David Rosen

This is the most complete catalogue of cutting-edge negotiating tactics ever published. This blockbuster work is written as a playbook, a field guide, so lawyers, sales professionals and other dealmakers will actively use it as negotiations proceed. Use the tactics individually or in combinations. Swap them in and out as negotiations proceed for maximum effectiveness, to keep your adversary off balance, to calm them, or to close the deal. Negotiations are fluid and the mood can change. Sticking to a single approach can lead to deal failure. Rosen says a superior negotiator always adjusts as a deal progresses, just as a winning coach makes in-game adjustments. There is no filler here. There are no war stories. This is not a biography of David Rosen's career. It is exactly what the title says - an easy-to-use directory of powerful negotiating tactics. Each technique is succinctly explained, many with useful examples. The descriptions range in length from a single paragraph to a few pages. While there are many very sophisticated principles at work in Rosen's catalogue of techniques, each is simply explained. This is not an academic work. It is a tool, a device, just like a notepad, a pen or a calculator, for dealmaking pros to reference constantly. Rosen gets high marks for his opening discussion of ethics. The tactics he compiled here are extremely powerful, and readers should use caution in deciding how to apply them. Some incorporate powerful psychological principles and are proven to work based on decades of heavy academic research. To quote Rosen from the book's Authors Note, "Some negotiators may find ideas in this book too aggressive, but that is a matter of perspective. It is not a matter of right versus wrong, or ethical versus unethical. One may be a principled and hardcore competitive negotiator or an unprincipled, unethical collaborative negotiator. So a given negotiator's description of a tactic as too "aggressive" is really nothing more than his or her marking of the spot on the style continuum beyond which he or she no longer feels comfortable. Another negotiator might feel discomfort far short of that first negotiator's comfort spectrum. Others still may feel no discomfort even at the extremes." Who will benefit from this collection of advanced strategies? Lawyers, negotiators, sales organizations and sales professionals, business owners, mediators, and anyone involved in negotiating, dealmaking, selling, cold-calling, following up and closing deals. What will you learn? A small sample of the dozens of tactics: motivating others to buy, sell or reach other agreement; overcoming objections; creating or deflating a sense of urgency; helping opposing negotiators sell your deal to their own clients; overwhelming the opposition; and strategic uses of silence and indecision. But Rosen takes you far beyond that, and far beyond the other, generic books on the market. He introduces you to deeply-researched psychological principles, such as Prospect Theory, Coase Theorem, Asch Conformity principles and concepts like reciprocity, scarcity and consistency. Each is simply explained in a way that teaches you how to use them to achieve superior outcomes. Other books on negotiating don't even address these critical topics. Rosen explains them and shows you how they work. Buy this guide, study it, and keep it with you. There are so many potent and compelling techniques that you'll never remember them all. One thing's for sure, however. Once you become familiar with Rosen's easy-to-understand strategies, you'll never negotiate without this book again.

Tips, Tactics & Techniques Used by Wall Street's Toughest Dealmakers

99 Negotiating Strategies

During the tumultuous 1950s in America, sex was as threatening to the nation’s moral order as communism. New York was the capital of the post–World War II world and the epicenter of a fierce culture war over music, theatre, movies, fashion, and literature, as well as birth control, homosexuality, adolescent sex, pornography, and prostitution. Over the last half-century, America’s social life—especially notions of culture, sexuality, and politics—has fundamentally changed, and what were once sinful or subversive sexual practices have been integrated into the marketplace, irreversibly changing American moral values; the once illicit has become an industry of more than $50 billion. Drawing on first-person interviews, unpublished memoirs, newspaper accounts, contemporary studies, government documents, and recent scholarship, Sin, Sex & Subversion argues that “deviant” sexuality was subversive, and that unique New York “outsiders” of the 1950s set the stage for the following decades and the world we know today. In each chapter, author David Rosen examines a critical moral issue through an in-depth profile of figures such as Liberace, Samuel Roth, Bettie Page, the Rosenbergs, and others. Through these individuals, Rosen shows how those who operated outside the law or who challenged popular values, even if they were silenced in their time, ended up paving the way for a new normal. Skyhorse Publishing, as well as our Arcade imprint, are proud to publish a broad range of books for readers interested in history—books about World War II, the Third Reich, Hitler and his henchmen, the JFK assassination, conspiracies, the American Civil War, the American Revolution, gladiators, Vikings, ancient Rome, medieval times, the old West, and much more. While not every title we publish becomes a New York Times bestseller or a national bestseller, we are committed to books on subjects that are sometimes overlooked and to authors whose work might not otherwise find a home.

How What Was Taboo in 1950s New York Became America?s New Normal

Sin, Sex & Subversion

This work tracks Carl Jung's life and spiritual development as the embodiment of the way of the Tao. Jung was well acquainted with the body of Tao knowledge—in his later years he was close to and worked with Wilhelm, a translator of the I Ching. Rosen finds that Jung's life and his psychology reveal the Tao at work. His description of the natural world of the psyche is similar to the natural world as described by Taoists. The essence of both philosophies is that the integration of opposites, such as shadow/persona and yin/yang, leads to wholeness. The Tao, Rosen holds, enabled Jung, who started out as a Freudian, to leave Freud in the major crisis of his life and to end up a more complete person. Rosens's book is modeled on the Tao Te Ching itself and invites readers to further explore the connection between Tao and Jung by looking to the works of the two themselves.

The Way of Integrity

The Tao of Jung

Can I have a go?

