the Sweet Spot walks people of all skill and experience levels through simple and proven techniques that are sure to result in better outcomes for all parties and that uncover the hidden value that exists in any negotiation. |
| mind and heart of the negotiator: Negotiation Analysis Howard Raiffa, 2007-03-31 This masterly book substantially extends Howard Raiffa's earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach--building from simple hypothetical examples--the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations. |
| mind and heart of the negotiator: Not for the Faint of Heart Ambassador Wendy R. Sherman, 2018-09-04 Distinguished diplomat Ambassador Wendy Sherman brings readers inside the negotiating room to show how to put diplomatic values like courage, power, and persistence to work in their own lives. Few people have sat across from the Iranians and the North Koreans at the negotiating table. Wendy Sherman has done both. During her time as the lead US negotiator of the historic Iran nuclear deal and throughout her distinguished career, Wendy Sherman has amassed tremendous expertise in the most pressing foreign policy issues of our time. Throughout her life -- from growing up in civil-rights-era Baltimore, to stints as a social worker, campaign manager, and business owner, to advising multiple presidents -- she has relied on values that have shaped her approach to work and leadership: authenticity, effective use of power and persistence, acceptance of change, and commitment to the team. Not for the Faint of Heart takes readers inside the world of international diplomacy and into the mind of one of our most effective negotiators -- often the only woman in the room. She shows why good work in her field is so hard to do, and how we can learn to apply core skills of diplomacy to the challenges in our own lives. |
| mind and heart of the negotiator: Negotiation Theory and Research Leigh L. Thompson, 2006-01-13 Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory. |
| mind and heart of the negotiator: The One Minute Negotiator Don Hutson, George Lucas, 2010-08-30 Negotiation impacts every aspect of our lives, from the deals we strike on the job, to our relationships with family members and neighbors, to the transactions we make as customers. Yet most people do anything they can to avoid negotiating—it makes them uncomfortable, nervous, even frightened. This plague of negotiaphobia is what Don Hutson and George Lucas are here to remedy. Hutson and Lucas tell the tale of Jay Baxter, who sells more than anyone else in his company but finds himself in trouble because his profit margins are so slim—he's giving too much away to close the deal. Enter the One Minute Negotiator, who teaches him a three-step negotiating process that not only helps him make more profit per sale but can be applied anywhere, on the job or off. The key to the process is flexibility. Most books on negotiation preach one of two gospels: thou shalt collaborate or thou shalt compete. But no two negotiations are alike—one strategy cannot fit all. The One Minute Negotiator teaches you four viable strategies and shows how to choose the one best suited to the situation, your own inclinations, and the strategy being used by the other side. Besides the obvious benefits, conquering negotiaphobia will reduce your stress level. You'll never walk away thinking about what you should have asked for or might have gotten. Instead, with the tools Hutson and Lucas provide, you can confidently and consistently guide any negotiation to the best possible conclusion. |
| mind and heart of the negotiator: Negotiating Globally Jeanne M. Brett, 2012-10-15 When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on “Government At and Around the Table” has been expanded and updated with new examples that span the globe. In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators’ interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions. |
| mind and heart of the negotiator: The Bartering Mindset Brian C. Gunia, 2019-02-08 We use money to solve our everyday problems, and it generally works well. Despite its economic benefits, however, money has a psychological downside: it trains us to think about negotiations narrow-mindedly, leading us to negotiate badly. Suggesting that we need a non-monetary mindset to negotiate better, The Bartering Mindset shows us how to look outside the monetary economy - to the bartering economies of the past, where people traded what they had for what they needed. The book argues that, because of the economic difficulties associated with bartering, barterers had to use a more sophisticated form of negotiation - a strategic approach that can make us master negotiators today. This book immerses readers in the assumptions made by barterers, collectively referred to as the bartering mindset, and then demonstrates how to apply this mindset to modern, monetary negotiations. The Bartering Mindset concludes that our individual, organizational, and social problems fester for a predictable reason: we apply a monetary mindset to our negotiations, leading to suboptimal thinking, counterproductive behaviors, and disappointing outcomes. By offering the bartering mindset as an alternative, this book will help people negotiate better and thrive. |
