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Negotiate & Persuade

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Good quality special education services are expensive. Many children with disabilities need instruction from teachers who have specialized training. This instruction must often be provided one-to-one or in small groups. Many school districts balk at providing intense instruction. Do you give up? Of course not. You learn to negotiate.

Parents must negotiate with school districts for special education services. You learn to negotiate as you learn any new skill. First, you learn the steps. Then you practice, practice, practice! 

Negotiation is a great skill to learn. Why? Because you negotiate with someone - about something - every day! 

"How to Argue and Win Every Time" by Gerry Spence is not about arguing. It is about effective oral presentation of your position, using story telling and visual imagery. Pete used the principles in this book in the Carter oral argument.

"If you have to go to an important meeting and your emotions are running high, read Chapters Eight and Nine before you do anything else."

After you read this book, you'll understand what controls the outcome in litigation and why Spence predicted the outcome of the Simpson trial. Information about "How to Argue" 

Getting to Yes : Negotiating Agreement Without Giving In. by Roger Fisher and William Ury  (Penguin USA, 1991)

Based on research from the Harvard Negotiation Project, "Getting to Yes" is about how to negotiate "win-win" solutions to disputes. In this bestselling "bible for negotiators," you'll learn how to negotiate without giving in or turning the disagreement into a test of wills - where no one wins. 
 Roger Fisher and William Ury provide concise, step-by-step, strategies to help readers develop fair agreements in all kinds of conflict. 

Getting Ready to Negotiate: The Getting to Yes Workbook. By Roger Fisher and Danny Ertel (Penguin USA, 1995)

This workbook is the companion volume to Getting to Yes.  It incorporates the Getting to Yes philosophy and advice to help readers design negotiating strategies to meet your own situation.

How to Read a Person Like a Book by Gerald I. Nierenberg

How to Read a Person Like a Book (audio-cassette) 

You Can Negotiate Anything by Herb Cohen

Recommended by Florida attorney-mediators Diana Santa Maria and Marc Gregg in  7 Steps to Effective Mediation .
"To my delight the book is not only keenly insightful and amazingly informative, it is extraordinarily entertaining . . . the book manages to crystallize and articulate principles and truths  . . . In a weird way, You Can Negotiate Anything feels like it was written as my own personal guide to dealing with the world. Incidentally, I've given Negotiate Anything to a dozen or so people who have had an indentical reaction." 
"My only gripe is that Cohen never wrote a second book." (Amazon.com reviewer) Order "You Can Negotiate Anything."

Coping with Difficult People by Robert Bramson

Manage bulldozers? Deal with stallers? Stand up to bullies without starting a fight?

Difficult people are unavoidable - but they can be managed. Psychologist Bramson identifies seven personality types that can make life miserable - from uncooperative types and irritating complainers to intimidating bullies -- and strategies to deal with each type. "Good book!"
Information about Coping with Difficult People.

Getting It Done: How to Lead When You're Not in Charge. Roger Fisher and Alan Sharp. (Harper Business, 1998)

What can you do to facilitate effective school meetings when you're not in charge?

Roger Fisher (co-author of Getting to Yes) explains why collaborating with others is so difficult. People have minds of their own - and their decisions are influenced by their emotions. 

Fisher offers a new strategy - how one person can help the group formulate a clear vision of results, suggest a course of action, and learn from past experiences. He shows how to ask questions, offer ideas, and make suggestions that will be heard. He shows how you can influence the actions of others by your own behavior.

"Well organized, easy to read. Offers lots of ideas about how to influence the way your team works. How to get past the pointless meetings and reactive in-fighting." More information about Getting It Done.

Stay cool under pressure, stand up without provoking opposition, deal with underhanded tactics, find mutually agreeable options.

Getting Past No: Negotiating Your Way from Confrontation to Cooperation. William Ury (Bantam Doubleday Dell 1993)

"Getting Past No" provides a roadmap to the land of "Don't get mad, don't get even, get what you want!" One reviewer wrote:

"While Getting to Yes gives you the foundation of negotiation, this book focuses on what to do when negotiation breaks down due to the other side's deceit, confused, or just plain difficult behavior . . . good basic strategies to use in dealing with others' tactics, tricks, and attacks." 



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