Über uns

À propos de nous

Open Access

Karriere

Carrière

Aboverträge Kündigen

Résiliation d’abonnement

Vertrag widerrufen

Résiliation de contrat 

Datenschutz

Protection des données

Impressum

Mentions légales

Barrierefreiheit

Accessibilité

Zahlung und Lieferung

Paiement et livraison

Libra

Was ist Libra?

C'est quoi Libra ?

Kostenlos testen

Tester gratuitement

LEXIA

LEXIA Arbeitsrecht

Was ist LEXIA?

C'est quoi LEXIA ?

LEXIA Familienrecht

Zeitschriften

Revues

recht

Pflegerecht

ZBJV

forumpoenale

ZStrR

Anwaltsrevue

Revue de l'avocat

RSAS

FamPra.ch

ASYL

Life Science Recht

BlAR

Sachbuch

Livres spécialisés

LOKI

Semaphor

Fokusthemen

Focus

Thema

Recht studieren

Arbeitsrecht

Droit du travail

Studium

Études

Familienrecht

Droit de la famille

Sozialversicherungsrecht

Droit des assurances sociales

Strafrecht

Droit pénal

Aktienrecht

Droit des sociétés anonymes

Persönlichkeitsrecht

Droit de la personnalité

Publikationen

Publications

Literatur

Digitales Angebot

Bücher

Livres

Buchreihen

Collections

Onlinemodule LEXIA

Modules en ligne LEXIA

recht.ch

Studienliteratur

Littérature pour les études

Swisslex

Dienstleistungen

Services

Dienstleistungen für

Corporate Books

Publishing Lösungen

Aktuelles

Geschäftskunden

Professionnels

Corporate Publishing

Content solutions

Buchhandlungen

Librairies

Veranstaltungen

Événements

Presse

Dozierende

Enseignants

Studierende

Étudiants

Inserierende

Annonceurs

Newsletter

Blog

Autorinnen/Autoren

Auteurs

Unsere Schreibenden

Hilfe

Unsere Autorinnen und Autoren

Liste

Autorenlounge

Espace des auteurs

Bei uns publizieren

Publier chez nous

Open Access Policy

Verlag

Éditions

Themen

Mehr wissen

Mitarbeitende

Collaborateurs

Geschichte

Histoire

Unser Magazin

Notre magazine

Vision und Mission

Vision et mission

Partner

Partenaires

Unternehmenskultur

Culture d'entreprise

Kontakt

Contact

Shop

Schweizer Recht

Ausländisches Recht

Über unseren Shop

Neuerscheinungen

Nouveautés

Sortiment & Suche

Catalogue & Recherche

Vorankündigungen

À paraître

Nach Rechtsgebiet

Par domaine juridique

Kommentare

Commentaires

Gesamtkatalog

Catalogue complet

Fachkatalog Recht

Catalogue de droit

Nik McCorren

From Heat to Handshake

How to Defuse Tension, Hold Your Ground, and Negotiate Better Deals

1. Why Your Brain Sabotages Every Deal You Walk Into
2. The Voice That Lowers Walls: Tone, Pace, and Presence
3. Prove You're Listening Before You Ask for Anything
4. The Strange Power of Hearing "No"
5. When They Say "That's Right," You've Already Won
6. Naming the Elephant: Defusing Fear and Hostility Out Loud
7. Spotting the Lie Hidden Inside "Yes"
8. Questions That Make the Other Side Solve Your Problem
9. Reading the Room: Hagglers, Analysts, and Charmers
10. The Numbers Game: Anchors, Odd Figures, and Walk-Away Lines
11. Finding the Thing They'd Never Admit They Want
12. Scripts Under Pressure: Hostage Logic for Everyday Stakes
13. Practice Rounds: Rehearsing Real Conversations Before They Happen
14. When It All Falls Apart: Recovering From a Failed Negotiation

Transform Every Interaction into a Winning Opportunity

Unlock the secrets to becoming a negotiation powerhouse with Mastering Everyday Negotiations: Strategies for Success. Imagine transforming every conversation into an opportunity-discovering not just the keys to better deals but also the stepping stones to building lasting, meaningful relationships amidst your professional and personal lives.