| mind and heart of the negotiator: Creative Conspiracy Leigh Thompson, 2013-01-15 Identifies the importance of a conscious, planned and shared collaborative environment that promotes teamwork, creativity and enthusiasm, revealing counter-intuitive facts while sharing research-based examples that identify the essential components of an effective team. 15,000 first printing. |
| mind and heart of the negotiator: You Can Negotiate Anything Herb Cohen, 1982-12-01 Regardless of who you are or what you want, you can negotiate anything promises Herb Cohen, the world’s best negotiator. From mergers to marriages, from loans to lovemaking, the #1 bestseller You Can Negotiate Anything proves that “money, justice, prestige, love—it’s all negotiable.” Hailed by such publications as Time, People, and Newsweek, Cohen has advised presidents on everything from domestic policy to hostage crises to combating internal terrorism. His advice: “Be patient, be personal, be informed—and you can bargain successfully for anything.” Inside, you’ll learn the keys to using Herb Cohen’s proven strategy for dealing with your mate, your boss, your credit card company, your children, your lawyer, your best friends, and even yourself: •The three crucial steps to success • Identifying the other side’s negotiating style—and how to deal with it • The win-win technique • Using time to your advantage • The power of persistence, persuasion, and attitude • The art of the telephone negotiation, and much more “Power is based upon perception—if you think you’ve got it then you’ve got it!” affirms Herb Cohen, the world’s expert. And with this book, you’ve got the power to get what you really want right in your hands. |
| mind and heart of the negotiator: Getting More Stuart Diamond, 2010-12-28 NEW YORK TIMES BESTSELLER • Learn the negotiation model used by Google to train employees worldwide, U.S. Special Ops to promote stability globally (“this stuff saves lives”), and families to forge better relationships. A 20% discount on an item already on sale. A four-year-old willingly brushes his/her teeth and goes to bed. A vacationing couple gets on a flight that has left the gate. $5 million more for a small business; a billion dollars at a big one. Based on thirty years of research among forty thousand people in sixty countries, Wharton Business School Professor and Pulitzer Prize winner Stuart Diamond shows in this unique and revolutionary book how emotional intelligence, perceptions, cultural diversity and collaboration produce four times as much value as old-school, conflictive, power, leverage and logic. As negotiations underlie every human encounter, this immediately-usable advice works in virtually any situation: kids, jobs, travel, shopping, business, politics, relationships, cultures, partners, competitors. The tools are invisible until you first see them. Then they’re always there to solve your problems and meet your goals. |
| mind and heart of the negotiator: HBR's 10 Must Reads on Negotiation (with bonus article "15 Rules for Negotiating a Job Offer" by Deepak Malhotra) Harvard Business Review, Daniel Kahneman, Deepak Malhotra, Erin Meyer, Max H. Bazerman, 2019-04-30 Learn to be a better negotiator--and achieve the outcomes you want. If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible. This book will inspire you to: Control the negotiation before you enter the room Persuade others to do what you want--for their own reasons Manage emotions on both sides of the table Understand the rules of negotiating across cultures Set the stage for a healthy relationship long after the ink has dried Identify what you can live with and when to walk away This collection of articles includes: Six Habits of Merely Effective Negotiators by James K. Sebenius; Control the Negotiation Before It Begins by Deepak Malhotra; Emotion and the Art of Negotiation by Alison Wood Brooks; Breakthrough Bargaining by Deborah M. Kolb and Judith Williams; 15 Rules for Negotiating a Job Offer by Deepak Malhotra; Getting to Si, Ja, Oui, Hai, and Da by Erin Meyer; Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino by Diane L. Coutu; Deal Making 2.0: A Guide to Complex Negotiations by David A. Lax and James K. Sebenius; How to Make the Other Side Play Fair by Max H. Bazerman and Daniel Kahneman; Getting Past Yes: Negotiating as if Implementation Mattered by Danny Ertel; When to Walk Away from a Deal by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen. |
| mind and heart of the negotiator: The Mind and Heart of the Negotiator Leigh L. Thompson, 2001 |
| mind and heart of the negotiator: The Negotiation Book Steve Gates, 2015-10-08 Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage |
| mind and heart of the negotiator: The Negotiator Dee Henderson, 2010-11-09 FBI agent Dave Richman from Danger in the Shadows is back. He's about to meet Kate O'Malley, and his life will never be the same. She's a hostage negotiator. He protects people. He's about to find out that falling in love with a hostage negotiator is one thing, but keeping her safe is another! Introducing the O'Malleys, an inspirational group of seven, all abandoned or orphaned as teens, who have made the choice to become a loyal and committed family. They have chosen their own surname, O'Malley, and have stood by each other through moments of joy and heartache. Their stories are told in CBA best-selling, inspirational romantic suspense novels that rock your heart and restore strength and hope to your spirit. |
