The challenges sales specialists and key account managers face when negotiating with their clients today often include: - Massive price pressure and psychological power-tactics - Complex purchasing processes and delayed decisions - Expensive or blocked negotiations and scope creep Failure to deal with these problems successfully can be fatal. Yet many of the traditional sales techniques will not produce successful results when negotiating with the new breed of corporate purchasers, procurement experts and supply chain specialists. By helping you to understand how to effectively deal with their tactics, this book will help you to accelerate, increase and secure your sales revenue and profit.

Comprises a collection of papers discussing the issue of negotiation. Presents a set of ideas, organized around frameworks for improving negotiation; the challanges to applying these ideas in organizational settings; and some analysis of individual behaviour in negotiation.

Business Fundamentals are collections of Harvard Business School background materials, reflecting HBS courses and supplemented by self-study aids. This collection presents an overview of negotiation strategy and tactics. Each piece offers practical frameworks and useful advice for managing different aspects of negotiation, an essential managerial skill. As part of the Business Fundamentals series, this collection contains materials used in Harvard Business School's MBA and executive education programs. The collection includes the following items: "Negotiation Analysis: An Introduction" by Michael A. Wheeler; "Rethinking 'Preparation' in Negotiation" by Michael Watkins; "Dealmaking Essentials: Creating and Claiming Value for the Long Term" by James K. Sebenius; "Two Psychological Traps in Negotiation" by George Wu; "How to Frame a Message: The Art of Persuasion and Negotiation" by Lyle Sussman; "Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1" by Robert J. Robinson; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "Building Coalitions" by Herminia Ibarra; "Six Habits of Merely Effective Negotiators" by James K. Sebenius; and "Dynamic Negotiation: Seven Propositions About Complex Negotiations" by Michael Watkins.

Although North Americans may not recognize it, Cuba has long shaped the German imaginary. Sun, Sex, and Socialism picks up this story from the early 1960s, detailing how the newly upstart island in the U.S. backyard inspired citizens on both sides of the Berlin Wall. By the 1970s, international rapprochements and repressions on state levels were stirring citizen disenchantment, discontent, and grassroots solidarities in all three nations. The Cold War's official end generated waves of politicised nostalgia and prescriptions for the newly configured Cuba and Germany, as exemplified in films like Buena Vista Social Club. Meanwhile, from the New Left movement to today, revolutionary compatriots Ché Guevara and Tamara Bunke continued to be icons of youth resistance, even while being commodified globally. Sun, Sex, and Socialism illustrates how Germans identified with transnational communities beyond the East-West binary. Through analysis of cultural production that often countered governmental intentions for official diplomacy, Jennifer Ruth Hosek offers a broad-reaching history of the influence of the global South on the global North.

What was it like to visit one of the most magnificent courts of Europe? Based on a wealth of contemporary documents and surviving works of art, this lavish book explores the experiences of those who swarmed the palace and grounds of Versailles when it was the seat of the French monarchy. Engaging essays describe methods of transportation, the elaborate codes of dress and etiquette, precious diplomatic gifts, royal audiences, and tours of the palace and gardens. Also presented are the many types of visitors and guests who eagerly made their way to this center of power and culture, including day-trippers and Grand Tourists, European diplomats, overseas ambassadors, incognito travelers, and Americans. Through paintings and portraits, furniture, costumes and uniforms, arms and armor, guidebooks, and other works of art, Visitors to Versailles illuminates what travelers encountered at court and what impressions, gifts, and souvenirs they took home with them. In bringing to life their experiences, this sumptuously illustrated volume reminds us why Versailles has enchanted generations of visitors from the ancien régime to the present day.

India Abroad analyzes the development of Indian diasporas in the United States and England from 1947, the year of Indian independence, to the present. Across different spheres of culture--festivals, entrepreneurial enclaves, fiction, autobiography, newspapers, music, and film--migrants have created India as a way to negotiate life in the multicultural United States and Britain. Sandhya Shukla considers how Indian diaspora has become a contact zone for various formations of identity and discourses of nation. She suggests that carefully reading the production of a diasporic sensibility, one that is not simply an outgrowth of the nation-state, helps us to conceive of multiple imaginaries, of America, England, and India, as articulated to one another. Both the connections and disconnections among peoples who see themselves as in some way Indian are brought into sharp focus by this comparativist approach. This book provides a unique combination of rich ethnographic work and textual readings to illuminate the theoretical concerns central to the growing fields of diaspora studies and transnational cultural studies. Shukla argues that the multi-sitedness of diaspora compels a rethinking of time and space in anthropology, as well as in other disciplines. Necessarily, the standpoint of global belonging and citizenship makes the boundaries of the "America" in American studies a good deal more porous. And in dialogue with South Asian studies and Asian American studies, this book situates postcolonial Indian subjectivity within migrants' transnational recastings of the meanings of race and ethnicity. Interweaving conceptual and material understandings of diaspora, India Abroad finds that in constructed Indias, we can see the contradictions of identity and nation that are central to the globalized condition in which all peoples, displaced and otherwise, live.

Writing to his brother, G’Ra Asim reflects on building his own identity while navigating Blackness, masculinity, and young adulthood—all through wry social commentary and music/pop culture critique How does one approach Blackness, masculinity, otherness, and the perils of young adulthood? For G’Ra Asim, punk music offers an outlet to express himself freely. As his younger brother, Gyasi, grapples with finding his footing in the world, G’Ra gifts him with a survival guide for tackling the sometimes treacherous cultural terrain particular to being young, Black, brainy, and weird in the form of a mixtape. Boyz n the Void: a mixtape to my brother blends music and cultural criticism and personal essay to explore race, gender, class, and sexuality as they pertain to punk rock and straight edge culture. Using totemic punk rock songs on a mixtape to anchor each chapter, the book documents an intergenerational conversation between a Millennial in his 30s and his zoomer teenage brother. Author, punk musician, and straight edge kid, G’Ra Asim weaves together memoir and cultural commentary, diving into the depths of everything from theory to comic strips, to poetry to pizza commercials to mapping the predicament of the Black creative intellectual. With each chapter dedicated to a particular song and placed within the context of a fraternal bond, Asim presents his brother with a roadmap to self-actualization in the form of a Doc Martened foot to the behind and a sweaty, circle-pit-side-armed hug. Listen to the author’s playlist while you read! Access the playlist here: https://sptfy.com/a18b