I am one of the founders of the American dispute resolution field and have taught negotiation, legal ethics, mediation, alternative dispute resolution and international dispute resolution for 40 years in over 25 countries on every continent. I have mediated, negotiated or arbitrated hundreds of cases. I am a law professor who has taught legal ethics since it was required post-Watergate for all law students. As a negotiation teacher and practitioner, I have seen the effects of deceit and dishonorable negotiations in law and diplomacy and peace seeking and I have also seen what can happen when people treat each other fairly to reach better outcomes for problems than they could achieve on their own.
This book outlines several important orientations to negotiations—game/poker players (who play by the rules but still want to “win”); idealists who believe in almost always treating people honestly and fairly, even if that might mean less personal advantage and instrumental pragmatists who know—“what goes around, comes around” or “your word is your bond”—reputation is everything. In the context of reporting for laypeople a lot of social science research and practical tips, this book helps orient all negotiators to think about what ethical stance they should consider in different contexts. I have taught excerpts of this book for over 20 years.
BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide for learning to negotiate effectively in every part of your life
"A must read for everyone seeking to master negotiation. This newly updated classic just got even better."--Robert Cialdini, bestselling author of Influence and Pre-Suasion
As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic,…
When I got out of college, I fell in love with mediation—resolving other people’s conflicts in all kinds of settings. In developing my mediation career, I got deep into psychology as a therapist, and then deep into law, as a family lawyer. Putting these professions together, I developed a niche in handling high conflict personalities in family, workplace, and legal disputes. Now I teach how to mediate and negotiate with high conflict people around the world. I am excited to share how to negotiate in high conflict situations to bring peace to relationships everywhere.
This is a follow-up book to the famous Getting to Yes. In Getting Past No, the author addresses the issues of dealing with more difficult people and difficult situations. He spells out a 5-step method with details of how to implement each simple tactic: Don’t React, Don’t Argue, Don’t Reject, Don’t Push, and Don’t Escalate. Of course, each of these chapters has a dozen techniques and principles within it which gives even the least experienced negotiator some good ideas as to how to proceed. He emphasizes the importance of preparation and includes a worksheet to help with that. Experience tells me he’s right!
We all want to get to yes, but what happens when the other person keeps saying no?
How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker?
In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to:
• Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements…
I am a native Bostonian and I have been working in the field of negotiation for over 25 years. I have been very fortunate to have been a member of the Program on Negotiation at Harvard Law School for all that time. As a result, I have had the privilege to work with some amazing colleagues and have been given the opportunity to engage in many fascinating negotiations in the international, governmental, corporate, and nonprofit worlds. I truly love the field because it has the potential to do so much good in the world and because it is exceedingly challenging. For me, the more I learn the more I want to know. That quest continues to this day…
I am recommending this book because Ury turns the mirror on negotiators and gets them to look at themselves and why they do what they do at the negotiating table. This is critically important because I believe half our problems in negotiation are with the other party and the other half are within us. Ury gets people to really take this very seriously and to look in a place most ignore.
In his highly anticipated follow up to the bestselling "Getting to Yes: Negotiation Agreement Without Giving", Harvard University's world renowned negotiation expert William Ury provides the definitive guide to attaining success at work and at home.
Drawing upon decades of experience in some of the world's most challenging conflict areas - from million-dollar corporate mergers to high profile Middle Eastern struggles - Ury highlights a previously unexamined issue which affects us all, personally and professionally: the biggest obstacle to achieving what we want comes from our own self-destructive actions.
In his brilliant new book, Ury outlines practical strategies for dealing…
Ed Brodow is one of the world’s leading experts on the art of negotiation and the bestselling author of eight books, including the business classic Negotiation Boot Camp. SEC Chairman Harvey Pitt dubbed Ed “The King of Negotiators.” Forbes Magazine agreed, ranking Ed as one of the nation’s leading dealmakers. A nationally recognized television personality, Ed has appeared as a negotiation guru on ABC National News, Fox News, PBS, Inside Edition, and Fortune Business Report. For more than two decades, his acclaimed seminars have set the standard for "how to make a deal" in Corporate America. Ed is a former U.S. Marine officer, Fortune 500 sales manager, and Hollywood movie actor.