| mind and heart of the negotiator: How to Become a Better Negotiator Richard A. LUECKE, James G. PATTERSON, 2008-03-12 Whether it’s at home or at work, so much of our lives involves negotiating to get what we want. From negotiating a higher salary, to lowering costs from suppliers, to hammering out a new contract with a major customer, or even deciding where to go on vacation, the only way to consistently arrive at successful conclusions is to master the art of negotiation. Updated with completely new tactics and strategies, How to Become a Better Negotiator lets readers in on the same high-level skills that experienced negotiators use.Packed with fill-in-the-blank sections, tips, quizzes, and chapter reviews, the book covers important topics such as listening, assertiveness, and how to deal with hostile opponents. In addition, the book now features new chapters on:preparation, including identifying issues and interests, and determining alternatives to a deal and reserve price • the five basic steps of negotiation and “doing the deal” • and typical negotiating pitfalls and how to avoid them. |
| mind and heart of the negotiator: Bargaining for Advantage G. Richard Shell, 2001 Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator. |
| mind and heart of the negotiator: Confident Parents, Confident Kids Jennifer S. Miller, 2019-11-05 Confident Parents, Confident Kids lays out an approach for helping parents—and the kids they love—hone their emotional intelligence so that they can make wise choices, connect and communicate well with others (even when patience is thin), and become socially conscious and confident human beings. How do we raise a happy, confident kid? And how can we be confident that our parenting is preparing our child for success? Our confidence develops from understanding and having a mastery over our emotions (aka emotional intelligence)—and helping our children do the same. Like learning to play a musical instrument, we can fine-tune our ability to skillfully react to those crazy, wonderful, big feelings that naturally arise from our child’s constant growth and changes, moving from chaos to harmony. We want our children to trust that they can conquer any challenge with hard work and persistence; that they can love boundlessly; that they will find their unique sense of purpose; and they will act wisely in a complex world. This book shows you how. With author and educator Jennifer Miller as your supportive guide, you'll learn: the lies we’ve been told about emotions, how they shape our choices, and how we can reshape our parenting decisions in better alignment with our deepest values. how to identify the temperaments your child was born with so you can support those tendencies rather than fight them. how to align your biggest hopes and dreams for your kids with specific skills that can be practiced, along with new research to support those powerful connections. about each age and stage your child goes through and the range of learning opportunities available. how to identify and manage those big emotions (that only the parenting process can bring out in us!) and how to model emotional intelligence for your children. how to deal with the emotions and influences of your choir—the many outside individuals and communities who directly impact your child’s life, including school, the digital world, extended family, neighbors, and friends. Raising confident, centered, happy kids—while feeling the same way about yourself—is possible with Confident Parents, Confident Kids. |
| mind and heart of the negotiator: Mastering Business Negotiation Roy J. Lewicki, Alexander Hiam, 2011-01-11 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 |
| mind and heart of the negotiator: Never Split the Difference Chris Voss, Tahl Raz, 2016-05-17 A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion. |
| mind and heart of the negotiator: The Art of Negotiation Michael Wheeler, 2013-10-08 A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science. |
| mind and heart of the negotiator: The Negotiator Jessica Gadziala, 2020-05-12 After weeks of nonstop work, all she wanted was to sleep in her own bed for a change. Instead, she found herself trapped in paradise against her will, working a job without the security of her team there to back her up.She was determined to resent every moment of it, but it wasn't long before she realized Greece had something that she didn't have back home. A man like Christopher Adamos in her bed. |
| mind and heart of the negotiator: Conflict Management for Managers Susan S. Raines, 2012-12-14 “Raines masterfully blends the latest empirical research on workplace conflict with practical knowledge, skills, and tools to effectively manage and prevent a wide range of conflict episodes. This is a highly applicable ‘top shelf book’ that will assist anyone from the aspiring manager to top level management and leadership in the public, private, and nonprofit sectors. It will also be a fast favorite of professors, trainers, and students of business and conflict management.” - Brian Polkinghorn, Distinguished Professor, Center for Conflict Resolution, Salisbury University. “With her broad dispute resolution, teaching, and editing experience, Susan Raines is uniquely qualified to organize what is known about conflict management in the workplace. She