Book Description

Three hundred years ago, the art of French diplomacy saved nations and enthroned kings. In today's business world, those same princely principles can make or break corporations and launch careers.
Written in 1716 by the "envoy extraordinary of Louis XIV," this sage and charming study of the art of negotiation is reputed to be the best manual of diplomatic methods ever written. Now, newly introduced by the leading management philosopher Charles Handy, On the Manner of Negotiating with Princes is certain to be a classic among business people around the world. The reason is simple: whether it's palace politics in eighteenth-century France or office politics in a twenty-first-century global market, you need to know how to deal with people effectively. In these pages, de Callieres sets forth a model for doing so both in business and in life -- a model that has stood the test of time.
As entertaining as it is educational, this trusted handbook contains a wealth of useful advice, with sections including "The Personal Qualities of a Good Negotiator," "The Fitting Mode of Address," "The Cool Head," "The Perils of Deceit," "The Fatality of Bad Appointments," "The Use of Compliments," "Genius No Substitute for Good Manners," and, of course, "The Value of Good Cheer." On the Manner of Negotiating with Princes should prove as valuable in today"s business world as it was in the days of princes and paupers. ... Read more

Reviews (6)

How to be wiser than your fellows
Shouldn't peoples get smarter as decades and centuries pass? This book, written roughly 300 years ago by the "envoy extraordinary" of French King Louis XIV, might make you doubt our progress. While I don't agree with all that Callieres wrote (specifically, his more 'intriguing' prescriptions), there is a wisdom and thoughtfulness in his writings that is unmatched by any modern text. With the explosion in wealth, and scientific and technical knowledge, it is hard to find evidence--in writing or in life--that we have become more wise.

"How much better is it to get wisdom than gold! and to get understanding rather to be chosen than silver!" - Proverbs 16:16

How to be wiser than your fellows
Shouldn't peoples get smarter as decades and centuries pass? This book, written roughly 300 years ago by the "envoy extraordinary" of French King Louis XIV, might make you doubt our progress. While I don't agree with all that Callieres wrote (specifically, his more 'intriguing' prescriptions), there is a wisdom and thoughtfulness in his writings that is unmatched by any modern text. With the explosion in wealth, and scientific and technical knowledge, it is hard to find evidence--in writing or in life--that we have become more wise.

"How much better is it to get wisdom than gold! and to get understanding rather to be chosen than silver!" - Proverbs 16:16

How to be wiser than your fellows
Shouldn't peoples get smarter as decades and centuries pass? This book, written roughly 300 years ago by the "envoy extraordinary" of French King Louis XIV, might make you doubt our progress. While I don't agree with all that Callieres wrote (specifically, his more 'intriguing' prescriptions), there is a wisdom and thoughtfulness in his writings that is unmatched by any modern text. With the explosion in wealth, and scientific and technical knowledge, it is hard to find evidence--in writing or in life--that we have become more wise.

"How much better is it to get wisdom than gold! and to get understanding rather to be chosen than silver!" - Proverbs 16:16

The Lawyer as Business Prince
Charles Handy resurrected this book not, as he intended to show something about business management directly, but actually--and perhaps insensibly to Handy--to explain some of the practices and habits which help lawyers for businesses work with other lawyers for business adversaries.For what could be more princely than a lawyer?Lawyers are begotten (not created) by their clients, just as princes issue from kings.And lawyers, like diplomats, have limited authority.Also like princes.So diplomat-to-prince as explained by De Callieres fits passably into lawyer-to-lawyer contests of wit and threatening.

I bought this book as a kind of cathartic release when in the middle of dealing with a difficult opposing lawyer (whose clients are true blue business and even political princelings), and commenced reading, looking for appropriate thoughts and phrases to describe the complete jerk/idiot/moron masquerading as an attorney at law with whom I was dealing.Or was it his client?How could I work on becoming more of the type of lawyer able "to produce peace by the authority of their intervention?" (page 11).It would take a willingness on my part to "sometimes consent to meet smaller men on their own ground." (p.21).Because bigger people, like judges (even bailiffs) will be watching, and "one negotiation successfully carried through by the honesty and high intelligence of a diplomatist will give him a great advantage in other enterprises on which he embarks in the future." (p.22).

