The Five Tool Negotiator The Complete Guide to Bargaining Success

scouts prowl the globe for what are known as “five-tool” players: athletes with superior ability to hit for average, hit for power, field, throw, and run the bases. Five-tool baseball players are outstanding in all facets of the game.

Author: Russell Korobkin

Publisher: Liveright Publishing

ISBN: 1631490214

Category: Business & Economics

Page: 304

View: 618

"A must-read for lawyers, business people, and other professionals wanting helpful negotiation advice." -Robert Mnookin, author of Bargaining with the Devil: When to Negotiate, When to Fight "As social creatures, we are always trying to influence each other. Russell Korobkin’s book lays out five techniques that anyone can use to ensure you get what you want and leave enough on the table so others win, too. The book moves quickly, is full of examples, and provides step-by-step actionable instructions to help you negotiate anything. Everyone needs this book." -Paul J. Zak, author of Trust Factor: The Science of Creating High-Performance Companies From leading negotiation expert Russell Korobkin comes this revelatory guide that distills the keys to bargaining into five simple-yet-sophisticated tools that anyone can master. The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a compulsively readable and highly researched must-have for anyone looking to improve their bargaining skills. Nationally renowned UCLA law professor Russell Korobkin distills insights drawn from his decades of studying and teaching the keys to successful negotiations into five simple-yet-sophisticated strategies: Bargaining Zone Analysis * Persuasion * Deal Design * Power * and Fairness Norms. Incorporating lively anecdotes and fascinating social science experiments, Korobkin brings to life concepts from the disparate fields of psychology, economics, and game theory. Designed for use at both the flea market and in the C-suite, this game-changing, universal approach provides a formula that a savvy reader can implement immediately: · Tool #1, Bargaining Zone Analysis, enables you to identify the range of agreements that will benefit both parties. · Tool #2, Persuasion, convinces your counterpart that reaching an agreement will benefit them more than they otherwise would have recognized, making them willing to give you more. · Tool #3, Deal Design, structures the agreement in ways that increase its value to both parties. · Tool #4, Power, forces your counterpart to agree to terms relatively more desirable to you. · Tool #5, Fairness Norms, enables you to seal a bargain that both parties can feel good about. From negotiating the price of a used car to closing a multimillion-dollar merger, Korobkin meticulously explains how to answer the following questions that arise in every negotiation: Should you make the first offer or let the other side go first? What makes some proposals seem more fair than others? How do you decide whether to accept an offer, reject it, or make a counteroffer? When should you propose an unusual agreement structure? What steps can you take to make a bluff believable? Readers will come away with a roadmap to becoming a truly complete negotiator, able to understand bargaining as both a strategic and social activity. Intuitively accessible and reassuringly persuasive, The Five Tool Negotiator promises to be a classic in the art of bargaining strategy.

The Five Tool Negotiator

The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a compulsively readable and highly researched must-have for anyone looking to improve their bargaining skills.

Author: Russell Korobkin

Publisher: National Geographic Books

ISBN: 1324091517

Category: Business & Economics

Page: 0

View: 198

The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a compulsively readable and highly researched must-have for anyone looking to improve their bargaining skills. Nationally renowned UCLA law professor Russell Korobkin distills insights drawn from his decades of studying and teaching the keys to successful negotiations into five simple-yet-sophisticated strategies: Bargaining Zone Analysis * Persuasion * Deal Design * Power * and Fairness Norms. Incorporating lively anecdotes and fascinating social science experiments, Korobkin brings to life concepts from the disparate fields of psychology, economics, and game theory. Designed for use at both the flea market and in the C-suite, this game-changing, universal approach provides a formula that a savvy reader can implement immediately: · Tool #1, Bargaining Zone Analysis, enables you to identify the range of agreements that will benefit both parties. · Tool #2, Persuasion, convinces your counterpart that reaching an agreement will benefit them more than they otherwise would have recognized, making them willing to give you more. · Tool #3, Deal Design, structures the agreement in ways that increase its value to both parties. · Tool #4, Power, forces your counterpart to agree to terms relatively more desirable to you. · Tool #5, Fairness Norms, enables you to seal a bargain that both parties can feel good about. From negotiating the price of a used car to closing a multimillion-dollar merger, Korobkin meticulously explains how to answer the following questions that arise in every negotiation: Should you make the first offer or let the other side go first? What makes some proposals seem more fair than others? How do you decide whether to accept an offer, reject it, or make a counteroffer? When should you propose an unusual agreement structure? What steps can you take to make a bluff believable? Readers will come away with a roadmap to becoming a truly complete negotiator, able to understand bargaining as both a strategic and social activity. Intuitively accessible and reassuringly persuasive, The Five Tool Negotiator promises to be a classic in the art of bargaining strategy.

A Winner s Guide to Negotiating How Conversation Gets Deals Done

A negotiator studies the most important decision makers. He or she finds out their fears and desires, ... In baseball, a five-tool player can field, throw, run, and hit for power and consistency. A great negotiator, I have seen time and ...

