The book consolidates the practical tips and concepts that shaped the authors work with organizations and individuals around the world. It is written to allow people to benefit from what hitherto was only available to some of the wealthiest organizations. The ideas presented in this book will help the reader better conduct dialogue with themselves and others leading to optimal outcomes for all. Written for the mass market, this book is a must-read for CEO's and senior staff. It reinvigorates the trainer's approach to interactions with people on all spectrums within the negotiation.

This book is not about selling products -- it is about selling yourself, your ideas, and your services. This book explains an innovative dialogue sales process, and the relationship sales principles that underpin it. In every sales situation, there is both a seller and a buyer and, at different times, either the buyer or the seller may take the lead. The dance they perform may or may not lead to a deal, but it will leave them knowing a little more about each other’s strengths and weaknesses. These two dancers are "connected" and follow the same steps -- The five steps they follow are to plan, connect, dialogue, record, and follow up. The five steps are the basis of the dialogue process. In addition, this book provides easy-to-follow guidance for three groups of people: 1. Professionals wanting to sell their services and improve their business development; 2. Thought leaders, change agents, innovators, entrepreneurs, senior public servants, and advocates wanting to sell their ideas to others; 3. Mid-career job seekers and recent graduates aiming to sell themselves into a dream job role either full or part-time.

The book consolidates the practical tips and concepts that shaped the authors work with organizations and individuals around the world. It is written to allow people to benefit from what hitherto was only available to some of the wealthiest organizations. The ideas presented in this book will help the reader better conduct dialogue with themselves and others leading to optimal outcomes for all. Written for the mass market, this book is a must-read for CEO's and senior staff. It reinvigorates the trainer's approach to interactions with people on all spectrums within the negotiation.

Mastering Business Negotiation is a handy 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 accessible handbook 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 players in the game. Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success

The book that bridges the chasm between communication and understanding in negotiations For years Peter Nixon worked with people from all walks of life, teaching them the art of negotiation. But it soon became apparent that the issue was not negotiation itself, but dialogue between parties. We have become experts at sending information—via email, text message, Internet, TV, and other forms of media, communicating, but not engaging, in an active dialogue defined by collaborative thinking. In Dialogue Gap, Nixon explores this growing disconnect and its significance in an increasingly globalized world where the ability to engage with others—in order to address issues like climate change, cultural differences, etc.—has become essential. Helps the reader differentiate communication and dialogue Explores the make-up and causes of the "Dialogue Gap" and what constitutes "good" dialogue (the right people talking about the right issues in the right way at the right time and in the right place) Identifies the most common reasons people don't dialogue effectively and provides helpful tips on how to engage in more effective, productive dialogues Effective dialogue is essential for general success, ensuring that all key stakeholders—in business, politics, or elsewhere—get what they want in the most efficient and productive way possible. Looking at successful and failed dialogues the author has experienced first-hand in Asia, Europe, North America, the Caribbean, and the Middle East in both the public and private sector from across industries, Dialogue Gap provides essential information for making the most of your interactions with others.

A fully revised and updated edition of the quintessential guide to 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, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track

In order to achieve success, managers need to understand the strategic issues in Asia. Strategy for Success in Asia covers areas from the uniqueness of Asia like its economic and cultural diversity to the roles of governments and the importance of alliances. One of the first books to offer a perspective effective company strategy and how local and multinational companies can achieve strategic success in Asia. This important book is for anyone who has a stake in Asia or has plans to do business in it.

One of the most significant developments in recent years has been the emergence of global markets, which has triggered opportunities for multinational firms to seek business across national borders. Global markets offer unlimited opportunities. But competition in these markets is intense. To be globally successful, companies must learn to operate and compete in multiple environments which may be different from the home environment. One important prerequisite for success in foreign markets is the ability to negotiate properly. Global business negotiations are affected by the cultural backgrounds of the negotiators, comprising language, cultural conditioning, negotiating style, approaches to problem solving, implicit assumptions, gestures and facial expressions, and the role of ceremony and formality. Therefore, negotiators assigned to deal with their foreign counterparts need a lot of learning and skills. With training and practice such learning and skills can be enhanced. The proposed book offers a practical guide to acquire negotiating skills. The purpose of this book is to provide consistently effective strategies and systematic approaches to negotiations that will dramatically improve international managers as negotiators. The book provides sufficient familiarity with negotiating styles that will help managers identify their unique strength and weaknesses, thus enabling them to interpret and comfortably use the latest advances in the field of negotiation in dealing internationally.

An Adventure in Service-Learning argues that education can provide not just knowledge and skills but it can also encourage the development of values and responsibility Service-Learning is a teaching method unlike any other. It allows students to use their classroom theory to help others through relevant service or volunteering activity. In so doing, it gives students the opportunity to use the experiences of helping others to strengthen their understanding of subject material. Service-learning is like a bridge that connects education with the outside world. It breathes life and clarity into any subject and better prepares students for life after college. An Adventure in Service-Learning is a well written and easy to read book. It introduces the newcomer to service-learning and provides the seasoned practitioner with an important analysis of this most interesting of teaching methods. Its discussion of learning and the role of higher education will interest educationalists and its consideration of service will be important to those who are concerned about community. A passionate belief in education and its possibilities permeates An Adventure in Service-Learning. The book examines service-learning in project management, leadership and management consultancy and provides readers with an understanding of how the method can work in any subject or discipline. It clarifies the need for community and discusses the nature and possibilities of what it means to be human. The book will help to renew and reinvigorate practitioners, policy makers and the education system as a whole.