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Expand the Pie: How to Create More Value in Any Negotiation download epub

by Irma Tyler-Wood,Anthony Wanis-St John,Grande Lum


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Grande Lum (Author), Irma Tyler-Wood (Author), Anthony Wanis-St John (Author) & 0 more. Expand The Pie will show you how to negotiate, guide you as you do it and pay-off in creating more value in your negotiations

Grande Lum (Author), Irma Tyler-Wood (Author), Anthony Wanis-St John (Author) & 0 more. Expand The Pie will show you how to negotiate, guide you as you do it and pay-off in creating more value in your negotiations. It is not just a follow-on book, but a true companion piece to its intellectual wellspring. I strongly recommend it.

Authors Grande Lum, Irma Tyler-Wood and Anthony Wanis-St. From the Inside Flap: We hope you have found this guide useful for improving your negotiation skills. This guide is just a primer for some situations, however. Complex or high-stakes negotiations often require the intervention of a third party.

Expand the Pie: How to Create More Value in Any Negotiation. G Lum, I Tyler-Wood, A Wanis-St John. Unfinished Business: Why International Negotiations Fail, Ch. Castle Pacific Publishing, 2002. Back Channel Diplomacy: The Strategic Use of Multiple Channels of Negotiation in Middle East Peacemaking. PhD, Medford, MA: Tufts University, 2001.

Expand The Pie is a useful and practical book for anyone involved in any kind of negotiation. Collaboratively written by professional business negotiators Grande Lum, Irma Tyler-Wood and Anthony Wanis-St

Expand The Pie is a useful and practical book for anyone involved in any kind of negotiation. I've found it to be extremely helpful in both business and personal situations. Excellent Negotiations Work. Published by Thriftbooks. Collaboratively written by professional business negotiators Grande Lum, Irma Tyler-Wood and Anthony Wanis-St. John, Expand the Pie: How To Create More Value In Any Negotiation is a straightforward and "user friendly" guide to improving one's skill at negotiation and bargaining.

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by Grande Lum, Anthony Wanis-St.

by Grande Lum, Anthony Wanis-St. John is on the full-time faculty at Seton Hall University’s School of Diplomacy and International Relations and an affiliated consultant with ThoughtBridge. With Irma Tyler-Wood, they have written the forthcoming book Expand the Pie: How to Create More Value in Any Negotiation published by Castle Pacific, which features the ICON approach. Featured Professionals (630). Become a Featured Mediator.

Discover Book Depository's huge selection of Anthony Wanis St John books online. Anthony Wanis St John. Back Channel Negotiation. Free delivery worldwide on over 20 million titles. Showing 1 to 3 of 3 results. Most popular Price, low to high Price, high to low Publication date, old to new Publication date, new to old.

Автор: Lum Grande, Lum Grande Название: The Negotiation Fieldbook: How to Create More .

In most negotiations, we face two goals: value claiming and value creating. How to Use Tradeoffs to Create Value in Your Negotiations. Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success.

Learn how to become a better negotiator! It's not about haggling or intimidating--it's about creating more value at the table. This guide is filled with easy to remember advice on how to become a better negotiator, worksheets to help you prepare for negotiations, and quizzes to test and apply your knowledge. "Expand the Pie" is a one-of-a-kind and important addition to your negotiation toolkit.

Comments: (3)

Arabella V.
.Excellent ...
Over twenty years ago, Roger Fisher and William Ury published a thin volume entitled Getting to YES and immediately and fundamentally changed the field of negotiations. They called their new approach "principled negotiations" and its central tenets are taught and practiced throughout the world, often labeled as "interest-based," "win-win" or "collaborative" negotiations.
In their work, Fisher and Ury recognized that one of the greatest weaknesses in the traditional positional approach to negotiations was that it operated on "... the assumption of a fixed pie" (Getting to YES, p. 58). Negotiators in this setting spent their resources on dividing it.
Fisher and Ury then postulated that if negotiators turned from positions to focusing on the interests of the parties and then worked together to seek creative options to satisfy those interests, negotiations offered an unlimited potential for adding value for all the parties. It was a true break through.
"How you negotiate may determine," Fisher and Ury wrote, "whether the pie is expanded or merely divided" (Getting to YES, p.177). Their approach offered the promise of changing negotiations from a zero-sum game to a collaborative effort to create new value.
When Fisher and Ury published Getting to YES in 1981, it was far more than a theoretical treatise. Their work provided multiple examples of negotiating situations and interactions to illustrate their approach.
In the two decades that have passed since their book appeared, however, author after author has written a primer on how to do collaborative negotiations. Training programs have abounded on the subject.
Why, then, the reader might ask, is yet another book on how to achieve the promise of the collaborative approach important. It is vital because negotiators continue to struggle with practicing the concept.