Cohen was one of the first authors to argue that everything is negotiable. His prose is direct and easy to read. His strategies are effective when negotiating with your boss, your mate, your children, your credit card company, and even yourself. “Power is based on perception,” Cohen writes, “If you think you’ve got it then you’ve got it!” This is a powerful concept that few people appreciate.
Regardless of who you are or what you want, you can negotiate anything promises Herb Cohen, the world’s best negotiator.
From mergers to marriages, from loans to lovemaking, the #1 bestseller You Can Negotiate Anything proves that “money, justice, prestige, love—it’s all negotiable.” Hailed by such publications as Time, People, and Newsweek, Cohen has advised presidents on everything from domestic policy to hostage crises to combating internal terrorism. His advice: “Be patient, be personal, be informed—and you can bargain successfully for anything.”
Inside, you’ll learn the keys to using Herb Cohen’s proven strategy for dealing with your mate, your boss,…
The average person spends over 90,000 hours at work over a lifetime – that’s roughly one quarter to one third of a person’s life. I’m an academic researcher who studies work. I know how to design workplaces that are good for organizations (high productivity) and the people who work in them (high employee well-being). But if we leave it all up to senior management, we won’t generate positive changes fast enough. There’s a robust body of evidence that we can all use to make our local workplaces more supportive, inclusive, and fulfilling. I’m on a mission to make the world a better place, one workplace at a time.
When I read this book for the first time, my reaction was “wow.”
Professor Rousseau helped me to appreciate that everything (really, everything!) related to work was malleable and negotiable. We can all be more proactive in co-designing our own work arrangements, so that we can be happier people and deliver better value to our families, employers, and communities.
I say “negotiable” but the book is not motivated by self-interest. The book focuses on idiosyncratic deals that help employees to leverage their unique strengths, so that everyone (including managers and coworkers) benefit from employee i-deals.
Professor Rousseau’s recommendations are firmly anchored in empirical evidence, so her advice to employees is spot-on.
Employees with valuable skills and a sense of their own worth can make their jobs, pay, perks, and career opportunities different from those of their coworkers in subtle and not-so-subtle ways. Work at home arrangements, flexible hours, special projects - personally negotiated arrangements like these can be a valuable source of flexibility and personal satisfaction, but at the risk of creating inequality and resentment by other employees. This book shows how such individual arrangements can be made fair and acceptable to coworkers, and beneficial to both the employee and the employer. Written by the world's leading expert on the subject,…
Avinash Dixit is an emeritus university professor of economics at Princeton. He is a member of the National Academy of Sciences and was President of the American Economic Association for the year 2008.
This is the book that brought game theory to life. Eschewing dry mathematical theorems, and conducting rigorous logical analysis through rich examples of strategic use of threats, promises, and brinkmanship in real life, Schelling opened up a whole world of practical applications of the theory. My own thinking and writing about game theory owes a huge debt to Schelling. You should also read his “Arms and Influence,” “Micromotives and Macrobehavior,” and “Choice and Consequence.”
A series of closely interrelated essays on game theory, this book deals with an area in which progress has been least satisfactory-the situations where there is a common interest as well as conflict between adversaries: negotiations, war and threats of war, criminal deterrence, extortion, tacit bargaining. It proposes enlightening similarities between, for instance, maneuvering in limited war and in a traffic jam; deterring the Russians and one's own children; the modern strategy of terror and the ancient institution of hostages.
I am a physician with over 30 years as a healthcare executive recruiter and consultant. I have been responsible for launching the careers of future leaders—many are women who have defied the odds to become senior executives In every area of healthcare. Lessons Learned: Stories from Women Physician Leadersis actually the third iteration of a project that has followed the careers of women physician leaders over almost 3 decades. In the version, 33 women share the lessons they have learned along the way.