has succeeded in providing private, public, and nonprofit managers with accessible concepts and tools to deal effectively with the internal and external conflicts they must confront every day. Essential reading for all managers!” - Alan E. Gross, senior director, training coordinator, New York Peace Institute “After reading an advance copy of Raine’s impressive book, I can’t wait to begin to use it as a seminal text in my classes in organizational conflict. I am amazed at her ability to cover so well such disparate subjects as systems design, public policy disputes, small and large group processes, customer conflicts, conflicts in a unionized environment, and conflicts within regulatory contexts. Her user-friendly writing style is enhanced by her salient examples of exemplary and mistake-laden practices within public and private sector organizations. A ‘must-read’ for scholars, students, and practitioners interested in organizational conflict.” - Neil H. Katz, professor, Conflict Analysis and Resolution, Nova-Southeastern University “Conflict management skills are essential to a manager’s success. Raines, a leading scholar and practitioner, provides a comprehensive and strategic new guide to these critical skills and how to use them in any organization.” - Lisa Blomgren Bingham, Keller-Runden Professor of Public Service, School of Public and Environmental Affairs, Indiana University |
| mind and heart of the negotiator: Deep Listening Oscar Trimboli, 2017-06-10 Over 55% of your day is spent listening; yet only 2% of us have been trained in how to listen. What is poor listening costing you? Do you rush from meeting to meeting, your head buried in the last conversation you had, without time to think of the next? Or feel frustrated with unproductive discussions where the loudest in the room adds limited insight and drowns out everyone else? We usually think of these situations as communication problems; that we have not spoken our needs correctly or clearly. Yet, conflict, chaos and confusion are the costs of not listening. Many communication and listening books say the most important person in a conversation is the speaker - not true! This pocket-sized guide will help you to reconnect with your innate gift of deep listening, to create the right space to listen to yourself before you listen to others. You'll learn to listen beyond the words that are spoken, to add context and meaning and listen in to what's not being said. Deep Listening will help you move from confusion and conflict to thoughtful, insightful and powerful discussions that will transform not just your work, but your whole life. |
| mind and heart of the negotiator: FROM HOPE TO STRATEGY The Anatomy of Negotiation Wayne Harrison, This is the gift that keeps giving. The Anatomy of Negotiation, is a book by Wayne Harrison that gives you the latest tools to do the right thing the right way at the right time. It will provide you with the communication strategies and negotiation frameworks needed to form new skills, improve processes, be a better leader, and make your relationships and outcomes more predictable. The information in this book is based on extensive research and experienced practitioners, who have participated in and advised on high-stakes negotiations and conflicts that have resulted in practical value-creating outcomes. |
| mind and heart of the negotiator: Stalling for Time Gary Noesner, 2010 A longtime FBI Lead Hostage Negotiator offers a behind-the-scenes account of the many high-profile cases he worked on--from hijackings and prison riots to religious-cult and right-wing-militia standoffs--and explains how such failures as Ruby Ridge and Waco could have been averted. |
| mind and heart of the negotiator: 3-D Negotiation David A. Lax, James K. Sebenius, 2006 Most discussions on negotiation use an exclusively at-the-table perspective, focused on tactics, persuasion, psychology and other 1-D elements of the negotiation process. Articulating a 3-D perspective, this book presents a practical approach by focusing on the surface process and also on the value to be unlocked with skillful deal-design. |
| mind and heart of the negotiator: Hostage at the Table George Kohlrieser, 2011-01-06 George Kohlrieser—an international leadership professor, consultant, and veteran hostage negotiator—explains that it is only by openly facing conflict that we can truly progress through the most difficult business challenges. In this provocative book, he reveals how the proven techniques and psychological insights used in hostage negotiation can be applied successfully to any personal or business relationship. Step by step, he outlines the seven key factors that anyone can use to remove the blocks that stand in the way of resolving tough problems and shows how business leaders, in particular, can develop and access the skills they need to create trust and a positive mind-set in their companies. |
About Mind | Championing better mental health | Mind - Mind
About Mind. At Mind, we believe mental health matters. We won't give up until everyone experiencing a mental health problem gets support and respect. Find out more about Mind, …
What we do to support you and make a difference | Mind - Mind
Discover how we make a difference and how you can help us in the fight. Whether it’s raising money for charity or volunteering, join us. Find out about Mind.