Expand the Pie uses the experiences of its three authors in consulting, training and coaching to teach the reader "what to say and do" on order to successfully practice collaborative negotiations (Expand, p.2). Two of the authors of this companion piece to Getting to YES, Grande Lum and Irma Tyler-Wood, were students of Professor Fisher. Fisher calls Expand the Pie "...perhaps the most useful book you will find"(Expand the Pie, p.i). This reviewer fully concurs.
At it's core, collaborative negotiating requires careful and thorough preparation, an orchestrated process towards clearly defined objectives during the negotiations and the patience and skill to keep the participants focused on creating value. Expand the Pie provides a tested, clear and easily understandable step-by-step guide to the process. I am convinced you can become truly a successful collaborative negotiating leader by using this complementary volume to Getting to YES.
The key to collaborative negotiating is clear in the Getting to YES and reinforced by the authors of Expand the Pie. "Prepare, then prepare some more, and finally, prepare again" (Expand the Pie, p.185). This said, what do we need to know?
The writers begin by focusing on the key elements of the negotiation and introduce a preparation model they call ICON, standing for Interests, Criteria, Options, and No agreement alternatives. It is these elements that the negotiator must explore in detail to ready themselves for negotiations.
Using their model, the authors clearly define and discuss the importance of each of the elements and offer solid suggestions on how to prepare fully. We follow real negotiating cases, use simple negotiating worksheets and encounter quick summations and review questions at the end of each chapter as we move along. It is a brilliantly constructed self-learning approach.
When the first section is completed, the reader will have identified the interests of all the stakeholders, prioritized them and tagged complementary and opposing interest clusters. Also, the reader will have searched for potential options, identified criteria that might be used to evaluate various options and analyzed their position and alternatives in the event that no agreement is concluded.

Having planned the basic elements of the negotiation, the reader moves to the next section on formulating a strategy for conducting the negotiation in a collaborative manner. The authors present another organizing device for this phase that they call the 4D Process: Design, Dig, Develop and Decide. At this stage, the reader is setting goals for the negotiations, devising methods to probe for interests and brainstorm for creative options and learning to develop decisions through a variety of interim steps.
Once again, the reader examines accounts of actual negotiations, explores clear expositions of the essential steps in each process and employs negotiating worksheets and review questions to reinforce the learning process. It is practical and clear direction that the reader will find absolutely on target.
Finally, recognizing that even the most carefully planned negotiation may go astray, the authors address a litany of "difficult tactics" the negotiator may encounter and offer a strategy for dealing with each of these ploys and tricks. Additionally and importantly, they focus their strategies beyond merely countering these tactics and give the reader some solid ways to redirect the negotiation back to a collaborative format. The redirection advice is particularly valuable.
You will find much more in this book including some valuable observations on the nature of negotiations in general. The authors correctly point out, for example, that "the reality of negotiating is that the parties involved are advocates for their interests or the interests of their organization" (Expand the Pie, p. 142). As advocates, negotiators, of course, owe it to themselves and their organizations to "aim for the best possible agreement" (Expand the Pie, p. 139). Implicit in that need are the two key messages of this book:
"Until you create value, any price is too high," that is, expanding the pie (Expand the Pie, p.64)
"Prepare, then prepare ... (Expand the Pie, p.185).
Expand The Pie will show you how to negotiate, guide you as you do it and pay-off in creating more value in your negotiations. It is not just a follow-on book, but a true companion piece to its intellectual wellspring.
I strongly recommend it.
John D. Baker, Editor
The Negotiator Magazine
FLIDER
Collaboratively written by professional business negotiators Grande Lum, Irma Tyler-Wood and Anthony Wanis-St. John, Expand The Pie: How To Create More Value In Any Negotiation is a straightforward and "user friendly" guide to improving one's skill at negotiation and bargaining. Individual chapters cogently address the importance of abandoning preconceptions and readying oneself before approaching the negotiation table; the 4D process (Design, Dig, Develop and Decide) to see discussion through to closure; using objective standards; and much more. An excellent self-help guide useful in both business and daily life, Expand The Pie is especially recommended for those new to negotiating business contracts.
Tantil
Expand The Pie is a useful and practical book for anyone involved in any kind of negotiation. I've found it to be extremely helpful in both business and personal situations.
Expand the Pie: How to Create More Value in Any Negotiation download epub
Management & Leadership
Author: Irma Tyler-Wood,Anthony Wanis-St John,Grande Lum
ISBN: 096538697X
Category: Business & Money
Subcategory: Management & Leadership
Language: English
Publisher: Castle Pacific Pub Co (October 1, 2002)
Pages: 215 pages