Credible Threats In Negotiations
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Credible Threats In Negotiations
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Author : Wilko Bolt
language : en
Publisher: Springer Science & Business Media
Release Date : 2005-12-08
Credible Threats In Negotiations written by Wilko Bolt and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-12-08 with Business & Economics categories.
The game-theoretic modelling of negotiations has been an active research area for the past five decades, that started with the seminal work by Nobel laureate John Nash in the early 1950s. This book provides a survey of some of the major developments in the field of strategic bargaining models with an emphasize on the role of threats in the negotiation process. Threats are all actions outside the negotiation room that negotiators have ate their disposal and the use of these actions affect the bargaining position of all negotiators. Of course, each negotiator aims to strengthen his own position. Examples of threats are the announcement of a strike by a union in centralized wage bargaining, or a nation’s announcement of a trade war directed against other nations in negotiations for trade liberalization. This book is organized on the basis of a simple guiding principle: The situation in which none of the parties involved in the negotiations has threats at its disposal is the natural benchmark for negotiations where the parties can make threats. Also on the technical level, negotiations with variable threats build on and extend the techniques applied in analyzing bargaining situations without threats. The first part of this book, containing chapter 3-6, presents the no-threat case, and the second part, containing chapter 7-10, extends the analysis for negotiation situations where threats are present. A consistent and unifying framework is provided first in 2.
Credible Threats In Negotiations
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Author : Wilko Bolt
language : en
Publisher:
Release Date : 2014-01-15
Credible Threats In Negotiations written by Wilko Bolt and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-01-15 with categories.
The Effects Of Threats
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Author : George Kent
language : en
Publisher:
Release Date : 1967
The Effects Of Threats written by George Kent and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1967 with Language Arts & Disciplines categories.
Negotiation Analysis
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Author : H. Peyton Young
language : en
Publisher: University of Michigan Press
Release Date : 1991
Negotiation Analysis written by H. Peyton Young and has been published by University of Michigan Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991 with Business & Economics categories.
"H. Peyton Young has brought together the foremost experts from a variety of disciplines that have a bearing on negotiation analysis. Using techniques and examples drawn from fields including game theory, decision theory, economics, and experimental psychology, the contributors to Negotiation Analysis emphasize careful, systematic thinking about the negotiation process and show how recent work in these areas lends insight into an activity that plays such a central role in modern business, diplomacy, politics, and the law." "Each chapter in Negotiation Analysis focuses on a different aspect of negotiation, building a comprehensive exploration of the process in a wide variety of situations. The major topics are the design of incentives for communicating information, the uses of third parties, the role of fairness arguments in bargaining, the analysis of trade-offs, the effects of cognitive biases, the dangers of escalation, and the dynamics of coalition formation." "The book has been carefully designed and edited to provide a challenging but accessible source of guidance and understanding for readers familiar with introductory theory who wish to deepen their knowledge and to grasp ideas that relate more closely to the real and complicated situations in which most negotiations are conducted." --Book Jacket.
Games Threats And Treaties
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Author : Jon Hovi
language : en
Publisher: Burns & Oates
Release Date : 1998
Games Threats And Treaties written by Jon Hovi and has been published by Burns & Oates this book supported file pdf, txt, epub, kindle and other format this book has been release on 1998 with Language Arts & Disciplines categories.
Organised in 3 parts, and using modern game theory as an analytical tool, this book analyses the difficult art of commitment in international relations. No knowledge of game theory is needed for this book.
Use The Power Of Arguing To Win Your Next Negotiation
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Author : Jim Anderson
language : en
Publisher: Createspace Independent Publishing Platform
Release Date : 2016-11-09
Use The Power Of Arguing To Win Your Next Negotiation written by Jim Anderson and has been published by Createspace Independent Publishing Platform this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-11-09 with categories.
