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Getting to Yes: Negotiating Agreement Without Giving In (Updated and Revised)
Fisher, Roger
(Paperback)

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The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken.


Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts
Shapiro, Daniel
(Paperback)

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Getting into conflict is easy. Getting out is the hard part. As tensions rise, we often become stuck in adversarial relations, and nothing we do seems to calm the situation. But there is a way out: In Negotiating the Nonnegotiable, Daniel Shapiro introduces a new generation of tools to bridge the divide. Drawing on advances in psychology and conflict resolution, he reveals the five hidden emotional forces that lure us toward impasse - and presents a practical, proven method to overcome them.


60 Seconds and You're Hired! (Revised and Updated for 2016)
Ryan, Robin
(Paperback)

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60 Seconds & You're Hired! has already helped thousands of job seekers get their dream jobs by excelling in crucial interviews. America's top job search expert Robin Ryan draws on her 20 years as a career counselor, 30 years of direct hiring, and extensive contact with hundreds of recruiters, decisions makers, and HR professionals to teach you proven strategies to help you take charge of the interview process and get the job you want. Brief, compact, and packed with insightful direction to give you the cutting edge to slip past the competition, 60 Seconds & You're Hired! is here to help you succeed! This newly revised edition features: * Unique techniques like "The 60 Second Sell" and "The 5-Point Agenda"* Over 125 answers to tough, tricky interview questions employers often ask* How to handle structured or behavioral interview questions* Questions you should always ask, and questions you should never ask* How to deal effectively with any salary questions to preserve your negotiating power* 20 interview pitfalls to avoid* Proven negotiation techniques that secure higher salaries - and much more!


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The Soulful Art of Persuasion: The 11 Habits That Will Make Anyone a Master Influencer
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The Soulful Art of Persuasion: The 11 Habits That Will Make Anyone a Master Influencer
Harris, Jason
(Hardcover)

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Jason Harris, CEO of the powerhouse creative agency Mekanism, argues that genuine persuasion in the twenty-first century is about developing character rather than relying on the easy tactics of flattery, manipulation, and short-term gains. It is about engaging rather than insisting; it is about developing empathy and communicating your values. Based on his experience in and out of the boardroom, and drawing on the latest in-depth research on trust, influence, and habit formation, Harris shows that being persuasive in a culture plagued by deception means rejecting the ethos of the quick and embracing the commitment of putting your truest self forward and playing the long game.


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Done Deal: An Insider's Guide to Football Contracts, Multi-Million Pound Transfers and Premier League Big Business
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Done Deal: An Insider's Guide to Football Contracts, Multi-Million Pound Transfers and Premier League Big Business
Geey, Daniel
(Hardcover)

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Insightful, enlightening and thought-provoking, leading Premier League lawyer Daniel Geey lifts the lid on the inner workings of modern football.Whether it is a manager being sacked, the signing of a new star player, television rights negotiations, player misconduct or multi-million-pound club takeovers, lawyers remain at the heart of all football business dealings. Written by leading Premier League lawyer Daniel Geey, who has dealt with all these incidents first hand, this highly accessible book explores the issues – from pitch to boardroom – that shape the modern game and how these impact leagues, clubs, players and fans.Featuring insider anecdotes and expert contributions, Done Deal provides football fans with a fresh and authoritative perspective on all off-field football matters.


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Changing the Conversation: The 17 Principles of Conflict Resolution (Joost Elffers Book)
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Changing the Conversation: The 17 Principles of Conflict Resolution (Joost Elffers Book)
Caspersen, Dana
(Softcover)

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The seventeen key principles for transforming conflict - in a beautiful package from the creator of The 48 Laws of Power From Joost Elffers, the packaging genius behind the huge New York Times bestsellers The 48 Laws of Power, The 33 Strategies of War, and The Art of Seduction, comes this invaluable manual that teaches seventeen fundamentals for turning any conflict into an opportunity for growth. Beautifully packaged in a graphic, two-color format, Changing the Conversation is written by conflict expert Dana Caspersen and is filled with real-life examples, spot-on advice, and easy-to-grasp exercises that demonstrate transformative ways to break out of destructive patterns, to create useful dialogue in difficult situations, and to find long-lasting solutions for conflicts. Sure to claim its place next to Getting to Yes, this guide will be a go-to resource for resolving conflicts.


