Wissen Was Ich Will Und Erfolgreich Verhandeln Der Einstieg Ins Harvard Konzept Book PDF, EPUB Download & Read Online Free

Wissen, was ich will, und erfolgreich verhandeln
Author: William Ury
Publisher: DVA
ISBN: 3641175909
Pages: 208
Year: 2016-07-11
View: 167
Read: 1022
Die Fortsetzung des Verhandlungsklassikers Der weltweit anerkannte Verhandlungsexperte William Ury hat das Harvard Negotiation Project mitbegründet und seither Zehntausenden von Managern, Anwälten, Lehrern, Diplomaten und Regierungsmitgliedern das Verhandeln beigebracht. Zusammen mit Roger Fisher ist er Autor des Weltbestsellers Das Harvard-Konzept. In seinem neuen Buch zeigt Ury, dass das größte Hindernis einer erfolgreichen Verhandlung oft nicht die Gegenseite ist, sondern ich selbst es bin. Sehr oft handle ich nämlich gegen meine eigenen Interessen. Konsequent stellt der Autor einen Weg vor, wie ich mir zunächst einmal darüber klar werden muss, was ich selbst in einer Verhandlung eigentlich will. Klingt banal, ist es aber nicht, ebenso wenig wie die weiteren Schritte: Wie schaffe ich es, mir in einer Verhandlung nicht selbst im Weg zu stehen? Habe ich überlegt, was die beste Alternative wäre, falls ich nicht erreiche, was ich will? Zu guter Letzt besteht das Ziel jeder erfolgreich geführten Verhandlung darin, anstelle eines Szenarios mit Gewinnern und Verlierern eine Situation zu schaffen, in der niemand übervorteilt oder vor den Kopf gestoßen wird, nämlich eine Win-win-Situation.
Das Harvard-Konzept
Author: Roger Fisher, William Ury, Bruce Patton
Publisher: DVA
ISBN: 3641234441
Pages: 336
Year: 2018-08-20
View: 1315
Read: 1059
Erweitert und neu übersetzt: mit aktuellen Verhandlungsbeispielen aus dem deutschsprachigen Raum Seit 35 Jahren ist »Das Harvard-Konzept« weltweit das Standardwerk zum Thema Verhandeln. Es hat uns gelehrt, nicht um Positionen zu feilschen, sondern sich auf Interessen zu konzentrieren und zwischen Menschen und Problemen stets zu trennen. So wird es möglich, dass Parteien zum beiderseitigen Vorteil verhandeln und Win-win-Situationen schaffen. Egal ob politische Konflikte, Vertrags- und Gehaltsverhandlungen oder Tarifgespräche – für alle Berufsgruppen hat das Harvard-Konzept die Art und Weise, wie wir verhandeln, Differenzen beilegen und Lösungen finden, für immer verändert. Der Klassiker ist um neue Fallstudien aus dem deutschsprachigen Raum erweitert und liegt jetzt erstmals gänzlich überarbeitet und in einer vollkommen neuen Übersetzung vor.
The Power of a Positive No
Author: William Ury
Publisher: Bantam
ISBN: 0553903527
Pages: 272
Year: 2007-02-27
View: 335
Read: 862
No is perhaps the most important and certainly the most powerful word in the language. Every day we find ourselves in situations where we need to say No–to people at work, at home, and in our communities–because No is the word we must use to protect ourselves and to stand up for everything and everyone that matters to us. But as we all know, the wrong No can also destroy what we most value by alienating and angering people. That’s why saying No the right way is crucial. The secret to saying No without destroying relationships lies in the art of the Positive No, a proven technique that anyone can learn. This indispensable book gives you a simple three-step method for saying a Positive No. It will show you how to assert and defend your key interests; how to make your No firm and strong; how to resist the other side’s aggression and manipulation; and how to do all this while still getting to Yes. In the end, the Positive No will help you get not just to any Yes but to the right Yes, the one that truly serves your interests. Based on William Ury’s celebrated Harvard University course for managers and professionals, The Power of a Positive No offers concrete advice and practical examples for saying No in virtually any situation. Whether you need to say No to your customer or your coworker, your employee or your CEO, your child or your spouse, you will find in this book the secret to saying No clearly, respectfully, and effectively. In today’s world of high stress and limitless choices, the pressure to give in and say Yes grows greater every day, producing overload and overwork, expanding e-mail and eroding ethics. Never has No been more needed. A Positive No has the power to profoundly transform our lives by enabling us to say Yes to what counts–our own needs, values, and priorities. Understood this way, No is the new Yes. And the Positive No may be the most valuable life skill you’ll ever learn! From the Hardcover edition.