This comprehensive guide dives deep into the core of negotiation, stripping away the complexity to reveal strategies that anyone can master. Learn how to move fluidly from understanding negotiation basics to harnessing the power of effective communication and active listening. Grasp the art of setting objectives that don't just meet but exceed your aspirations, while gaining the confidence to address any unexpected challenge with diplomacy and skill.

The book offers expert insights on managing emotions and leveraging body language to your advantage. Let the transformative principles of empathy and trust-building take your discussions from merely functional to full of promise and possibility. Gain a profound understanding of how cultural nuances and ethical considerations shape every negotiation landscape, preparing you for even the most intricate of cross-cultural encounters.

Imagine the satisfaction of seamlessly negotiating in both everyday transactions and high-stake professional settings, equipped with the tools to avoid common pitfalls and recognize cognitive biases before they sabotage your efforts. Embark on a path of continual growth with tried-and-tested strategies and real-world scenarios to practice and hone your developing skills.

Step into the future with cutting-edge approaches that integrate technology into modern negotiations, ensuring you stay ahead in the game. Whether you're closing a major deal or just bargaining for everyday essentials, Mastering Everyday Negotiations promises not just strategies, but the edge you need to succeed.

Strategies for Success

Mastering Everyday Negotiations

This bestselling conflict resolution book has helped thousands of people effectively collaborate across deep divides. Now it’s been updated with 50 percent new material for an increasingly polarized world. “Adam Kahane worked with us on the future of our country. The four scenarios we built have come to life one after another, and today we are living the best one....Kahane explains how scenario planning can transform the future. In Colombia we can attest that such transformation is really possible.”&nbsp;—Juan Manuel Santos, President of Colombia and Nobel Peace Prize recipient In today’s fractured world, collaboration is increasingly difficult yet more crucial than ever. Often, to get something done that really matters, we need to work with people we don’t agree with, like, or trust. Drawing from thirty-plus years of experience working with leaders in over fifty countries, Adam Kahane shows why conventional collaboration—requiring harmony and agreement—is obsolete. Instead, he provides a groundbreaking approach that embraces discord, experimentation, and genuine cocreation. Kahane introduces three key stretches to navigate difficult collaborations: <ul><li>Stretch to embrace conflict and connection</li><li>Stretch to experiment and learn</li><li>Stretch to step into the game</li></ul> This substantially revised second edition adds multiple new chapters exploring how to work across deepening divides and with those we may never agree with. Using new case studies, a discussion guide, and frameworks for navigating permanent plurality in our polarized times, Kahane offers essential tools for transforming conflict into positive change.

How to Work with People You Don't Agree with or Like or Trust

Collaborating with the Enemy, Second Edition

Secrets of Success

THESE ARE THE INSIGHTS YOU NEED TO MASTER PERSUASION AND INFLUENCE WHAT DO GREAT INFLUENCERS KNOW THAT THE REST OF US DON'T? Do they have a secret recipe for success? Is there a special alchemy to influencing people? The 50 secrets in this book will help you get out of influence deficit to become the kind of person who gets things done and gets where you want to go. Every one of the 50 secrets in this book contains 3 strategies you can put into practice right now to get better results. Some of the ideas will surprise you, all will inspire you. Put these simple strategies together and you have a recipe for success, a formula that will unlock your potential. Influence made easy Secrets of Great Influencers&nbsp;reveals the five factors behind becoming influential: what you think; who you know; what you do; who you are; and how you play the game. Whether you want to get paid more, get more attention, or grow your online following, this book provides the tools and techniques you need. ABOUT THE SERIES Secrets&nbsp;books are designed to be easy to incorporate into your daily life. They boil down the essentials of important topics into short, quick lessons giving expert advice on a wide range of challenges that you can apply instantly. Each chapter outlines one of the 50 secrets and gives three strategies for putting the ideas into action. Whether you want to improve your efficiency, clear your desk, or be on top of your work, these books give the answers you're looking for.

