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.

Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

Malhotra, Deepak

Bazerman, Max

Reference

Bantam]

Business & Money

Business Culture

Evaluation and optimization of metallurgical performance

Society for Mining, Metallurgy, and Exploration

Improve Your Operations Through Plant AuditingThe word audit brings discomfort to many mine managers and owners. Images of government officials poring over every decimal point, looking for �gotchas� with serious consequences, naturally rise to the surface.
But this book shows you how to turn the audit into something positive, desirable, and profitable. When you hire the right audit team and put its recommendations into practice, you can lower costs, increase revenues, and boost profits. In some cases, you can add millions of dollars directly to the bottom line.
Plant Auditing is the first book ever written to show you how to get maximum benefit out of an audit. This comprehensive guide is easy to follow with numerous charts and checklists. It walks you through the complexities of setting up the right kind of audit, the type that will provide you with actionable steps to profitable outcomes. Also included are 20 case studies illustrating real-life problems typically encountered at plants that can be resolved through the audit procedures described in this book.
Among many other things, you�ll learn how to:
<ul>
<li>Establish the scope of both general audits and those designed to enhance performance of specific processes</li>
<li>Follow a template for successful audition</li>
<li>Set priorities based on multiple factors</li>
<li>Understand�and overcome�resistance points based in cultural or personality differences</li>
<li>Make sure everything important is addressed during an audit</li>
<li>Turn the audit findings into action steps that cut costs and add revenue</li>
</ul>

Plant Auditing: A Powerful Tool for Improving Metallurgical Plant Performance

Engineering & Transportation

Engineering

Society for Mining, Metallurgy, and Exploration, Inc.

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.

Bazerman, Max H.

Management & Leadership

Tantor Audio

Health, Fitness & Dieting

Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation.

Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle)

ReadHowYouWant

With more than twenty - five million copies in print, Who Moved My Cheese? has become a phenomenon. It does offer some reasonable advice about adapting to change. It's certainly true that some of the events shaping our lives are beyond our control, and instead of struggling against them we must adapt and move on. But for all its good intentions, it ultimately advises us to unquestioningly accept our circumstances without exploring any possible alternatives - like mice in a maze mindlessly chasing after cheese. I Moved Your Cheese takes a different point of view and offers an alternative approach. Harvard Business School professor and bestselling author Deepak Malhotra tells an inspiring story about a new generation of mice who begin to challenge assumptions and ask important questions. Rather than just accepting their situation and dutifully chasing the cheese, Max, Zed, and Big begin looking deeper, examining and reassessing what they've been told are their limitations, and set out to chart a new course. Innovation, entrepreneurship, creativity, problem solving, and business growth - as well as personal growth - depend on the ability to challenge accepted notions, reshape the environment, and play by a different set of rules: our own. We are not powerless to change our circumstances. We can control our destiny. By ana - lyzing our assumptions about the limitations we seem to face, we can, like Max, Zed, and Big, discover how to overcome them. But first we need to understand the ways we unknowingly hold ourselves back. As Zed explains to Max, ''The problem is not that the mouse is in the maze but that the maze is in the mouse.''

I Moved Your Cheese: For Those Who Refuse to Live as Mice in Someone Else's Maze

Some negotiations are easy. Others are more difficult. And then there are  situations that seem hopeless. Conflict is escalating, people are getting  aggressive, and no one is willing to back down. To top it off, you have little  power, money, or other resources to work with. Harvard professor (and  negotiation advisor to organizations around the world) Deepak Malhotra shows  how to defuse even the most potentially explosive situations and to find  success when things seem impossible.  Malhotra illustrates key lessons using  behind-the-scenes stories of fascinating real-life negotiations, including  drafting the US Constitution, resolving the Cuban Missile Crisis, ending bitter  disputes in the NFL, and beating the odds in complex business situations, while  showing how these same principles and tactics can be applied in everyday life.

Insurance

Berrett-Koehler on Dreamscape Audio

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