INFLUENCE, NEGOTIATION & EXERCISING POSITIVE CONTROL


Getting to Yes: Negotiating Agreement Without Giving In
by Roger Fisher, William Ury, & Bruce Patton (Editor)

Since its original publication in 1981, Getting to Yes has been translated into 18 languages and has sold over 1 million copies in its various editions. This completely revised edition is a universal guide to the art of negotiating personal and professional disputes. It offers a concise strategy for coming to mutually acceptable agreements in every sort of conflict.







Influence: Gaining Commitment, Getting Results
by David Baldwin and Curt Grayson

Influence is an essential component of leadership. Your position in an organization and the power it gives you aren't always enough to motivate people to do what you ask. Developing your influence skills can help you gain commitment from people at all levels: direct reports, peers, and bosses.







Leading Change
by John P. Kotter

This book reveals what Kotter has seen, heard, experienced, and concluded in many years of working with companies to create lasting transformation. His ideas form an inspirational yet practical resource for everyone who has a stake in orchestrating change in their organization. With its emphasis on the critical need for leadership to make change happen, Leading Change provides the vicarious experiences and positive role models for leaders to emulate. It identifies an eight-step process that every company must go through to achieve its goal, and shows where and how people--good people--often derail.







Getting Past No: Negotiating Your Way from Confrontation to Cooperation
by William Ury

From the co-author of the 2-million copy bestseller Getting to Yes, a state-of-the-art book on negotiation in the '90s. Featuring an all-new chapter to familiarize readers with the main concepts of Getting to Yes and other negotiation strategies, Getting Past No reveals how to turn adversaries into negotiating partners.




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