Author: Molly Fletcher

Publisher: McGraw Hill Professional

ISBN: 0071838805

Category: Business & Economics

Page: 224

View: 841

The strategic guide to getting the most out of every negotiation from "the female Jerry Maguire" (CNN) Effective negotiation is rooted in establishing trust and building relationships--one conversation at a time. In this practical guide, trailblazing sports agent Molly Fletcher reveals her proven approach to landing more than $500 million worth of deals throughout her career. It all comes down to doing five things well: Setting the Stage Finding Common Ground Asking with Confidence Embracing the Pause Knowing When to Leave Master these steps and you'll not only close more deals--you'll be setting yourself up for the next big one. "A great negotiator and a great storyteller has mined her deep experience in one of the most pressurized arenas of American business. This book is a road map for anyone who wants to learn how to win negotiations of any kind." -- LARRY KRAMER, president and publisher of USA Today "Negotiating well is indispensable to success. Whether from the stage or in this book, Molly will inspire you. A Winner's Guide to Negotiating will change your life by changing your conversations. A must-read for every business professional." -- DONNA FIEDOROWICZ, senior vice president at the PGA TOUR

Effective Negotiation

These five factors are explained more fully in the following pages. When considered together they provide a framework by which ... This framework becomes a Strategy Worksheet, another important tool in a negotiator's tool kit.

Author: Ray Fells

Publisher: Cambridge University Press

ISBN: 1107605385

Category: Business & Economics

Page: 273

View: 752

'Effective Negotiation' offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement.

Group Decision and Negotiation GDN 2006

... assessment tool and measures the five different behavioural classifications proposed by the Dual Concerns Model, ... The amount of time elapsed from the beginning of a negotiation creates a time pressure, which forces negotiators to ...

Author: Stefan Seifert

Publisher: KIT Scientific Publishing

ISBN: 3866440448

Category: Group decision making

Page: 324

View: 850


The Master Negotiator

... the Compro‐miser in the centre and the Creative Negotiator (cat) on the top right side: low target realisation This distinction of five different ... 26A good self‐assessment tool is THOMAS‐KILLMANN „Conflict Mode Instrument“.

Author: Stefan Amin Talab

Publisher: comeon Verlag

ISBN: 3950226958

Category:

Page: 205

View: 978


10 Steps to Successful Customer Service

Follow the Five Steps for Negotiation in Tool 9.6 for ways that will help the negotiations yield positive results. Remember: You are not a pushover. ... You are a good negotiator. You can focus on what is important.

Author: Maxine Kamin

Publisher: American Society for Training and Development

ISBN: 1562865900

Category: Business & Economics

Page: 192

View: 153

This new title offers fresh insight for people considering or managing their careers in service organizations. Its focus is on customer service from a values and mission viewpoint and is designed for front-line customer service professionals and will help them implement key practices for engaging customer loyaly, improving results, and developing trust.

STTS Win Win Negotiations

The most important tool a win-win negotiator has is his attitude. A winwin negotiator is positive, optimistic, collaborative, and objective ... Five characteristics of win-win negotiators This diagram shows the five 28 WIN-WIN NEGOTIATIONS.

Author: David Goldwich

Publisher: Marshall Cavendish International Asia Pte Ltd

ISBN: 9814312762

Category: Self-Help

Page: 201

View: 317

We all negotiate every day, whether we realise it or not. Yet few people ever learn how to negotiate. Those who do usually learn the traditional, win-lose style. In today’s interdependent world of business partnerships and long-term relationships, however, a win-win outcome is fast becoming the only acceptable result. Win-win negotiators value their business and social relationships—winning in a given negotiation is not as important as maintaining their winning relationships, but this does not mean they must sacrifice their interests. Win-win negotiators believe they can win both the negotiation and the relationship. Written in a lively, succinct and easy-to-read style, David Goldwich shows you how to develop the win-win negotiator’s mindset and introduces the core skills and techniques to successfully negotiate win-win agreements. Learn the art of a win-win negotiation, and achieve win-win results in all your negotiations today!

Translog

Another initiative taken by negotiators was the establishment of an attractive round - trip charge for retrograde material ... Each system weighed 388,900 pounds and consisted of five separate components ranging from 35,000 pounds to ...

Author:

Publisher:

ISBN:

Category: Transportation, Military

Page:

View: 743


Foundations of Intelligent Systems

... as a questionnaire to identify the conflict mode, thereby acquiring behavioural knowledge of the negotiator. ... commonly used psychological assessment tool and measures the five different behavioural classifications proposed by the ...

Author: Aijun An

Publisher: Springer Science & Business Media

ISBN: 3540681221

Category: Computers

Page: 667

View: 796

This volume contains the papers selected for presentation at the 17th Inter- tional Symposium on Methodologies for Intelligent Systems (ISMIS 2008), held in York University, Toronto, Canada, May 21–23, 2008. ISMIS is a conference series started in 1986. Held twice every three years, ISMIS provides an inter- tional forum for exchanging scienti?c research and technological achievements in building intelligent systems. Its goal is to achieve a vibrant interchange - tween researchers and practitioners on fundamental and advanced issues related to intelligent systems. ISMIS 2008featureda selectionof latestresearchworkandapplicationsfrom the following areas related to intelligent systems: active media human–computer interaction, autonomic and evolutionary computation, digital libraries, intel- gent agent technology, intelligent information retrieval, intelligent information systems, intelligent language processing, knowledge representation and integ- tion, knowledge discovery and data mining, knowledge visualization, logic for arti?cial intelligence, soft computing, Web intelligence, and Web services. - searchers and developers from 29 countries submitted more than 100 full - pers to the conference. Each paper was rigorously reviewed by three committee members and external reviewers. Out of these submissions, 40% were selected as regular papers and 22% as short papers. ISMIS 2008 also featured three plenary talks given by John Mylopoulos, Jiawei Han and Michael Lowry. They spoke on their recent research in age- oriented software engineering, information network mining, and intelligent so- ware engineering tools, respectively.