Beyond Reason
Author: Roger Fisher, Daniel Shapiro
Publisher: Penguin
ISBN: 1101218878
Pages: 256
Year: 2005-10-06
View: 1024
Read: 747
“Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.” —Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People • Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution • In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain. From the Trade Paperback edition.
From Suffering to Joy
Author: Prem Baba
Publisher: BookBaby
ISBN: 1590799666
Pages: 368
Year: 2013-01-15
View: 706
Read: 248
From Suffering to Joy offers a method of self-discovery that can help bring harmony to your life and help you build truly intimate relationships. Prem Baba is a Brazilian master teacher of an ancient spiritual lineage in India who focuses on building a bridge between spirituality and psychology, East and West. In this book he offers a practical methodology called the Path of the Heart, which can help you learn to: Overcome limiting psychological patterns by recognizing and working with your inner child Take responsibility for and transform the negative conditioning that causes suffering to you and those around you Awaken your higher consciousness through daily practices of meditation and prayer Contribute to resolving global problems through changes in your life By following the Path of the Heart, you will be able to move beyond the limitations of the ego and know the love and joy that are your essence.
Argumentationstechniken und Verhandlungsführung nach dem Harvard-Konzept
Author: Pascal Götz
Publisher: GRIN Verlag
ISBN: 3668527490
Pages: 17
Year: 2017-09-19
View: 850
Read: 764
Studienarbeit aus dem Jahr 2017 im Fachbereich BWL - Unternehmensführung, Management, Organisation, Note: 2,0, FOM Hochschule für Oekonomie & Management gemeinnützige GmbH Kassel, Veranstaltung: Wissenschaftliches Arbeiten, Sprache: Deutsch, Abstract: Der Gedanke an Verhandlungen ruft zahlreiche Assoziationen hervor. Fakt ist, dass wir immer wieder vor Situationen gestellt werden, in denen wir verhandeln müssen – ob wir das wollen oder nicht. Der persönliche Erfolg einer Verhandlung gründet sich dabei nicht unwesentlich auf der Vorbereitung der Verhandlung. Die entscheidende Frage ist also, wie verhandelt werden sollte, um erfolgreich zu sein und die gesetzten Ziele zu erreichen. Ist möglicherweise immer der Verhandlungspartner erfolgreich, der unnachgiebig und rigoros verhandelt? Auf diese Arbeitsthese soll diese Arbeit ebenso eine Antwort bieten wie auf die Frage, wie sich Argumente überzeugend und zielgerichtet aufbauen lassen. Diese Arbeit gibt dafür zunächst einen Überblick über traditionelle Verhandlungsstrategien, zeigt deren Probleme auf und beschreibt mit dem Harvard-Konzept eine praktische Alternative. Zugleich zeigt diese Arbeit, wie sich die Harvard-Methodik im Zuge von strategischen Management-Entscheidungen nachhaltig in betriebliche Abläufe integrieren lässt.
Getting Ready to Negotiate
Author: Roger Fisher, Danny Ertel
Publisher: Penguin
ISBN: 1101128356
Pages: 224
Year: 1995-08-01
View: 1205
Read: 1031
This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.
