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The award-winning guide to business negotiation used by top negotiators and training programs all over the world—completely updated and revised

As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step- by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research.

This updated edition includes:
• A brand-new “Negotiation I.Q.” test designed by Shell and used by executives at the Wharton workshop that reveals each reader’s unique strengths and weaknesses as a negotiator
• A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging
• A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track.
Price: $8.49 [Notify me when price goes down.]

The eighth edition of this best-selling book continues to provide readers with a realistic picture of actual collective bargaining and labor relations situations drawn from the authors' considerable experiences. Sections of actual labor agreements as well as arbitration cases and decisions of the National Labor Relations Board (NLRB) and the courts illustrate and emphasize contemporary issues of collective bargaining and labor relations. Experts in the fields of labor law and arbitration have contributed “tips” on how the concepts in the book can actually be applied. In addition to covering history and law, workplace challenges, the collective bargaining process, and labor contracts, major features of this new edition include expanded coverage of public sector labor relations, international collective bargaining issues, union organizing and avoidance strategies, and collective bargaining in professional sports. Because of its comprehensive coverage and excellent resource material, this book is an excellent reference for human resource directors, labor relations directors, personnel directors, and labor negotiators.

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Price: $69.48 [Notify me when price goes down.]

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.

Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer.

What sets negotiation geniuses apart? They are the men and women who know how to:

•Identify negotiation opportunities where others see no room for discussion

•Discover the truth even when the other side wants to conceal it

•Negotiate successfully from a position of weakness

•Defuse threats, ultimatums, lies, and other hardball tactics

•Overcome resistance and “sell” proposals using proven influence tactics

•Negotiate ethically and create trusting relationships—along with great deals

•Recognize when the best move is to walk away

•And much, much more

This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.


From the Hardcover edition..
Price: $8.23 [Notify me when price goes down.]

Labor Relations, the most accurate, readable, timely, and valuable book of its kind on the market, provides readers with a basic understanding of unionism in its natural habitat and a fundamental appreciation of the union-management process. It focuses on the negotiation and administration of labor agreements, and emphasizes the more significant bargaining issues. The 12th edition includes much new material and an extensively revised and updated bibliography. For vice-presidents and directors of labor relations, union presidents, and others who are full-time labor-management professionals for either managements or unions..
Price: $50.00 [Notify me when price goes down.]

Labor Relations: Development, Structure, Processes discusses the history and development of labor relations, the structure of union organizations, union organizing and union avoidance, bargaining issues, and the process of negotiations and contract administration. As a result of decreasing union membership over the last twenty years, more material in the book addresses employee relations in nonunion organizations including examples of both cooperative and adversarial relationships...
Price: $75.50 [Notify me when price goes down.]

Labor Relations: Development, Structure, Processes by John Fossum presents the history and development of labor relations, the structure and internal politics of union organizations, union organizing and union avoidance, bargaining structures and issues, and the process of negotiations and contract administration. As a result of decreasing union membership over the last twenty years, more material in the book addresses employee relations in nonunion organizations, and includes examples of both cooperative and adversarial relationships...
Price: $132.00 [Notify me when price goes down.]

Authored by a well-respected team in labor relations, "An Introduction to Collective Bargaining & Industrial Relations, 4/E" covers key topics in industrial relations and collective bargaining using a unique conceptual framework based on the three levels of industrial relations activity (strategic, functional, and workplace). Two extensive, class-tested mock-bargaining exercises are included. International and comparative labor relations are both integrated throughout and receive full chapter treatment. No other textbook provides such a thorough treatment of international/global issues. Numerous examples are provided in the text and in boxes that include coverage on recent strikes, collective bargaining negotiations, and other contemporary collective bargaining events. The authors relate in a direct and clear fashion how concepts can be used to help understand current events..
Price: $123.83 [Notify me when price goes down.]

George Kohlrieser—an international leadership professor, consultant, and veteran hostage negotiator—explains that it is only by openly facing conflict that we can truly progress through the most difficult business challenges In this provocative book, he reveals how the proven techniques and psychological insights used in hostage negotiation can be applied successfully to any personal or business relationship. Step by step, he outlines the seven key factors that anyone can use to remove the blocks that stand in the way of resolving tough problems and shows how business leaders, in particular, can develop and access the skills they need to create trust and a positive mind-set in their companies..
Price: $15.54 [Notify me when price goes down.]

Cases in Collective Bargaining and Industrial Relations contains 81 cases that vary in length, complexity and numbers of issues. A major objective of the book is to provide a means by which students can apply principles, concepts, and legal considerations to actual decision situations and confrontations between labor and management. These cases have been tested in seminars and classes, and are challenging, fascinating learning instruments. As in previous editions, the cases are divided into two parts. Part One presents National Labor Relations Board cases as restructured from published reports of the NLRB and court decisions. Part Two consists of cases adapted from grievance-arbitration decisions..
Price: $62.27 [Notify me when price goes down.]