Showing results by publisher "HarperAudio" in Negotiating

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI's lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss' head.

A pioneer in the field of social engineering and a master hacker, Christopher Hadnagy specializes in understanding how malicious attackers exploit principles of human communication to access information and resources through manipulation and deceit. Now, he shows you how to use social engineering as a force for good - to help you regain your confidence and control. Hacking Humans provides tools that will help you establish rapport with strangers, use body language and verbal cues to your advantage, steer conversations and influence other’s decisions, and more.

Conflict is increasing everywhere, threatening everything we hold dear—from our families to our democracy, from our workplaces to our world. In nearly every area of society, we are fighting more and collaborating less, especially over crucial problems that demand solutions. With this groundbreaking book, bestselling author and international negotiator William Ury shares a new “path to possible”—time-tested practices that will help listeners unlock their power to constructively engage and transform conflict.

Negotiation is hard. It’s especially tough when you feel like the underdog—whether you face a ‘Godzilla’ counterpart, face threats of budget cuts during a downturn, or know that you need a deal more than the other side does. Seth Freeman can help. Freeman is an award-winning professor who has taught negotiation to thousands of leaders and students.

Political leaders, diplomats, and business executives around the world - including every president from John F. Kennedy to Donald J. Trump - have sought the counsel of Henry Kissinger, a brilliant diplomat and political scientist whose unprecedented achievements as a negotiator have been universally acknowledged. Now, Kissinger the Negotiator provides a groundbreaking analysis of Kissinger’s overall approach to making deals and his skill in resolving conflicts - expertise that holds powerful and enduring lessons.

William Ury, co-author of the classic best seller on negotiation Getting to Yes, has taught tens of thousands of people from all walks of life - managers, salespeople, students, parents, lawyers, and diplomats - how to become better negotiators. Over the years, Ury has discovered that the greatest obstacle to successful agreements and satisfying relationships is not the other side, as difficult as they can be.

Where can you turn when your attempts to resolve conflict fail? Most approaches emphasize collaboration. You are supposed to sit down, calmly talk through your differences, and find a solution. But what if nothing seems to work, no matter what you do? When situations resist resolution, the Optimal Outcomes Method teaches us conflict freedom. Optimal Outcomes reveals eight groundbreaking practices proven to help people everywhere free themselves from conflict.

Negotiations are incredibly stressful and can bring out the worst in people. Wouldn’t it be better if there were a principled way to negotiate? Wouldn’t it be even better if there were a way to treat people fairly and get treated fairly in a negotiation? Split the Pie offers a new approach that does both—a field-tested method that reframes how negotiations play out. Barry Nalebuff, a professor at Yale School of Management, helps identify what’s really at stake in a negotiation: the “pie.” The negotiation pie is the additional value created through an agreement to work together.

History often appears to consist of big gestures and dramatic shifts. But for every peace treaty signed, someone set the stage and provided the pen. As social secretary to the Clintons for eight years, and more recently as chief of protocol under President Obama, Capricia Penavic Marshall has not just borne witness to history, she facilitated it. For Marshall, diplomacy runs on the invisible gesture: the micro-moves that affect the macro-shifts. Facilitation is power, and more often than not, it is the key to effective diplomacy.

Most people try their best to avoid conflict. Bar Rescue host Jon Taffer understands that. Conflict can have negative results. It’s easy to think that the key to a happy workplace or marriage is to avoid conflict. In reality, that’s not the case—the key is to argue smarter. Enter the Toolkit for Getting Conflict Right. Taffer’s approach is focused on deliberate conflict—otherwise known as “conflict with a purpose.”

Life is a series of negotiations, whether or not you think of yourself as a negotiator. From seemingly insignificant daily decisions to major life choices, you negotiate every time you aim to persuade, argue over a decision, or resolve a conflict. But as negotiations and leadership expert Erica Ariel Fox reveals, the most important negotiations - the ones that determine the impact of our actions and the quality of our lives - are those we have with ourselves.

Do you need to make health care decisions for an aging parent but are unsure where to start? Are you at crossroads in your career and don’t know how to move forward? Have you ever been on a jury trying to understand confusing legal instructions? How to Think Like a Lawyer has the answers to help you cut through the confusion and gain an advantage in your everyday life. Kim Wehle identifies the details you need to pay attention to, the questions you should ask, the responses you should anticipate, and the pitfalls you can avoid.