Yet de Callieres might quarrel with my easy equivalence between lawyers and diplomats.Because he disagrees: "...in general the training of a lawyer breeds habits and dispositions of mind which are not favorable to the practice of diplomacy." (p. 40).This is because (and here we give the obligatory pass-the-intern wink at the President) "the occupation of the lawyer, which is to split hairs about nothing, is not a good preparation for the treatment of grave public affairs in the region of diplomacy." (Id.)The author would prefer more men-of-the-world than mere lawyers, to engage foreign princes in the business of war and peace, as well as buying and selling.I just disagree with him on this point.

On the more business-ish topics of "the value of good cheer" (p.89), being a good listener (p.91), the importance of first impressions (p. 93), and the importance of good staff people, this book has good points of general applicability.I keep coming back to the lawsuit as the best application for this advice on how to deal with contested issues between states; but unlike international law, in a lawsuit we have a judge with authority and with the power to render finality to a dispute.So I add a less open-ended interpretation to what the author arguably intended.

One good piece of advice for dealing with the finalizing force of a judge is found in the author's advice about giving reports to your king.Do not "set the King's teeth on edge" with overly biting, contentious presentations.Like Kings, judges are not dispensers of decisions into which we put briefs and witnesses like so many little tokens before pushing the buttons or pulling the lever (maybe we could use a bowling analogy if I could get it to work less clumsily) to extract the automatic ruling.The inhumanity and callousness of this approach is rightly discouraged by de Callieres.

How then do we explain the success of obnoxious appellate attorneys who pull success from tiny little technicalities flung in the face of trial courts?However we explain it, it seems clear that legal work at that appellate level is no longer quite so diplomatic as the negotiated resolution of problems more akin to most commercial legal work.But all out war is not the topic of this book.

Now, if I'm coming down to the smallish level of my current adversary, listening tactfully to him spout all-out destruction for my client, has this book helped me?This will remain an open question, but it has been an interesting diversion.The cover art is also quite cool, and helps make my bookshelves more imposing.First impressions, you see.

Timeless Advice About Being an Effective Agent
This book was originally written as a letter to the Duc d'Orleans who was the regent for Louis XV while he was a boy.De Callieres had been an envoyextraordinary for Louis XIV who had recently died.The Duc d'Orleans isfamous in history for being putty in the hands of John Law, leading to thedebasement of the French currency and the collapse of the MississippiBubble (see Millionaire for details).

In the letter, the hidden agendawas to convince the Duc to let career diplomats from good families do theambassadorial tasks, emphasizing peace over hostilities.Louis XIV hadvirtually bankrupted France with his many long and expensive wars thatprovided little benefit.Without a more sensible foreign policy, Francewas in serious trouble.Based on his past behavior patterns, the Duc waslikely to send his card-playing buddies from the military ranks to take onthese chores, and diplomatic disaster was likely to follow.

The firsttwo-thirds of the book is a Renaissance-like description of the ideal man(there was not much role for women in his mind, other than as people to useas sources of indirect influence on princes).The description is obviouslyoverstated to make a point:There's no one this good, but you'd betterlook for the best person you can.The final third is full of day-to-dayadvice about what a diplomat must do (sort of Diplomacy 101 for those whohave not done it before).This includes details how to be introduced atcourt, the role of your own spies, and so forth.The final third seemsremarkably modern.Perhaps it is even used in some diplomatic trainingtoday.

The only puzzling thing about the book is the introduction byCharles Handy.In the introduction, Handy argues that you can take theword 'negotiating' in the text and substitute the word 'management.'In sodoing, he tries to transform this into a treatise on management.I don'tthink so.Sure, there are areas where management issues come up, such asin the selection of diplomatic personnel, but that's not the focus of thisbook either directly or indirectly.If he had argued that this book wasthe How to Win Friends and Influence People of the 18th century, I wouldhave agreed with that.I'd skip the introduction.It will only confusematters for you, and throw you off the track of what the book is reallyabout -- being a loyal agent for someone with whom you are not in dailycontact but whose most important matters are in your hands.The modern-dayequivalent would be handling an labor negotiation for a company in aninaccessible foreign location.

The Prince is like the 800 poundgorilla.He can sit wherever he wants, so the task of negotiating with himis a delicate one.If you've ever had a boss like that, you'll find ithumorous to compare your former boss to the descriptions in this book.