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Getting to Yes with Yourself: How to Get What You Truly Want
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Getting to Yes with Yourself: How to Get What You Truly Want
Ury, William
(Paperback)

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In this indispensable prequel to the classic Getting to Yes, William Ury presents the secret to successful negotiation, which is the ability to get to yes with yourself first. Extraordinarily useful and elegantly simple, Getting to Yes With Yourself is an essential guide to achieving inner satisfaction that will, in turn, make your life better, your relationships healthier, your family happier, your work more productive, and the world around you more peaceful.


Getting (More of) What You Want
Lys, Thomas Z.
(Hardcover)

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Two top business professors offer up the only negotiation book you'll ever need.Do you know what you want? How can you make sure you get it? Or rather, how can you convince others to give it to you? Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and behavioral economics to provide new strategies for negotiation that take into account people's irrational biases as well as their rational behaviors. Whether you're shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash, Getting (More of) What You Want shows how negotiations regularly leave significant value on the table-and how you can claim it.


Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level
Sebenius, James K.
(Hardcover)

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In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors - all experienced negotiators - offer a comprehensive examination of one of the most successful dealmakers of all time.Politicians, world leaders, and business executives around the world - including every President from John F. Kennedy to Donald J. Trump - have sought the counsel of Henry Kissinger, a brilliant diplomat and historian whose unprecedented achievements as a negotiator have been universally acknowledged. Now, for the first time, Kissinger the Negotiator provides a clear analysis of Kissinger’s overall approach to making deals and resolving conflicts - expertise that holds powerful and enduring lessons.James K. Sebenius (Harvard Business School), R. Nicholas Burns (Harvard Kennedy School of Government), and Robert H. Mnookin (Harvard Law School) crystallize the key elements of Kissinger’s approach, based on in-depth interviews with the former secretary of state himself about some of his most difficult negotiations, an extensive study of his record, and many independent sources. Taut and instructive, Kissinger the Negotiator mines the long and fruitful career of this elder statesman and shows how his strategies apply not only to contemporary diplomatic challenges but also to other realms of negotiation, including business, public policy, and law.Essential reading for current and future leaders, Kissinger the Negotiator is an invaluable guide to reaching agreements in challenging situations.


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Persuasion: Convincing Others When Facts Don't Seem to Matter
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Persuasion: Convincing Others When Facts Don't Seem to Matter
Carter, Lee Hartley
(Hardcover)

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The secrets to persuading anyone, at work and in life, from a top communication strategist.In the post-fact, deeply divided world we live in, true persuasion is rare. Engaging with people holding differing opinions is rarer still. But for progress to take place, persuasion must happen. Whether it's convincing an employer you are right for the job, a customer that your product is the best, or your closed-minded uncle that good people can disagree, it takes the art--and science--of persuasion to move forward.So, how do you change someone's mind--or at least advance the conversation--when everyone is entrenched in their own points of view? Communication expert Lee Hartley Carter has spent nearly twenty years advising and helping the world's most well-known companies do just that.Among the counterintuitive secrets you'll learn:  *  It's not enough to understand the person you're talking to--you must truly empathize with them (yes, even them).  *  Logic alone doesn't work. Stories and emotions are what move us most.  *  When communicating in a crisis, our first instinct is almost always wrong.Filled with deeply researched insights into how we make up--and change--our minds, as well as colorful real-world examples and actionable recommendations, Persuasion will help you hone your message and craft your narrative in order to get heard and get results.


