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Order out of chaos : win every negotiation, thrive in adversity, and become a world-class communicator / Scott Walker.

By: Material type: TextTextPublisher: Boston, Massachusetts : Harvard Business Review Press, [2024]Copyright date: ©2024Description: xxiv, 216 pages : illustrations ; 25 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9781647827243
  • 1647827248
Subject(s):
Contents:
Chapter One Mastering a negotiator's mindset -- Negotiation case file #1 Middle East and Asia -- Technique 1: Creating order out of chaos: Harnessing your Red Centre -- Technique 2: Taking control of your internal state -- Negotiation case file #2 U.K. -- Technique 3: Developing emotional intelligence to improve your negotiation skills Chapter Two Preparing to win every negotiation -- Technique 4: Train hard, fight easy -- Negotiation case file #3 Europe and Africa -- Technique 5: Focus on who, rather than how -- Technique 6: Establishing your battle rhythm and immediate action drills Chapter Three: Practical psychology to influence any negotiation -- Technique 7: First moves: Establishing your communication strategy -- Technique 8: How it all works: The science behind negotiation -- Negotiation case file #4 Middle East -- Technique 9: Proactive listening, establishing rapport, trust-based influence Chapter Four: Avoiding common negotiation mistakes -- Negotiation case file #5 Asia-Pacific -- Technique 10: Personal barriers to effective communication -- Technique 11: Deliberate blocks to effective communication -- Technique 12: Embracing conflict: When resistance isn't always futile -- Chapter Five: Negotiating with difficult people -- Technique 13: First, seek to understand: What is their model of the world? -- Technique 14: Create a plan, then work the plan -- Risk is not a dirty word -- Technique 15: Succeeding in stressful, emotional or sensitive negotiations -- Negotiation case file #6 UK -- Your five-step action plan for lifelong negotiation success.
Summary: "Scott Walker has probably one of the most difficult jobs in the world. When pirates have hijacked a ship, when a criminal gang has kidnapped someone, when an entire company's future is being held to ransom from a cyberattack, Scott is the person who gets called in. He has successfully negotiated more than 300 such incidents using the principles in this book. His methods, centered in empathy, active listening, trust-based influence, and emotional control, will help you achieve the outcome you want. Regardless of whether you're an executive in a multi-national organization, the owner of a small business, a local sports team coach or running the family household, you're negotiating every single day, whether you realize it or not. Learn the skills Scott uses to resolve life or death kidnappings all over the world-from the Niger Delta, China, and the Philippines to the Middle East, Europe, and Latin America-and how to apply them to your own life, at work and at home. Order Out of Chaos provides tools that cut straight to the most effective way of communicating, particularly in times of crisis, change and uncertainty"-- Provided by publisher.
Holdings
Item type Home library Collection Shelving location Call number Materials specified Status Date due Barcode Item holds
Adult Book Adult Book Main Library NonFiction New 158.5 W184 Available 33111011343932
Total holds: 0

Enhanced descriptions from Syndetics:

Learn how to become a world-class communicator and, in doing so, become the best negotiator you can be.

As one of the world's most experienced kidnap-for-ransom negotiators, Scott Walker has successfully resolved life-or-death crises, facing down gang leaders, pirates, cyberhackers, and extortionists. When he turned to help businesses with negotiation, he realized that the tools and skills he'd need were not so different from the ones he'd mastered in the high-stakes situations he successfully negotiated. Now he's bringing those lessons to you.

In this book you will learn Walker's essential negotiation principles and strategies, as well as his tools and techniques, all of which are supported by astonishing real-life case studies. You can begin to add these techniques to your repertoire immediately to become a world-class negotiator, capable of persuading anyone, no matter how tenacious and uncompromising they may be.

Built on decades of scientific and academic research along with Walker's extensive experience, Order out of Chaos gives you simple, proven approaches. You'll learn how to slow down high-pressure moments, practice proactive listening, develop your emotional intelligence, and manage conflict. Applied in low-pressure, everyday negotiations with one person or in complex, high-risk scenarios with multiple hostile adversaries, these principles will help you master the moment, communicate effectively, and achieve the outcomes you want.

Whether you're an executive in a multinational organization, the owner of a small business, a local sports team coach, or the manager of a single household, the principles and techniques covered in this book will help you navigate the common pitfalls of negotiation and give you the confidence to succeed every time.

"Win every negotiation, thrive in adversity, and become a world-class communicator."--Title page.

Includes bibliographical references and index.

Chapter One Mastering a negotiator's mindset -- Negotiation case file #1 Middle East and Asia -- Technique 1: Creating order out of chaos: Harnessing your Red Centre -- Technique 2: Taking control of your internal state -- Negotiation case file #2 U.K. -- Technique 3: Developing emotional intelligence to improve your negotiation skills Chapter Two Preparing to win every negotiation -- Technique 4: Train hard, fight easy -- Negotiation case file #3 Europe and Africa -- Technique 5: Focus on who, rather than how -- Technique 6: Establishing your battle rhythm and immediate action drills Chapter Three: Practical psychology to influence any negotiation -- Technique 7: First moves: Establishing your communication strategy -- Technique 8: How it all works: The science behind negotiation -- Negotiation case file #4 Middle East -- Technique 9: Proactive listening, establishing rapport, trust-based influence Chapter Four: Avoiding common negotiation mistakes -- Negotiation case file #5 Asia-Pacific -- Technique 10: Personal barriers to effective communication -- Technique 11: Deliberate blocks to effective communication -- Technique 12: Embracing conflict: When resistance isn't always futile -- Chapter Five: Negotiating with difficult people -- Technique 13: First, seek to understand: What is their model of the world? -- Technique 14: Create a plan, then work the plan -- Risk is not a dirty word -- Technique 15: Succeeding in stressful, emotional or sensitive negotiations -- Negotiation case file #6 UK -- Your five-step action plan for lifelong negotiation success.

"Scott Walker has probably one of the most difficult jobs in the world. When pirates have hijacked a ship, when a criminal gang has kidnapped someone, when an entire company's future is being held to ransom from a cyberattack, Scott is the person who gets called in. He has successfully negotiated more than 300 such incidents using the principles in this book. His methods, centered in empathy, active listening, trust-based influence, and emotional control, will help you achieve the outcome you want. Regardless of whether you're an executive in a multi-national organization, the owner of a small business, a local sports team coach or running the family household, you're negotiating every single day, whether you realize it or not. Learn the skills Scott uses to resolve life or death kidnappings all over the world-from the Niger Delta, China, and the Philippines to the Middle East, Europe, and Latin America-and how to apply them to your own life, at work and at home. Order Out of Chaos provides tools that cut straight to the most effective way of communicating, particularly in times of crisis, change and uncertainty"-- Provided by publisher.

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