50 Rules of Persuasion and Influence

Secrets of Great Influencers

Transform Your Salary Prospects with Psychological Insights

Imagine walking into your next salary negotiation with unshakable confidence, armed with the knowledge to secure the raise you truly deserve. Mind Over Money: Psychology Hacks for Winning Salary Talks is your ultimate guide to mastering the art of negotiation, using psychological principles to boost your career and financial future.

Did you know that understanding the psychology of money can revolutionize the way you approach salary discussions? This book dives deep into the mindset shifts necessary to overcome financial fears and embrace a winning attitude. With chapters dedicated to essential negotiation skills and common pitfalls, you'll quickly learn how to avoid costly mistakes and craft strategies that work in your favor.

Feel the power of effective preparation as you uncover tactics to research your market value, set realistic goals, and build unwavering confidence. Discover how subtle verbal cues and active listening can turn the tide in your favor, while mastering the art of timing and strategic planning will leave your employers ready to meet your terms.

Ready to turn "no" into opportunities for growth? With expert guidance on handling rejections, leveraging emotional intelligence, and navigating tricky negotiations during economic downturns, this book offers real-life case studies that illuminate successful approaches across varied scenarios. Special focus on gender, cultural considerations, and remote work environments ensure that every reader finds actionable advice tailored to their unique needs.

Don't leave your career progression to chance. Engage with the exercises provided to hone your skills through practice, build a supportive network, and continuously improve your negotiation prowess. Mind Over Money is not just a book-it's your roadmap to a prosperous career, empowering you to take control of your negotiation outcomes.

Psychology Hacks for Winning Salary Talks

Mind Over Money

The definitive guide to transforming everyday interactions into remarkable wins, from Harvard Law, MIT, and University of Michigan's negotiation experts. What if you could walk away from every conversation with exactly what you want?At work, at home, and in our daily interactions, our lives are full of constant negotiation: <ul><li>Trying to score a promotion at work</li><li>Changing an airline flight</li><li>Even getting our spouse to take out the trash</li></ul>But, while we like to think we know how to get our way, too many of us struggle to capture what we know we deserve.In Never Settle, renowned negotiation experts Attia Qureshi and John Richardson move beyond the basic theory of persuasion to help you learn these invaluable skills to get more in every aspect of your life.Drawing from decades of experience teaching at elite institutions and incorporating insights they've culled from FBI negotiation tactics, they offer readers groundbreaking, actionable strategies to negotiate with confidence and achieve extraordinary results, no matter the circumstances.With easy-to-follow, habit-building exercises, this revolutionary guide reveals how you can build trust through reciprocity, get more through a strategic no, and craft win-win outcomes using creative problem-solving.Accessible and empowering, Never Settle equips you with the techniques you need to unlock the best deal, without settling for anything less.

Persuasion & Negotiation Skills to Get What You Want

Never Settle


        &lt;p&gt;Subsidiary Initiatives sind unternehmerische Bottom-up-Prozesse, die den Wandel vorantreiben können. Sie gelten sowohl für die Tochtergesellschaft als auch für die Zentrale eines multinationalen Unternehmens als vorteilhaft. Untersuchungen zeigen jedoch, dass nur wenige Initiativen genehmigt werden und die meisten scheitern. Aus Sicht der Tochtergesellschaft stellt sich die Frage, wie sie die Genehmigung der Zentrale für ihre Initiative erhalten kann. Diese Metasynthese integriert die Ergebnisse mehrerer qualitativer Fallstudien zu diesem Thema. Sie untersucht, wie Manager und Managerinnen von Tochtergesellschaften effektiv verhandeln können, und liefert Erklärungen dafür, warum einige dabei erfolgreicher sind als andere.&lt;/p&gt;
      

Maike Simon

A Meta-Synthesis of Qualitative Case Studies on Gaining Initiative Approval from Corporate Headquarters