Ifthe publisher does want to turn this into a management book, I suggest adifferent approach.Combine the text of this book with text and examplesof a modern management sort to provide the current context for the reader. As it is now, Peter Drucker would be able to fill in the blanks for himselfbut few other readers would be able to do so without more guidance.Youhave to connect the dots to draw the picture for the reader!

DonaldMitchell (donmitch@2000percentsolution.com) ... Read more

Book Description

A remarkable history of the idea of capitalism in Western thought–—from its origins in classical Greece and Rome and in medieval Christianity, through its flowering from 1700 to the present day—that examines the most significant thinkers who have influenced our views on how the market can (and should or should not) affect the way society is organized.

Capitalism is too complex a subject to be left to economists, and achieving a critical comprehension of it requires perspectives beyond those characteristic of modern economics. European thinkershave debated the cultural, moral, and political effects of capitalism for centuries, and their claims have been many and diverse. Historian Jerry Muller tracks this fascinating thread, setting out what the best and brightest—from Hobbes to Hayek, and across the ideological spectrum, including Voltaire, Adam Smith, Edmund Burke, Hegel, Marx, and Matthew Arnold, as well as twentieth-century communist, fascist, and neoliberal intellectuals—have thought about the ramifications of capitalism and its future implications. In doing so, he also shows how antisemitic stereotypes about Jews and their relationship to money have played an ongoing role in the interpretation of capitalism.

The result is a compelling history of ideas and a riveting exploration of questions—about wealth and poverty, capitalism and culture, the individual and the state, and the role of intellectuals within market societies—that still compel our attention. ... Read more

Reviews (7)

Superb
This is simply a superb history of European thinking about markets. Muller does a magnificent job of weaving together different thinkers, presenting their ideas clearly and powerfully. This is accessible but sophisticated stuff, a series of brilliant short intellectual portraits that provides a deep sense of the controversies that capitalism has provoked over the centuries. Just great.

A sweeping overview of modern economic thought
Jerry Muller's objective is to trace the origin and evolution of a central tenet of economics: the market. But rather than start with Adam Smith (he comes second), Muller reaches back to Voltaire and the Enlightenment: he sees Voltaire's criticism of religion as a crucial step toward acceptance of capitalism. I would recommend this book to anyone interested in the evolution of ideas and the role of individual thinkers, ranging from the famous (Karl Marx) to the less famous (Justus Möser??).

Quite simply amazing
This is not a book I would have read six months ago since I am typically not very interested in economics or political theory. But a required class in modern political economy helped change my outlook and introduced me to what thinkers such as Adam Smith actually said, which is quite different from what libertarians claim today. Muller's book fed my new found interest and then some.

Muller examines how some of western civilization's greatest minds have thought about capitalism and the market. He includes thinkers that are both traditionally viewed as economists (Smith, Hayek, Schumpeter) and others not usually identified with economics (Burke, Voltaire, and Arnold). Each chapter provides an excellant summary of these thinkers and can be read alone or out of order if one wishes. One has to admire Muller for his objectivity, he studies the individuals according to their own terms and doesn't seek to judge them. Every theorist has identifiable faults and Muller points these out without bias. My personal favorite chapters were those on Smith, Hayek and Matthew Arnold.

My only (minor) criticism is that I thought Muller could have dealt with Keynes in more detail. I feel he short-changed the man who in many ways defined much of the mid-20th century. I also thought a chapter on Amartya Sen might have been interesting, but it makes since to pick those theorists who are dead since their work can't develop any futher.

The course you always wanted to take
THE MIND AND THE MARKET is a compulsively readable history of economic thought which deserves to be a best-seller. I am not an economist or a political philosopher but rather a writer about the arts and culture, and I am devouring this book. The chapters on Hegel, Marx, and Matthew Arnold are each alone worth the price of admission. Muller carries his erudition lightly, and his prose has the calm, effortless, sparkling lucidity of a great teacher lecturing in his prime.

A Great Economic, Political, Social, and Cultural Tapestry
Capitalism is the world's most powerful idea about political, economic and moral relationships between people, enterprises and the state. It has brought immense opulence to hundreds of millions of people and hope for economic liberation to hundreds of millions more. But capitalism is not just a way of doing business. No culture nor any state can harness capitalism with a management school curriculum. Capitalism is a complex tapestry of economic arrangements, governmental obligations, cultural traditions, personal behavioral norms, concepts for production enterprises, methods of management, public acceptance of investment, encourage of competition, religious and ethnic tolerance and ideas of personal property. It is a historical fact that secular states with individual economic liberty and free markets harvest the most from capitalism. Capitalism is not just economics.