DIVIn this engaging book David Rosen offers a radically new account of Modern poetry and revises our understanding of its relation to Romanticism. British poets from Wordsworth to Auden attempted to present themselves simultaneously as persons of power and as moral voices in their communities. The modern lyric derives its characteristic complexities—psychological, ethical, formal—from the extraordinary difficulty of this effort. The low register of our language—a register of short, concrete, native words arranged in simple syntax—is deeply implicated in this story. Rosen shows how the peculiar reputation of “plain English” for truthfulness is employed by Modern poets to conceal the rift between their (probably irreconcilable) ambitions for themselves. With a deep appreciation for poetic accomplishment and a wonderful iconoclasm, Rosen sheds new light on the innovative as well as the self-deceptive aspects of Modern poetry. This book alters our understanding of the history of poetry in the English language./div

Power, Plain English, and the Rise of Modern Poetry

Rosen David

Verdi: Requiem

Y. Chen

E. Tel-Or

Y. Hadar

This volume comprises the proceedings of the First International Rehovot Conference on Modem Agriculture and the Environment, held at the Rehovot Campus of the Faculty of Agriculture, the Hebrew University of Jerusalem, Israel, 2-6 October 1994. The conference, first in a series intended to be convened in Rehovot at 4-5 year intervals to address various aspects of the interaction of agriculture and the environment, was initiated, organised and carried out under the auspices of the Faculty of Agriculture, the leading academic institution in agricultural and environmental studies in Israel. It featured four keynote addresses, 39 invited lectures, 40 submitted papers, and 62 posters. Of these, 51 articles, written by 122 contributing authors from 14 countries, were selected by the editors to be presented in this book. All through the twentieth century, and especially ever since the advent of the Green Revolution, modem agriCUlture has been striving to feed and clothe the ever increasing multitudes of the human species through improved technology, relying heavily on tremendous inputs of fertilisers, pesticides, and various other agrochemicals. Undoubtedly, this has been a great blessing to mankind, and enormous strides have indeed been made in the never-ending struggle against starvation, but these have been achieved at a very steep price of increased environmental deterioration. In fact, modem agriculture has become one of the major factors contributing to the degradation of the world's fragile biosphere.

Proceedings of an International Conference, held in Rehovot, Israel, 2–6 October 1994, under the auspices of the Faculty of Agriculture, the Hebrew University of Jerusalem

Modern Agriculture and the Environment

Brent Stucker

Ian Gibson

Mahyar Khorasani

This textbook covers in detail digitally-driven methods for adding materials together to form parts. A conceptual overview of additive manufacturing is given, beginning with the fundamentals so that readers can get up to speed quickly. Well-established and emerging applications such as rapid prototyping, micro-scale manufacturing, medical applications, aerospace manufacturing, rapid tooling and direct digital manufacturing are also discussed. This book provides a comprehensive overview of additive manufacturing technologies as well as relevant supporting technologies such as software systems, vacuum casting, investment casting, plating, infiltration and other systems. Reflects recent developments and trends and adheres to the ASTM, SI and other standards; Includes chapters on topics that span the entire AM value chain, including process selection, software, post-processing, industrial drivers for AM, and more. ; Provides a broad range of technical questions to ensure comprehensive understanding of the concepts covered.

Additive Manufacturing Technologies

Prohibition New York City: Speakeasy Queen Texas Guinan, Blind Pigs, Drag Balls and More

P. DeBach

Hymenoptera: Aphelinidae

Species of Aphytis of the World

Paul DeBach

A concise account examining the historical background of biological control.

Biological Control by Natural Enemies

Now a new MTV series, from acclaimed director and executive producer Doug Liman (“Mr. and Mrs. Smith, “Swingers,” “Go,” “Bourne Identity”) Jason Strider is a twentysomething young man in the city, with an English degree from an Ivy League university, a very small apartment in the West Village, a vapid job as a receptionist at a casting agency—and no particular idea what to do with his life. On most evenings, Jason gets stoned and goes out, sometimes with his party-hearty school chum Tina and sometimes alone in the immemorial male quest to get laid or, if not, get hammered enough to really regret it the next day and be late for work. Then one night Jason has athletic, appliance-assisted intercourse with a cute girl named Jane—and ends up lending her his Dickies jeans. Many, many e-mails and text messages later, he is unable to reconnect with her and is reduced to the plaint “I just want my pants back.” How he does, in a most unexpected way, find those pants, and how maturity and mortality come to enter his slacker’s existence, form the matter of this smart, raunchily comic, and finally affecting first novel.

A Novel

I Just Want My Pants Back

Professor David Rosen

Sex Scandal America is a comprehensive history of sexual scandals in America from colonial times (including Pocahontas and the Puritans) to today (few know about this part of George W. Bush's dubious past). The book exposes the scandals of national political figures (presidents, congress-folk, governors) and those of celebrities (e.g., entertainers and tycoons). It ties these scandals to the deeper changes in sexual culture occurring during the various phases of the country's social evolution. Most importantly, it assesses the role of political scandals as a form of public shaming. The book shows how, over the last four centuries, scandals have changed as a ritualized spectacle, evolving from a morality tale to an entertainment distraction.

Politics & the Ritual of Public Shaming

Sex Scandal America

This book covers in detail the various aspects of joining materials to form parts. A conceptual overview of rapid prototyping and layered manufacturing is given, beginning with the fundamentals so that readers can get up to speed quickly. Unusual and emerging applications such as micro-scale manufacturing, medical applications, aerospace, and rapid manufacturing are also discussed. This book provides a comprehensive overview of rapid prototyping technologies as well as support technologies such as software systems, vacuum casting, investment casting, plating, infiltration and other systems. This book also: Reflects recent developments and trends and adheres to the ASTM, SI, and other standards Includes chapters on automotive technology, aerospace technology and low-cost AM technologies Provides a broad range of technical questions to ensure comprehensive understanding of the concepts covered

David Rosen

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