How Subsidiaries of Multinational Corporations Drive Organizational Change

Success isn't determined by circumstances. It's determined by your ability to influence them.Influence - Rapport - Results is a practical guide for anyone who wants to communicate with greater confidence, build stronger relationships, and achieve better outcomes in every area of life. Derrick Chevalier combines proven principles of influence, rapport, and negotiation into a powerful framework that helps readers replace outdated tactics with modern strategies built on trust, credibility, and cooperation.Through real-world insights and actionable techniques, you'll learn how to reduce conflict, strengthen teamwork, inspire collaboration, and create meaningful connections that lead to lasting success. Whether you're leading an organization, growing a business, advancing your career, or improving your personal relationships, these strategies will help you communicate more effectively and achieve results that benefit everyone involved.Serving as the official companion to the Amazon #1 bestseller and International Impact Book Award-winning EVOLVE OR BE SLAUGHTERED: Negotiation For the 21st Century, this book expands on the principles of modern influence and negotiation with practical lessons you can apply immediately.If you're ready to earn greater credibility, increase your influence, build stronger relationships, and create extraordinary personal, professional, and financial results, Influence - Rapport - Results provides the roadmap to help you get there.

Influence - Rapport - Results

Economics and Finance (R0)

&lt;p&gt;This book uses game theory to analyze the strategies developed in negotiation processes. Offering a detailed analysis of competition and cooperation, it explores various bargaining strategies that result from the application of Nash equilibrium and mixed strategies. Employing a blend of game theory and real-world examples, the authors describe typical negotiation scenarios and unveil the art of negotiation strategy – dissecting both competitive and cooperative tactics.&lt;/p&gt;&lt;p&gt;This comprehensive analysis explores the multifaceted dimensions of negotiation, highlighting not only formal aspects but also the economic, social, political, and human factors at play. The authors discuss the basic structures of cooperative and non-cooperative games and conduct a comprehensive analysis of the language games that take place in negotiations. They examine how negotiators belonging to different forms of life can trade with each other when their respective language games are different and prone tomisinterpretation. The book also probes arbitration and mediation as conflict-resolution tools within this intricate landscape.&lt;/p&gt;&lt;p&gt; &lt;/p&gt;&lt;p&gt;Designed for the curious minds seeking insight into negotiation strategies, as well as students and scholars of diverse fields, this book fosters an understanding of negotiation's labyrinthine pathways. "Dynamics of Rational Negotiation" unlocks the door to negotiation's complexities, inviting readers to unravel the layers of human interaction.&lt;/p&gt;

Margit Gaffal

Jesús Padilla Gálvez

Game Theory, Language Games and Forms of Life

Dynamics of Rational Negotiation

HBR's 10 Must Reads

Get better outcomes from every negotiation.If you read nothing else on negotiation, read this book. We've chosen a new selection of current and classic Harvard Business Review articles that will help you prepare for high-stakes conversations, achieve win-win results, and secure favorable deals.This book will inspire you to: <ul><li>Control the negotiation before it begins</li><li>Negotiate with confidence for a bigger role, a more impressive title, or a higher salary</li><li>Rethink negotiation as a shared and equal exchange</li><li>Employ emotions--both positive and negative--to your advantage</li><li>Understand the rules for negotiating across cultures</li><li>Find leverage when the other side holds the power</li></ul>This collection of articles includes: "What People Still Get Wrong About Negotiations," by Max H. Bazerman; "Control the Negotiation Before It Begins," by Deepak Malhotra; "Don't Use Round Numbers in a Negotiation," by Matti Keloharju; "Emotion and the Art of Negotiation," by Alison Wood Brooks; "Negotiating Your Next Job," by Hannah Riley Bowles and Bobbi Thomason; "A New Approach to Contracts," by David Frydlinger, Oliver Hart, and Kate Vitasek; "How Walmart Negotiated Supplier Negotiations," by Remko Van Hoek, Michael DeWitt, Mary Lacity, and Travis Johnson; "Why Big Companies Struggle to Negotiation Great Deals," by Danny Ertel; "Negotiate Like a Pro," by Scott Walker; "Negotiating When There Is No Plan B," by Jonathan Hughes and Saptak Ray; "How to Learn from a Failed Negotiation," by Joshua N. Weiss; "The Secret to Cross-Cultural Negotiations," by Horatio Falcão and Thomas Wiegelmann; and "Be Your Own Best Advocate," by Deborah M. Kolb.HBR's 10 Must Reads are definitive collections of classic ideas, practical advice, and essential thinking from the pages of Harvard Business Review. Exploring topics like disruptive innovation, emotional intelligence, and new technology in our ever-evolving world, these books empower any leader to make bold decisions and inspire others.This Updated and Expanded edition features new, breakthrough articles, additional short-form pieces, and a detailed discussion guide to give you and your team the tools you need for sustained success.