Capitalism, as a global culture that defines our modern civilization, is therefore too important to be left to the economists. Jerry Z. Muller, a historian, has given us a book which in its sweep and breadth is up to the task of giving us a deeply thoughtful and insightful analysis of the evolution of capitalism's political, economic, social, ethical and psychological threads from early European thinking through the big intellectual ideas of the late Twentieth Century. He tells the story of the idea of the market, as it is formed and transformed by the great socio-politico-economic intellectuals - Voltaire, Adam Smith, Burke, Hegel, Marx, Simmell, Schumpeter, Keynes, Marcuse, Hayek, and others. As a historian, Muller interprets each man in the context of his time and culture. Muller's analysis is even handed, one of the great virtues of the book. There are thousands of political economy books, each with its own agenda if not unground axe. For me, The Mind and the Market is a level-headed guide through that thicket of thought. Muller coolly lays out the case for each ideology and clinically assesses its successes and failures, giving the devil his due, even if that devil is Marx, who while foisting the evil idea of collectivism upon the world did have empathy and voice for the terrible treatment of workers under early capitalism. Muller's trip through the minds of the great thinkers gives us the insights we need to understand how today?s manic anti-competition forces diminish our personal wealth and how governments with moral agendas weaken capitalism.

Even while Muller brings us tidal historical and economic insights, he also salts this book with one liners and anecdotes that illustrate the anatomy of capitalism. Here are a couple I liked.

- "Cultures that favor equality in poverty over greater but unequally distributed affluence tend to be less market oriented." Muller

- From Schumpeter: "The capitalist achievement does not typically consist in providing more silk stockings for the queen but in bringing them within reach of factory girls in return for steadily decreasing amounts of effort."

- Burke voicing the dilemma of capitalism: "It is hard to persuade us that everything that is got by another is not taken from ourselves."

- Fascists and socialists exploit resentment of those who succeed under market systems. Muller relates how Hungarian communists took control in 1919. The Hungarian Soviet nationalized private enterprises, made wages uniform and guaranteed employment. Labor discipline and productivity declined steeply. The communist experiment failed after 133 days. I gather from subsequent world events that no one was paying attention.

The Mind and the Market should be read by every world citizen to understand how we got the flow of wealth we enjoy and the roles of the state, individual liberty and market competition necessary to sustain our affluence. Capitalism is fragile. It does not come automatically with democracy. US capitalism is buffeted daily by well funded or popular pleas for the state to intervene in the market. They come under banners of anti-globalism, criticisms of the World Trade Organization, preserving the American family farm, special tax breaks to lower costs of domestic producers, Buy American Act, requirements for domestic content, special tariffs, quotas or restrictions on foreign-made products, protection against exporting jobs, closed shops, sustaining the American manufacturing base, regressive income taxes, and dispensations to monopolize trade, among other anti-liberal policies. Jerry Muller's marvelously well-written and colorful story of the road to capitalism helps us understand the essential roles played by open, competitive markets, personal liberties and a secular state in preserving and expanding our wealth.

I commend The Mind and the Market to you without reservation. ... Read more

Book Description

Negotiating on Behalf of Others offers a framework for understanding the complexity and effects of negotiating on behalf of others and explores how current negotiation theory can be modified to account for negotiation agents. Negotiation agents are broadly defined to include legislators, diplomats, salespersons, sports agents, attorneys, and committee chairs—anyone who represents others in a negotiation. Five major negotiation arenas are examined in depth: labor-management relations, international diplomacy, sports agents, legislative process, and agency law. The book concludes with suggestions for future research and specific advice for practitioners. Chapter authors and commentators are leading figures in the field of negotiation. Negotiating on Behalf of Others is a must read for professional negotiators, graduate students, and scholars in the areas of business, public policy, law, international relations, sports, and economics.Negotiating on Behalf of Others is the result of the first of a series of seminars conducted by the faculty of the Program on Negotiation at Harvard on “complicating factors” in negotiations. The first of these complicating factors selected for study was the effect of the presence of an agent on the negotiating process. ... Read more

Book Description

Strategic Negotiations examines the current changes in labor-management relations. The authors identify and explain three key negotiating strategies: forcing change, fostering cooperative attitudes and solutions, and escaping the relationship. They illustrate how these strategies succeed or fail in real organizations by drawing on in-depth examples from 13 companies in 3 industries: pulp and paper, railroads, and auto supply. The resulting theory has broad implications for strategic negotiations in many settings. ... Read more

Book Description

Owning and managing forest lands is an inherently legal endeavor. From forest acquisition to deeds and boundaries, from timber sales to bequests, few things can be done without confronting laws, rules, regulations, and traditions that define acceptable and unacceptable practices. For most owners, managing forests is a learn-as-you-go proposition, and too often a crash course in law follows a disagreement.

