Skillful negotiating doesn’t mean someone has to lose. By adopting an entirely different ethical stance, it is possible to leave behind psychologically primitive attitudes and their accompanying tactics, and approach negotiating from the standpoint of adding value. Added Value Negotiating presents a breakthrough method for negotiating that eliminates many of the problems of conventional negotiating approaches. This book teaches you a noncombative, five-step method for focusing on interests, developing options, and creating deals that will benefit everyone involved. By completely avoiding the traditional offer/counteroffer psychology, Added Value Negotiating takes an innovative approach to balancing the value in a deal. The authors show you how to put value up front and eliminate the demands and concessions that usually make a negotiation stressful. This unique approach to negotiating applies to people involved in all kinds of negotiating, not just buying and selling, price-only deals; offers an up-front, honest, transparent cards-on-the-table approach; keeps people in their comfort zone; eliminates one-upmanship; and offers a step-by-step method for guiding any negotiating process, large or small. One of the features that makes Added Value Negotiating so different from the standard win-lose or even so-called win-win negotiating is the concept of multiple deals. Instead of offering one deal and hoping to beat it into shape, Added Value Negotiating calls for the creation of multiple deal packages. By applying these principles in the framework of a simple five-step method and structuring the possibilities with two simple planning worksheets, it is possible to make your negotiations producemore fruitful results. At the same time, by adding value, you can build strong relationships of mutual respect and trust.

Reshaping Russian Architecture examines the development of twentieth-century Russian architecture as it relates to the transformation of the imperial Russia into an industrialized Soviet empire and shows how Western notions of style and technology were assimilated on a massive scale into a uniquely Russian vision. Among the issues examined in articles by four distinguished historians of architecture and urban planning are: the decline of imperial architectural design during the mid-nineteenth century as occasioned by fundamental changes in aesthetic values and the social structure; the denouncement of the European capitalist economic system and consequent rejection of modern urban architecture during the period immediately prior to the 1917 revolution; and utopian concepts of modern urban design that were implemented during the interwar years of phenomenal industrial development. An important contribution to our understanding of Russian and Soviet culture in a critical period of its evolution, Reshaping Russian Architecture will also appeal to those interested

This inspiring self-help book picks up where the others leave off. It shows readers how to get what they want in spite of their self-sabotaging fears. With step-by-step techniques, they can tap their own natural inner resources and improve their own lives.

The Global Past Volume Two; 1500 to the Present

What does it mean to be Jewish? What are the struggles and joys Jewish people face? Through personal memoirs, inspiring fictions, and moving fables, this collection of ancient and contemporary stories provides a sparkling glimpse into the Jewish spirit that has been ‘dancing on the edge of the world’ for two thousand years.

Geriatrics at Your Fingertips

The Myth of Ritual Murder; Jews and Magic in Reformation Germany

This bestselling, definitive study of African Americans throughout history covers the full story of the African-American experience, from the arrival of slave ships in the early 1600s to the 20th century, when the black struggle for social and economic equality came to the forefront of American life. Included are portraits of such notable black figures as Nat Turner, Frederick Douglass, and Malcolm X.

Women, Families and Communities, Volume 1

This fascinating book offers an informative examination of the history of magic and witchcraft, with an international perspective, from Neolithic times to the ending of the witchhunts in Northern Europe.