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Negotiating Rationally
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Negotiating Rationally
Bazerman, Max H.
(Paperback)

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A significant contribution to more effective negotiating, Bazerman and Neale's framework coupled with their very impressive range of practical case illustrations will help readers avoid costly negotiation mistakes.


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How to Sweet-Talk a Shark: Strategies and Stories from a Master Negotiator
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How to Sweet-Talk a Shark: Strategies and Stories from a Master Negotiator
Richardson, Bill
(Paperback)

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Former governor of New Mexico and US Ambassador to the United Nations Bill Richardson has engaged in high-stakes, face-to-face negotiations with Castro, Saddam, the Taliban, North Korea leaders, Slobodan Milosevic, and many other of the world's "crazy people" - and done it so well he's been nominated for the Nobel Peace Prize three times. Now he tells these stories - from Washington, DC to the Middle East to Pyongyang - in all their intense and sometimes absurd glory. Readers also get a fine lesson in the art of negotiation: How to prepare, how to size up your opponent, understanding the nature of power in a standoff, how to give up only what is necessary while getting what you want, and many other strategies Richardson has mastered through at-the-table experience.


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Negotiating 101
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Negotiating 101
Sander, Peter
(Hardcover)

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Life is all about bargaining. But all too often, books about negotiation offer nothing more than complicated techniques and empty promises. Negotiating 101 simplifies the process and gives you the essential skills for successful negotiation.From conducting research on your counterparties to avoiding common negotiation pitfalls and keeping control of the conversation, this step-by-step guide will help negotiators of all levels get the results they want with ease and confidence.Whether you're considering a new job offer, seeking a better price on a major purchase, or making a deal with a family member, Negotiating 101 has all the information you need to become a master negotiator.


Adversaries into Allies: Master the Art of Ultimate Influence
Burg, Bob
(Paperback)

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The bestselling co-author of The Go-Giver offers new insights into what it means to be truly influential Faced with the task of persuading someone to do what we want, most of us expect resistance. We see the other person as an adversary and often resort to coercion or manipulation to get our way. But while this approach might bring us short-term results, it leaves people with a bad feeling about themselves and about us. At that point, our relationship is weakened and our influence dramatically decreased. There has to be a better way. Drawing on his own experiences and the stories of other influential people, communication expert Bob Burg offers five simple principles of what he calls Ultimate Influence—the ability to win people to your side in a way that leaves everyone feeling great about the outcome. In the tradition of Dale Carnegie’s How to Win Friends and Influence People, Burg offers a tried-and-true framework for building alliances at work, at home, and anywhere else you seek to win people over.


Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level
Sebenius, James K.
(Paperback)

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Gain the Edge! Negotiating to Get What You Want
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Gain the Edge! Negotiating to Get What You Want
Latz, Martin E.
(Paperback)

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In Gain the Edge!, national negotiation expert Martin Latz reveals the simple steps that will turn anyone into an expert via easy-to-use information that can be applied right away.


The Deals That Made the World: Reckless Ambition, Backroom Negotiations, and the Hidden Truths of Business
Peretti, Jacques
(Hardcover)

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An award-winning investigative journalist takes us inside the ten business deals that have transformed the modern worldWe tend to think of our world as controlled by forces we basically understand, primarily the politicians we elect. But in The Deals That Made the World, Jacques Peretti makes a provocative and quite different argument: much of the world around us - from the food we eat to the products we buy to the medications we take - is shaped by private negotiations and business deals few of us know about.The Deals That Made the World takes us inside the sphere of these powerful players, examining ten groundbreaking business deals that have transformed our modern economy. Peretti reveals how corporate executives engineered an entire diet industry built on failure; how PayPal conquered online payments (and the specific behavioral science that underpins its success); and how pharmaceutical executives concocted a plan to successfully market medications to healthy people.For twenty years, Peretti has interviewed the people behind the decisions that have altered our world, from the CEOs of multinational corporations to politicians, economists, and scientists. Drawing on his vast knowledge, Peretti reveals a host of fascinating and startling connections, from how Wall Street's actions on food commodities helped spark the Arab Spring to the link between the AIDS epidemic in 1980s San Francisco and the subprime mortgage crisis of 2008. Touching upon tech, finance, artificial intelligence, and the other levers of power in a postglobalization environment, Peretti offers a compelling way to understand the last hundred years - and a suggestion of what the next hundred might hold.An essential book for anyone seeking to understand the hidden forces that shape our modern economy, The Deals That Made the World is illuminating and surprising - and an immensely fun read.