Legal Aspects of Owning and Managing Woodlands is both an accessibleoverview of the privileges, rights, and obligations that accompany forestownership, and a guidebook to help active forest managers use laws totheir advantage and avoid the pitfalls of expensive and exhausting litigation.

Chapters examine all aspects of woodland ownership and management, from generalissues to specific concerns, including:

• private property and public interest
• acquiring and owning forest lands
• surveys and boundaries
• managing and using forest lands
• forest management contracts
• ethics in forestry practice
• forest taxation
• planning for woodlands in your estate
• settling disputes and shopping for a lawyer

The book breaks new ground by examining legal matters in practical,everyday language. It provides clear and concise descriptions of oftenconfusing concepts and difficult subjects, and addresses issues in a competentyet conversational tone. It is not intended to take the place of legaladvice, but it will help forest owners understand an essential body of law,enabling them to ask the right questions of their attorneys, consultingforesters, and all those they encounter in the complex task of owningand managing land. ... Read more

Book Description

Here isa new edited book that provides in-depth coverage of human communication inmodern organizations. The exploration of topics such as chaos theory, gender,diversity, conflict, culture, ethics, technology, consulting and creativity isdesigned to present readers with both theoretical and practical informationabout how people communicate within organizations.Thiscontributed volume of chapters contains the work of well-known authors: CynthiaBerryman-Fink, Julie M. Billingsley, Alberto Gonzalez, Susan A. Hellweg,Valerie Manusov, David R. Neumann, Raymond M. O'Connor, Jr., JohnParrish-Sprowl, Ann L. Plamondon, Dale L. Shannon, Timothy Neal Thompson,Phillip K. Tompkins, Angela Trethewey, Ethel M. Wilcox, James R. Wilcox,Jennifer Willis, and Cory Young. Business Owners, Corporate Trainers,and Human Resources Professionals. ... Read more

Reviews (1)

Good collection of readings in developing organisations.
Another useful collections of readings in developing organisations by a distinguished group of academics. I particularly found the readings in Communications practical and suitable for a better understanding of the topic. Worth a browse at least and reading articles relevant to your interest. ... Read more

Book Description

Short Course books are written from an international perspective for an international audience. ... Read more

Reviews (1)

Insightful!
Charles Mitchell's book offers an excellent introduction to the differences in attitudes, values, protocol, rituals, traditions, communication styles and other characteristics that commonly separate cultures. He distinguishes people's basic cultural traits from different national groups, while noting regional and individual variations, too. Mitchell cites examples from many major nations, including the U.S., Britain, France, Germany, Italy, Nigeria, Israel, Australia, China, Japan, Russia, Vietnam and India, and from Hispanic and Arabic cultures. The book is clearly written and well organized, with tips on giving gifts, negotiating, handling verbal and non-verbal communications, holding meetings and conducting business in general. We [...] say tuck this into your carry-on bag - the farther you're going, the more you'll need it.
... Read more

Book Description

Strive to approach every negotiation with both parties’ interests in mind. The six-step process in this course will help you make each negotiation a "win-win," draft agreements that will succeed, and create lasting relationships. Increase your courage and confidence. Apply negotiation techniques and strategies that work. Learn to compromise and make it work for you.

Learning Objectives:To define negotiation opportunities and attitudes. To present the progression needed for negotiations to work smoothly.To provide negotiation strategies and tactics.To practice negotiating using a case study. ... Read more

Reviews (1)

Organizations Are Everywhere
Deetz is a scholars scholr, but relatively easy to read. In this particular book, he discusses what we all know, but have not been able to name. We are all part of organizations. We work in them. We play in them (think soccer leagues and such). We sleep on their products. We are surrounded, but corporate colonization is much more than just that.