What are mental health problems? - Mind
Experiencing a mental health problem is often upsetting, confusing and frightening – particularly at first. If you become unwell, you may feel that it's a sign of weakness, or that you are 'losing …
Mental health helplines - Mind
Call Mind's support line on 0300 102 1234. This is a safe space for you to talk about your mental health. Our advisors are trained to listen to you and help you find specialist support if you need it.
Call for support and information | Helplines | Mind - Mind
Mind's 4 helplines provide a voice at the end of the phone when there's nowhere else to turn. Each line meets a different mental health or wellbeing need – from information and service …
Contact us - Mind
For mental health support, call us on 0300 123 3393. For everything else, email us on supporterrelations@mind.org.uk or call 0208 215 2243.
Home - Mind
Feb 6, 2010 · Find your local Mind shop. Mind have over 150 shops across England and Wales raising money to fund vital mental health support services.
Helping someone with a mental health problem - Mind - Mind
Find your local Mind shop. Mind have over 150 shops across England and Wales raising money to fund vital mental health support services.
Read the annual report and accounts | Our impact | Mind - Mind
Discover how Mind is fighting the mental health emergency. Read our 2023/24 charity annual report to see our impact, making sure no mind is left behind.
Free mental health support - Mind
Find your local Mind shop. Mind have over 150 shops across England and Wales raising money to fund vital mental health support services.
About Mind | Championing better mental health | Mind - Mind
About Mind. At Mind, we believe mental health matters. We won't give up until everyone experiencing a mental health problem gets support and respect. Find out more about Mind, …
What we do to support you and make a difference | Mind - Mind
Discover how we make a difference and how you can help us in the fight. Whether it’s raising money for charity or volunteering, join us. Find out about Mind.
What are mental health problems? - Mind
Experiencing a mental health problem is often upsetting, confusing and frightening – particularly at first. If you become unwell, you may feel that it's a sign of weakness, or that you are 'losing …
Mental health helplines - Mind
Call Mind's support line on 0300 102 1234. This is a safe space for you to talk about your mental health. Our advisors are trained to listen to you and help you find specialist support if you need it.
Call for support and information | Helplines | Mind - Mind
Mind's 4 helplines provide a voice at the end of the phone when there's nowhere else to turn. Each line meets a different mental health or wellbeing need – from information and service …
Contact us - Mind
For mental health support, call us on 0300 123 3393. For everything else, email us on supporterrelations@mind.org.uk or call 0208 215 2243.
Home - Mind
Feb 6, 2010 · Find your local Mind shop. Mind have over 150 shops across England and Wales raising money to fund vital mental health support services.
Helping someone with a mental health problem - Mind - Mind
Find your local Mind shop. Mind have over 150 shops across England and Wales raising money to fund vital mental health support services.
Read the annual report and accounts | Our impact | Mind - Mind
Discover how Mind is fighting the mental health emergency. Read our 2023/24 charity annual report to see our impact, making sure no mind is left behind.
Free mental health support - Mind
Find your local Mind shop. Mind have over 150 shops across England and Wales raising money to fund vital mental health support services.