Contemporary Issues in Mediation
Author: Joel Lee, Marcus Lim
Publisher: World Scientific
ISBN: 981310838X
Pages: 168
Year: 2016-07-21
View: 703
Read: 859
Is the need for a power balance still necessary for mediation in the Singapore context? In an increasingly digitised world, what challenges are there for online mediation? Is the distinction between facilitative and evaluative mediation still relevant? These questions, and more, are explored in Contemporary Issues in Mediation, the first ever compilation of essays on mediation topics and issues by top mediation students. Carefully selected and edited by leaders in the mediation and negotiation field Associate Professor Joel Lee from the National University of Singapore Faculty of Law, and Marcus Lim, Executive Director of the Singapore International Mediation Institute, this book is not only a unique addition to local mediation literature but also the first in a new annual series. Contents:Could Power Imbalance Be Power in Balance? Looking at Power Imbalances through a Singaporean Cultural Lens (Ng Wan Qing)Mediation Advocacy: Doing Good, Doing Right, and Doing Well (Valencia Soh Ywee Xian)The Facilitative-Evaluative Divide: Have We Lost Sight of What's Important? (Javier Yeo)Mediating the ASEAN Way: An ASEAN Perspective on Mediation (Jaime Lye)Faces of Singapore & Mediation (Joey Lim Yue Tow)Manipulation in Mediation (Koh Zhen Yang)The SIAC-SIMC Arb-Med-Arb Protocol: Enforcing International Commercial Mediated Settlement Argeements (MSAs) through the New York Convention (Chng Teck Kian Desmond)Shall We [email protected]? (Phua Jun Han)Good Faith Participation in Mediation (Chan Min Hui)Bridging the Concepts of Neutrality and Power Imbalance (Tan Ting Wei Kelly) Readership: Students, researchers, and general readers who are interested in the current theories and applications of mediation concepts and practices, especially in the Singapore context.
The Global Negotiator
Author: Jeswald W. Salacuse
Publisher: St. Martin's Press
ISBN: 1466889624
Pages: 320
Year: 2015-01-13
View: 661
Read: 1276
In today's global business environment, an executive must have the skills and knowledge to navigate all stages of an international deal, from negotiations to managing the deal after it is signed. The aim of The Global Negotiator is to equip business executives with that exact knowledge. Whereas most books on negotiation end when the deal is made, Jeswald W. Salacuse will guide the reader from the first handshake with a potential foreign partner to the intricacies of making the international joint venture succeed and prosper, or should things go poorly, how to deal with getting out of a deal gone wrong. Salacuse illustrates the many ways in which an international deal may falter and the methods parties can use to save it, provides the necessary technical knowledge to structure specific business transactions, and explores the transformations to the international business landscape over the last decade.
Agile Project Management For Dummies
Author: Mark C. Layton, Steven J. Ostermiller
Publisher: John Wiley & Sons
ISBN: 1119405734
Pages: 432
Year: 2017-08-21
View: 883
Read: 239
Flex your project management muscle Agile project management is a fast and flexible approach to managing all projects, not just software development. By learning the principles and techniques in this book, you'll be able to create a product roadmap, schedule projects, and prepare for product launches with the ease of Agile software developers. You'll discover how to manage scope, time, and cost, as well as team dynamics, quality, and risk of every project. As mobile and web technologies continue to evolve rapidly, there is added pressure to develop and implement software projects in weeks instead of months—and Agile Project Management For Dummies can help you do just that. Providing a simple, step-by-step guide to Agile project management approaches, tools, and techniques, it shows product and project managers how to complete and implement projects more quickly than ever. Complete projects in weeks instead of months Reduce risk and leverage core benefits for projects Turn Agile theory into practice for all industries Effectively create an Agile environment Get ready to grasp and apply Agile principles for faster, more accurate development.
Building Agreement
Author: Daniel Shapiro, Roger Fisher
Publisher: Random House
ISBN: 1446409864
Pages: 256
Year: 2015-01-22
View: 380
Read: 712
Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can learn to use your emotions to help you achieve the result you want. Building Agreement shows you how to control the five 'core concerns' that motivate people: -- Express appreciation for what others think, feel or do -- Build affiliation and turn an adversary into a colleague -- Respect autonomy in others and gain autonomy in return -- Acknowledge status and simultaneously establish your own worth -- Choose a fulfilling role during the process of negotiating Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to Yes, this is a superbly practical guide to mastering essential negotiating skills. Originally published in hardback under the title Beyond Reason.