You have a friend that moved to keep or get a job? Corporate colonization. Your emplyer's HMO lets you only pick a couple specialists for your health care needs? Corporate colonization. You bring your child to work because it provides daycare? Corporate colonization. You want to take a nice vacation and get away from it all, but you have to be on call in Tahiti? Corporate colonization. Unable to copy a cd you purchased for your own private use? Corporate colonization.

An educational system that trains children for employment, rather than teaching them how to think? Corporate colonization. A government that attempts to insure economic growth over pressing social issues? Corporate colonization?

Deetz, is not as redundent as I am in explicating this. He makes great points regarding the way that our everyday lives and everyday choices/answers are defined in line (and more unconsciously) with the way modern corporations frame the questions to begin with.

Excellent read, and amazingly enlightening. And Deetz isn't a Marxist, just a hard thinker. ... Read more

Book Description

Taylor Cox assembles learnings from ten years of teaching, research, and consulting related to cultural diversity in organizations into a comprehensive text for teaching, organization development, and scholarship. The result is a major advance in our understanding of cultural diversity and its effects on organizational behavior and performance. ... Read more

Book Description

Reviews (1)

Quick, concise, easy to understand negotiating principles.
This book is a great primer for anyone wanting to learn to negotiate. The book can be used as a learning tool, as well as a reference guide. The tactics and strategies can be used anywhere in any negotiation for anything. This book is well worth the money. You will not be disappointed. ... Read more

Reviews (1)

highly recommended
Highly recommended text book for organizational misbehavior.
The authors present a systematic and comprehensive analysis of the topic. They present a typology of misbehaviors, thier antecedents and correlates. They also present the contexts of organizational misbehavior and methods of research in a very clear and easy to read style.
The book is recommended for OB students, researcher of OB and OMB, and managers who wish to better anderstand people behavior in the workplace. ... Read more

Book Description

This book conducts a survey into the ways in which the word 'network' has been deployed in a wide range of literature. In particular, it offers a commentary on how the idea of networks has been used to illustrate contemporary forms of socio-economic organization broadly conceived to also include the political aspects of networks. The book brings some intellectual clarity to the discussion of networks by asking whether it is possible to construct a clearly demarcated idea of a network as a separable form of socio-economic coordination and governance mechanism with its own consistent logic. In doing this, the primary contrast is with hierarchies and markets as alternative and already well understood forms of socio-economic coordination each with their own distinctive logic. ... Read more

Book Description

Flea Markets are considered one of the most democratic institutions around. A man wants to sell something, he pays a small fee for a space in an outdoor parking lot or a farmer's field, brings his own table, puts out his wares and he's in business . . . this is frontier capitalism.

This guide is for all collectors and dealers who want to gain access to the universe of antiques and collectibles sold at flea markets, antique malls, or on the Internet. Author Barry Berg discusses what it really means to sell and buy in this arena. He provides tips on making the most of your efforts whether you are a collector or dealer. This handy resource guide gives advice and useful tips to beginners wanting to start a collection or a business dealing with collectibles.

This book is a "must" for all that enjoy spending hours on end browsing the flea markets and finding those wonderful treasures.5 3/8" x 8 3/8" - 32 Color Photos ... Read more

Book Description

Growth Company is the story of a century of industrial drama told by an insider who has been associated with the firm and its top managers since 1953.Written in celebration of the firm's 100th anniversary, it traces the rise of an archetypical growth company from its unlikely beginnings in a dying lumber town in the backwoods of central Michigan.Later a Wall Street favorite, it made many of its early investors wealthy; it has not missed or decreased a dividend since 1911. ... Read more

Book Description

Description: Win–Win Career Negotiations is a comprehensive—yet practical—guide to negotiating your employment agreement or offer letter.Learn the strategies that work, time after time.

Win–Win Career Negotiations shows you how to:

- Apply proven negotiations tactics (from the best-selling book, Getting to YES) to all aspects of the hiring and career development process.

- Navigate your way through the negotiation maze, including the initial interview, salary, stock options, bonus, benefits, relocation, severance, annual reviews and everyday on-the-job negotiations with co-workers.