As individuals we have a tendency to shy away from getting involved in arguments. We view them as being confrontational and filled with emotions. However, when it comes to negotiating and when we have a different view of the world than the other side of the table, it turns out that a little bit of arguing might be just what the doctor ordered. What You'll Find Inside: 6 THINGS A SALES NEGOTIATOR NEEDS TO KNOW ABOUT USING THREATS DURING A NEGOTIATION GET WHAT YOU WANT BY BRINGING A PURPLE MONKEY TO YOUR NEXT NEGOTIATION LEGAL INTIMIDATION: 5 WAYS TO DEFEND AGAINST IT NEGOTIATORS NEED TO LEARN HOW TO DEAL WITH EXPERTS Every negotiation is a fast flowing affair. This means that a skilled negotiator knows to not make up his or her mind too early on in the negotiations so that they can remain flexible and open to new ideas. If we get backed into a corner during the negotiations, we may consider using threats to work our way out. However, as with everything in life, there are ramifications to using threats. The good news about a negotiation is that as a negotiator you don't have to be perfect. This means that you are not required to know everything. Additionally, during the negotiation if it suits you, you can act irrationally. Do be careful about coming across as being too smooth of a negotiator because if you do, then nobody will like you. During a negotiation you'll have many decisions that you'll have to make. Taking the high ground is one that always seems to pay off. Using standards to back up your position can help establish your credibility. To take this one step further, you need to be aware of any applicable regulations and laws that pertain to the issues being negotiated and you need to use them to the fullest extent. Our goal in any negotiation is to be able to reach a deal that we can live with. In order to make this happen we can do extraordinary things like bringing a purple money to the negotiations. We also have to learn how to deal with any legal intimidation that the other side may throw at us. We'll have to be prepared to stand our ground if the other side tries to raise the stakes or brings experts into the negotiations.
Negotiation
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Author : L. J. Nieuwmeijer
language : en
Publisher: HSRC Press
Release Date : 1992
Negotiation written by L. J. Nieuwmeijer and has been published by HSRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1992 with Language Arts & Disciplines categories.
The purpose of the book is to provide a useful overview of negotiation theory, research and training. It covers the work of practitioners and researchers from many disciplines. It also includes references to research done by directly observing real (as opposed to simulated) intercultural negotiations in Southern Africa. The book surveys the nature and significance of negotiation and discusses the latest thinking on the subject. Concepts like negotiation, collective bargaining, mediation, persuasion, arbitration and lobbying are defined.
Negotiation Basics
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Author : Ralph A. Johnson
language : en
Publisher: SAGE
Release Date : 1993
Negotiation Basics written by Ralph A. Johnson and has been published by SAGE this book supported file pdf, txt, epub, kindle and other format this book has been release on 1993 with Language Arts & Disciplines categories.
"It is a very practical book aiming to describe various ways of negotiating. . . . The author's use of a conversational style makes for easy reading. . . . A useful and light book which serves as an introduction to the area." --Counselling at Work "Although the book's format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives." --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers with the opportunity to practice the newly acquired skills. Topics examined include steps necessary for goal building, role of information in negotiations, hidden and incidental "costs," popular strategies, role of the agent, and reasons why negotiations fail. This unique and illuminating volume is a welcome addition for business and management courses, service organizations, labor studies programs, education and communication departments, and conflict resolution programs.
The Strategy Of Conflict
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Author : Thomas C. Schelling
language : en
Publisher: Harvard University Press
Release Date : 1980
The Strategy Of Conflict written by Thomas C. Schelling and has been published by Harvard University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1980 with History categories.
Analyzes the nature of international disagreements and conflict resolution in terms of game theory and non-zero-sum games.
The Military And Negotiation
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Author : Deborah Goodwin
language : en
Publisher: Routledge
Release Date : 2004-11-23
The Military And Negotiation written by Deborah Goodwin and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-11-23 with History categories.
A new investigation of the role of the modern soldier/diplomat and the nature of military negotiation, in comparison with negotiation in other key contexts. This new book presents a detailed analysis of the role of the military in current operations as negotiators and liaison workers in the field. It shows how very few in the academic world are writing on this specific role of the military and the nature of negotiation in this situation, and such a volatile context. This publication is a first in this context, and has a keen audience in light of the current world order. This study breaks new ground in analyzing the nature of military negotiation in relation to more generic forms of negotiation, and assessing the role of the modern soldier/diplomat in recent deployments around the world. The author is an academic working within the military environment, very few people have the same capacity and accessibility to firsthand evidence and observation. Whilst peacekeeping has grown in the last decade or so, no-one has successfully investigated the role of the military and their approach to non-violent conflict resolution on the ground as few have access to such work to make a viable detailed assessment of the nature of negotiation in a violent context, but Dr Goodwin is able to do so.