HBR's 10 Must Reads on Negotiation, Updated and Expanded

A SHORT COURSE IN NLP BASICS. 7 Lessons in&nbsp;Neuro-Linguistic Programming&nbsp;is a quick course in leading people, giving you everything you need to know in just seven short chapters. From communicating more effectively to creating greater rapport with others, you'll discover the ability to change what isn't working in your life and increase what is. * Lesson 1: What is neuro-linguistic programming? * Lesson 2: Identify empowering and limiting beliefs * Lesson 3: Recognize how we represent information to ourselves * Lesson 4: Use precision questions to find out what people mean * Lesson 5: Identify different communication filters * Lesson 6: Use the six levels of change and reframing * Lesson 7: Increase your options Explore the main themes and ideas in NLP, get a basic knowledge and understanding of the key concepts, and test your progress with practical and thought-provoking exercises.&nbsp;7 Lessons in Neuro-Linguistic Programming&nbsp;is your fastest route to success. ABOUT THE SERIES 7 Lessons&nbsp;are for people who want to succeed at work. From negotiating and content marketing to finance and social media, the series covers the business topics that matter and that will help you make a difference today. Written in straightforward English, each book features a course of 7 short lessons so that with just a little work, you can quickly master the subject.

Master the Basics of Neuro-Linguistic Programming in 7 Steps

7 Lessons in NLP

The most important part of a negotiation often happens before anyone says a word.

Carlo Pignataro has spent a career inside the international luxury industry, a world where a reputation takes decades to build and can be undone in a single afternoon. In seventeen true stories, drawn from jewellery houses, fashion brands, boutiques and boardrooms across the globe, he reveals what that world taught him about reading a room, holding a standard, and treating the person across the table with dignity, even when you disagree.
A princess returns a flawless bracelet, and the complaint is not about the bracelet. A retailer walks into a meeting that has been staged, before he arrives, to make him feel small. A routine request for a discount becomes a lesson in the power of silence. Two partners win a room over a kitchen table, only to watch what they built slip away. A relationship worth years is undone at a trade fair booth in a single afternoon. And in the final story, Pignataro turns the lens on himself, including the parts that do not flatter him.

Who this book is for
Anyone who sells, buys, manages, advises or simply finds themselves across the table from someone who wants something different. It is for people who negotiate for a living, people who want to become better at it, and anyone who has ever lost ground in a conversation and still cannot work out how.
Each story carries a lesson you can use the next morning. None of them is delivered as a lecture.
Negotiation is about perspective. The wider the perspective, the better the chance of an outcome everyone can live with.

About the author
Carlo Pignataro is an author, consultant and speaker whose career has been shaped by more than 20 years inside the international luxury industry. His experience includes managerial roles with Damiani, Gucci and Al Tayer Group, as well as work with leading international brands and organisations.
He is the author of the Style series, including Sell with Style, Serve with Style and Negotiate with Style, and hosts Lux &amp; Friends, a podcast exploring the people and ideas shaping the world through the lens of luxury.

Negotiate with Style

From Heat to Handshake

Autres titres sur ce thème