- Learn negotiating strategies through the real-life experiences of successful executives in leading corporations. ... Read more

Reviews (3)

A "must" for serious-minded job seekers
Peter Goodman's Win Win Career Negotiations: All You Need To Know About Negotiating Your Employment Agreement is a dynamic and extremely practical guide to understanding and applying useful negotiation tactics when seeking employment regardless of the size or nature of the business or corporation being approached. Individual chapters address basic negotiation skills, interviews, settling issues about salary, stock options, benefits, severance packages, annual reviews and more. Offering the real-life experiences of successful executives as positive examples, Win Win Career Negotiations is a "must" for serious-minded job seekers determined to get the most out of their career opportunities!

This Book is Amazing!
I loved this book! I found it to be an incredibly useful resource for anyone involved in the employment negotiation process.I was particularly impressed with the format of Win-Win Career Negotiations.The book starts with a primer on the negotiation process that was instructive and fascinating.Win-Win then walks you through the nuances of negotiating an employment agreement.The final section includes perspectives from real-world negotiators.

I would highly recommend this book to anyone.

Surprisingly useful book amongst morass of career aides
I was happily surprised by this book. Often I will pick up a book and browse through it in the Business Books section of a store, and chuckle at how simple and useless the advice can be. However, Goodman has some very useful examples and tips. Of course, a lot of it is common sense, but for many people, this book will really get the juices flowing. In fact, a lot of books focus on getting a job, but Goodman has selected a very good segment to focus on: once you get a job, how do you negotiate the best possible compensation? The author gets a great concept across: that everything should be part of the negotiation, and think creatively in doing so. This book will help me when I re-negotiate my present contract, no doubt about it. I also found the case studies with real (and notable people) very effective edification of the principles he espouses. ... Read more

Book Description

"An impressive collection. Roderick M. Kramer and Tom R. Tyler have brought together a set of forefront studies that illuminate the causes and consequences of trusting behavior. This book will help shape the agenda for many years." --Mayer N. Zald, Department of Sociology, University of Michigan "Trust is like bone in an organization--undergirding, supporting, and enabling flesh and blood growth and function. This volume does a remarkable job of illustrating how healthy (versus unhealthy) trust systems develop and of tracing the profound consequences. It represents an invaluable resource for professionals interested in the dynamics of organizational effectiveness." --Robert B. Cialdini, Regents Professor of Psychology, Arizona State University "Roderick Kramer and Tom Tyler have produced an authoritative and stimulating collection of essays that raise the critical questions about trust. In the process, they challenge rational choice and social science generally to develop better models of negotiation and decisionmaking. Trust in Organizations goes a long way towards providing the foundations for such theorizing." --Margaret Levi, Department of Political Science, University of Washington Organizational theorists have long recognized the central role that trust plays in organizational life. They have noted that trust facilitates exchanges among individuals, enhances cooperation and coordination, and contributes to more effective social and organizational relationships. Researchers agree that there is a need for a better understanding of trust in organizations. Trust in Organizations is an essential guide that will provide students and professionals in organization studies, management, and public administration with a wealth of knowledge concerning the importance of trust. Editors Roderick M. Kramer and Tom R. Tyler have assembled a cross-disciplinary group of scholars--from social psychology, behavioral economics, sociology, and organizational theory--to bring together some of the newest and most exciting conceptual perspectives in this field. These contributions also reflect a variety of new methodological approaches to the study of trust. This volume's broad coverage includes discussion of the psychological and social antecedents of trust, the effects of social and organizational structures on trust, and the broad effects of trust on organizational functioning. ... Read more

Reviews (1)

Valuable Trust Text
This volume is vitrually the only work dealing specifically with trust in the organizational context. Much research on this construct takes a) a purely psychological approach, or b) a philosophical view. This volume provides multiple perspectives useful for the organizational theorist or manager looking for a deeper insight. Noit a lightweight -- a seminal text for trust researchers. ... Read more

Book Description

Many women struggle to achieve success in everyday negotiations, from how much to pay the contractor to buying a car to making a good business deal at work. Now there's no need to ever feel shorted again! You just need to learn and use the practical, clear and easy techniques, and secrets contained in Secrets of Successful Negotiating for Women. Using the simple strategies in Secrets of Successful Negotiating for Women, any woman can learn to be a great negotiator. You'll learn: * How to never be taken advantage of again in any business or personal negotiation. * The Seven Sisters of Negotiation-simple skills to memorize for success. * How to find the "heart" of any deal. * Key phrases that promote your power. * How to access your intuition for fun and profit. * The "Tide Principle"-essential to success in every deal. ... Read more