Mastering Business Negotiation is a great 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 important audio 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 playersin the game Apply the rules of the game-the "do's and don'ts"that will ultimately lead to success No matter what you call negotiation-bargaining, haggling, horse trading, or managing differences-the basic skills and techniques of the master negotiator outlined in this book are essential for resolving conflicts, handling difficult conversations, protecting oneself against a competitive adversary, or negotiating a good business deal. The techniques and suggestions outlined can also be used for more informal day-to-day negotiations on the job such as selling, buying, and team building.
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About the Authors
Roy J. Lewicki is the Abramowitz professor of human resources and business ethics, emeritus, at the Max M. Fisher College of Business, the Ohio State University. Lewicki’s three textbooks on negotiation have been the market leaders in the academic field of negotiation for the last twenty years. Together with his colleagues David Saunders and Bruce Barry, they are preparing seventh editions of the text and readings, and a sixth edition of the essentials, to be available in late 2013. Lewicki conducts research on trust, trust repair, and negotiator ethics, consults with leading companies, and continues to teach part time. He and his family split their time between Columbus, Ohio and a summer home in New Hampshire.
Alexander Hiam has written extensively on business topics ranging from leadership and conflict management to marketing. He is an award-winning author of more than twenty books. When he’s not writing, Hiam is a sought-after speaker on innovation, creativity, and leadership. Thousands of managers—including Fortune 500 and government leaders—have attended his workshops and idea-generation retreats, and relied on his guides. Hiam holds a BA from Harvard College in anthropology and an MBA in marketing and strategic planning from the University of California, Berkeley. For more than twelve years, he has worked at the University of Massachusetts, Amherst Isenberg School of Management, with additional teaching posts at American International College and Western New England College.
About Timothy Andrés Pabon
Timothy Andrés Pabon is an English- and Spanish-speaking voice-over artist who has worked extensively in advertising and audiobook narration. He has had acting roles on House of Cards and has also been a costar on HBO’s acclaimed series The Wire opposite country music legend Steve Earl. As a stage actor, he has worked off-Broadway at the June Havoc Theatre, and his regional credits include Center Stage, the Shakespeare Theatre, Arena Stage, the Hippodrome, Olney Theatre, Rep Stage, and GALA Hispanic Theatre.