I love this book because one of the biggest barriers to pay equity for working women (from entry-level to CEO) is the fact that so many of us are uncomfortable negotiating for ourselves. The authors’ step-by-step guide can be used not only in our professional, but also our personal lives.
In their groundbreaking book, Women Don’t Ask, Linda Babcock and Sara Laschever uncovered a startling fact: even women who negotiate brilliantly on behalf of others often falter when it comes to asking for themselves. Now they’ve developed the action plan that women all over the country requested—a guide to negotiation that starts before you get to the bargaining table.
Ask for Itexplains why it’s essential to ask(men do it all the time) and teaches you how to ask effectively, in ways that feel comfortable to you as a woman. Whether you currently avoid negotiating like the plague or consider yourself…
I love this book because it connects the dots between money and marketing for creative professionals, who are naturally sensitive, good listeners, and attuned to their collaborators but who neglect to bring those talents to the business side of their business.
Taheripour makes her points through storytelling which makes the ideas more accessible. Plus, it's very rare to find a negotiation book that talks about self-employed people and how they can negotiate.
I especially appreciate how Taheripour shows readers how to harness those talents so that we can all value ourselves more and therefore advocate for ourselves and ultimately get what we deserve.
Contrary to conventional wisdom about what makes a good negotiator - namely, being aggressive and unemotional - in Bring Yourself, Mori Taheripour offers a radically different perspective. In her own life, and in her more than fifteen years of experience teaching negotiation, she has found that the best negotiators are empathetic, curious and present. The essence of bargaining isn't the transaction, but rather the conversation and human connection. It is when we bring our whole, authentic selves to the table that we can advocate for ourselves fearlessly and find creative solutions that benefit everyone.
Michelle Mazur is a messaging expert who works with brilliant business owners who are shaking things up but having trouble talking about it. She combines the tools of successful social movements with the qualitative research skills she earned in her Communication Ph.D. to help them craft their powerful, captivating message. She lives in Seattle, WA with her adoring husband, three obsessive felines, and a huge collection of Duran Duran memorabilia.
Most business owners have a difficult time translating their ideas into words. Without the right words, it’s impossible to get buy-in for your big ideas. The Red Thread is a simple method to make a compelling argument for why your idea matters and why people should care. If you’re looking to get clarity around an idea and make it irresistible for others, this book is a great place to start.
You have a terrific idea. It’s so powerful that it could change a life, a market, or even the world. There’s just one problem: others don’t see its power—yet. If you truly value the possibility of your idea, then you’re ready to find your Red Thread—the throughline that connects your idea to your audience’s hearts and minds.
The best part is, the Red Thread already exists. It’s the connection that makes the invisible link between your audience’s problem and your solution tangible—and actionable. With the Red Thread, you’ll inspire audiences to act and get the outcome…
I am a Professor at MIT and co-founder of both the inter-university Program on Negotiation at Harvard Law School and the not-for-profit Consensus Building Institute that provides help in resolving some of the most complex resource management disputes around the world. I have been teaching negotiation and dispute resolution, doing research about the circumstances under which various negotiation strategies do and don’t work, and offering online training for more than four decades. Given the many negotiations I've observed, I’m convinced that negotiating for mutual advantage is the way to go -- avoid unnecessary conflict, get what you want in all kinds of negotiating situations, and walk away with good working relationships and a solid reputation.
Mike shows how to cope with chaos and uncertainty by avoiding rigid plans and entrenched positions. He sees negotiation as a process of joint exploration that requires continual learning and adaptation. For him, the keys are agility and creativity. I’ve had lots of opportunities to hear Mike describe the ways that improvisation in jazz, sports, theatre, and even military action can teach us about improvisation in everyday negotiation. Mike has elevated improvisation to a key aspect of negotiation, and he has done so in a most convincing way.
A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation.
A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation.
For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities.