Avian Ancestors
Author: Federico Agnolin, Fernando E. Novas
Publisher: Springer Science & Business Media
ISBN: 9400756372
Pages: 96
Year: 2013-02-26
View: 257
Read: 1112
Although consensus exists among researchers that birds evolved from coelurosaurian theropods, paleontologists still debate the identification of the group of coelurosaurians that most closely approaches the common ancestor of birds. The last 20 years witnessed the discovery of a wide array of avian-like theropods that has considerably amplified the anatomical disparity among deinonychosaurians, some of which resemble Archaeopteryx more than Deinonychus. Among these newly discovered theropods that show remarkable bird-like characteristics are the four-winged theropods Microraptor and Anchiornis, and the unenlagiids Unenlagia, Buitreraptor, and Rahonavis. A bizarre group of minute-sized coelurosaurs, the Scansoriopterygidae, also exhibits some avian similarities that lead some authors to interpret them as more closely related to birds than other dinosaurs. With the aim to explore the phylogenetic relationships of these coelurosaurians and birds, we merged recently published integrative databases, resulting in significant changes in the topological distribution of taxa within Paraves. We present evidence that Dromaeosauridae, Microraptoria, Unenlagiidae, and Anchiornis + Xiaotingia form successive sister taxa of Aves, and that the Scansoriopterygidae are basal coelurosaurians not closely related to birds. The implications in the evolutionary sequence of anatomical characters leading to birds, including the origin of flight, are also considered in light of this new phylogenetic hypothesis.
Negotiation and Persuasion
Author: Marco Behrmann
Publisher: Hogrefe Publishing
ISBN: 1613344678
Pages: 134
Year: 2016-02-28
View: 207
Read: 1212
Scientific research shows that the most successful negotiators analyze the situation thoroughly, self-monitor wisely, are keenly aware of interpersonal processes during the negotiation – and, crucially, enter negotiations with a fair and cooperative attitude. This book is a clear and compact guide on how to succeed by means of such goal-oriented negotiation and cooperative persuasion. Readers learn models to understand and describe what takes place during negotiations, while numerous figures, charts, and checklists clearly summarize effective strategies for analyzing context, processes, competencies, and the impact of our own behavior. Real-life case examples vividly illustrate the specific measures individuals and teams can take to systematically improve their powers of persuasion and bargaining strength. The book also describes a modern approach to raising negotiation competencies as part of personnel development, making it suitable for use in training courses as well as for anyone who wants to be a more persuasive and successful negotiator.
The One Minute Sales Person
Author: Spencer Johnson
Publisher: Harper Collins
ISBN: 0060514922
Pages: 112
Year: 2002-10-01
View: 391
Read: 1130
In this newly released edition of one of his classic books, The One Minute Sales Person, Spencer Johnson, the author of the number one New York Times bestseller Who Moved My Cheese?, shows you how to sell your ideas, products, or services successfully! This is the book that has proved to be a must-have for the millions of people who were looking for the quickest way to improve their selling skills. In these changing times, Spencer Johnson, coauthor of The One Minute Manager®, shows you how the phenomenal One Minute® methods can bring real and lasting sales success with the least amount of time and effort. You will learn how to enjoy your job and your life more as you discover the effective secrets of "self-management," the integrity of "selling on purpose," and the liberating "wonderful paradox" of helping others get what they want so you can get what you need. The One Minute Sales Person is a clear, easy and invaluable guide that works for both you and the people you sell to, for your financial prosperity and personal well-being. In short, it is a classic Spencer Johnson bestseller that can help you enjoy more success with less stress.
Negotiation Theory and Research
Author: Leigh L. Thompson
Publisher: Psychology Press
ISBN: 1135423520
Pages: 237
Year: 2006-01-13
View: 832
Read: 709
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.