Category Archives: Negotiating

Her Place at the Table: A Woman’s Guide to Negotiating Five Key Challenges to Leadership Success

Advice for women from women for negotiating their own leadership careers This is a practical guide for any woman dealing with a demanding role. Drawing on extensive interviews with women leaders, the authors isolate five key challenges: Intelligence; Backing; Resources; … Continue reading

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Staying with Conflict: A Strategic Approach to Ongoing Disputes

Winner of the 2009 CPR Award for Outstanding Book In this groundbreaking book, Bernard Mayer, a pioneer in the field of conflict resolution, offers a new paradigm for dealing with long-term disputes. Mayer explains that when dealing with enduring conflict, … Continue reading

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How to Become a Better Negotiator (Worksmart Series)

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 … Continue reading

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Persuasion IQ: The 10 Skills You Need to Get Exactly What You Want

Do you realize how much your professional success, your income, and even your personal relationships depend on your ability to persuade, influence, and motivate other people? Yet many of us continue to use outdated tech­niques for convincing others…or worse yet, … Continue reading

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Reason’s Neglect: Rationality and Organizing

Reason, and the need to Be Rational, are essential dimensions of society and the organizations we live and work in. Yet the “rationalization” of working and administrative processes, or the “rationality” studied in social sciences, is all too often, used, … Continue reading

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Whistle-Blowing in Organizations (Series in Organization and Management)

Thisis a research-based book on whistle-blowing in organizations. The three noted authors describe studies on this important topic and the implications of the research and theory for organizational behavior, managerial practice, and public policy. In the past few years there … Continue reading

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How to Negotiate Anything with Anyone Anywhere Around the World

The ups and downs of negotiating can be challenging enough at home. But when people put themselves in another country — where the customs and conventions are often radically different — they’ve got a recipe for awkwardness and confusion at … Continue reading

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Hunting and Gathering in the Corporate Tribe: Archetypes of the Corporate Culture

“The theory that corporations are evolved tribes opens entirely new ways of thinking about and analyzing modern business organizations. Hunting and Gathering in the Corporate Tribe shows how to apply the new field of corporate anthropology to the every day … Continue reading

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The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

Your projects, programs, and career turn on the difference between “no” and “yes.” Yet selling ideas—especially the kinds of ideas that make organizations work—is a skill shrouded in mystery. Part emotional intelligence, part politics, part rhetoric, and part psychology, selling … Continue reading

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Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries (Jossey-Bass Business & Management)

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 … Continue reading

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