You Get What You Pitch For: Control Any Situation, Create Fierce Agreement, and Get What You Want In Life
Sullivan, Anthony
(Hardcover)

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TV's most popular pitchman reveals the secrets of pitching to get what you want in virtually any situation.Anthony "Sully" Sullivan went from selling car washers in rainy Welsh street markets to selling to audiences of millions around the world as the face of OxiClean. How did he do it? Convincing people to give you what you want is an art form that takes charisma and confidence. But no great pitchman achieves success based on those quali­ties alone. The good ones make themselves great with practice and discipline, mastering a series of skills that Sullivan dubs the ten "Pitch Powers." These are essen­tial techniques he's learned in more than twenty-five years "on the joint" (that's pitchman-speak for the area where you're selling). For the first time ever, Sullivan reveals the secrets behind his seemingly superhuman ability to persuade others--even if they start out regarding you with sus­picion or even hostility. Do it right and you'll change minds, open doors, get opportunities, turn adversar­ies into allies, make more money, and gain the kind of confidence that makes other people want to know you. From the first Pitch Power ("Know Your Acceptable Outcomes") to the last ("Finish with Confidence")--with invaluable strategies along the way on using your flubs to get a laugh, how to deal with push-back, and more--Sullivan reveals that pitching is all about engaging a person face-to-face and eye-to-eye so they feel like you're speaking directly to them, even if there are fifty other people in the room. It's turning a crowd of strangers with their arms folded into a legion of fans ready to say "yes" enthusiastically to whatever you propose, what Anthony Sullivan calls fierce agree­ment. It's the power to get the job, get the girl (or guy), get the part, make money, get better service, advance your career--do just about anything you want to do.


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Smart Negotiating
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Smart Negotiating
Freund, James C.
(Paperback)

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If you've ever tried to make a deal, reach an agreement, close a sale, or negotiate in every day business Smart Negotiating shows you how to avoid the pitfalls and achieve your goals. SC, 252 pages.


Negotiate to Win!
Collins, Patrick
(Paperback)

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Become a master negotiator. Understand the crucial difference between negotiation and confrontation. Learn the Five Secrets of Successful Negotiators. Handle tough customers, bluffers, bullies, and people from another planet. Manage negotiating environments. Find out when to employ silence and when to bluff. Recognize and counteract negotiation strategies used against you. Conduct cross-cultural negotiations without making embarrassing blunders. Discover the Ten Commandments of Negotiation.


Perfecting Your Pitch: How to Succeed in Business and in Life by Finding Words That Wrok
Shapiro, Ronald M.
(Paperback)

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Whether you're asking for a raise, selling but holding your price, ending a relationship or talking to children about divorce, success is predicated on planned, effective communication. Yet, most people fail to properly prepare their message. A veteran corporate attorney, sports agent and expert consultant, Ronald M. Shapiro has spent years developing and honing his negotiation techniques. Now, Shapiro shares the bulletproof system of scripting he calls the Three D's: Draft, Devil's Advocate, Deliver.


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The Deals That Made the World: Reckless Ambition, Backroom Negotiations, and the Hidden Truths of Business
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The Deals That Made the World: Reckless Ambition, Backroom Negotiations, and the Hidden Truths of Business
Peretti, Jacques
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