Focal Points In Negotiation
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Focal Points In Negotiation
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Author : Rudolf Schuessler
language : en
Publisher: Springer Nature
Release Date : 2019-12-05
Focal Points In Negotiation written by Rudolf Schuessler and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-12-05 with Mathematics categories.
Focal Points in Negotiation is the first work of its kind to analyze the use of focal points beyond the controlled setting of the laboratory or the stylized context of mathematical game theory, in the real world of negotiation. It demonstrates that there are many more ways focal points influence real life situations than the specific, predetermined roles ascribed to them by game theory and rational choice. The book establishes this by identifying the numerous different, often decisive, modes in which focal points function in the various phases of complex negotiations. In doing so, it also demonstrates the necessity of a thorough understanding of focal points for mediators, negotiators, and others. A scholarly work in nature, Focal Points in Negotiation is also suitable for use in the classroom and accessible for a multidisciplinary audience.
Getting To Yes
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Author : Roger Fisher
language : en
Publisher: Houghton Mifflin Harcourt
Release Date : 1991
Getting To Yes written by Roger Fisher and has been published by Houghton Mifflin Harcourt this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991 with Business & Economics categories.
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Negotiation Analysis
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Author : Howard Raiffa
language : en
Publisher: Harvard University Press
Release Date : 2007-03-31
Negotiation Analysis written by Howard Raiffa 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 2007-03-31 with Business & Economics categories.
This masterly book substantially extends Howard Raiffa's earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach--building from simple hypothetical examples--the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.
Game Theory Successful Negotiation In Purchasing
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Author : Christoph Pfeiffer
language : en
Publisher: Springer Nature
Release Date : 2023-04-18
Game Theory Successful Negotiation In Purchasing written by Christoph Pfeiffer and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-04-18 with Business & Economics categories.
Applied game theory in purchasing has become an important tool in many companies for systematically achieving success in negotiations. The central building block of game-theoretically optimized awards are purchasing auctions. A basic knowledge of auctions and game theory is therefore particularly important for purchasers. This book describes very clearly many helpful methods as well as their application in practice. Procurement situations which have a high volume, which are interesting for suppliers and whose performance can be well specified are particularly suitable for the use of game theory in purchasing. It also shows how cartels or restrained competition between suppliers can be identified using a purely data-based method. Every purchase involves a sale. The book is therefore not only aimed at buyers. Auctions in procurement and the underlying game-theoretical principles also play an equally significant role for sellers.Applied game theory in purchasing has become an important tool in many companies for systematically achieving success in negotiations. The central building block of game-theoretically optimized awards are purchasing auctions. A basic knowledge of auctions and game theory is therefore particularly important for purchasers. This book describes very clearly many helpful methods as well as their application in practice. Procurement situations which have a high volume, which are interesting for suppliers and whose performance can be well specified are particularly suitable for the use of game theory in purchasing. It also shows how cartels or restrained competition between suppliers can be identified using a purely data-based method. Every purchase involves a sale. The book is therefore not only aimed at buyers. Auctions in procurement and the underlying game-theoretic principles also play an equally significant role for sellers.
Escalation And Negotiation In International Conflicts
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Author : I. William Zartman
language : en
Publisher: Cambridge University Press
Release Date : 2005-12-08
Escalation And Negotiation In International Conflicts written by I. William Zartman and has been published by Cambridge University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-12-08 with History categories.
This volume examines the point where the concepts and practices of escalation and negotiation meet.
How Nations Negotiate
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Author : Fred Charles Iklé
language : en
Publisher: Plunkett Lake Press
Release Date : 2024-11-18
How Nations Negotiate written by Fred Charles Iklé and has been published by Plunkett Lake Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-11-18 with Political Science categories.
“During the period in which How Nations Negotiate germinated, Iklé was associated with three of the leading American groups concerned with research on international relations — at the RAND Corporation; at Harvard’s Center for International Affairs, under whose auspices the book was written; and at Massachusetts Institute of Technology, where he is now a professor. All three groups must have been greatly invigorated by this fresh attack on a neglected field of inquiry.” — Science “[A] praiseworthy attempt to bring some sort of order and cultivation into what might previously have been described as a briar patch rather than a field... The method of the book... illustrates how far we are from anything that might truly be called a ‘science’ of international systems... an excellent work, well written and entertaining, and even those who hope for better things can read it with profit.” — American Journal of Sociology “It is a most welcome occurrence that Fred C. Iklé has explored the risky ground of international negotiation, has skillfully handled historical materials, memoirs, and reports of negotiations, and has speculated about attitudes, expectations, intentions, and perceptions without disguising uncertainties.” — World Politics “By concentrating on the process, or processes, of negotiation, Iklé shows in considerable detail how much more complex the tasks of diplomats — or negotiators — have become in a revolutionary age of nuclear struggle, ideological conflict, competing and confused conceptions of nationalism, domestic pressure groups, and so on... The author illustrates with a wealth of detail from contemporary diplomatic history especially and has benefited from interviews with more than fifty diplomats in major capital cities of the West. One is happy to recommend this closely-knit analytical work.” — The Annals of the American Academy of Political and Social Science “Diplomacy is still more of an art than a science, but perhaps, in the nuclear age, a systematic analysis of one of its prominent techniques, namely negotiation, may be useful as a supplement to the standard works on diplomatic practice and the memoirs of practicing diplomats. Such an analysis might well be undertaken by a scholar trained in behavioral research, rather than by a professional diplomat. The volume under review admirably meets these specifications. Professor Iklé has effectively combined research in the records of diplomacy in recent years, interviews with persons who have had extensive experience in negotiation (mostly Americans and Europeans), and clinical analysis.” — The American Political Science Review “Iklé has written a systematic and thorough study of inter-nation-state negotiations... How Nations Negotiate will doubtlessly receive greatest circulation among students of diplomacy and international relations. But the insights provided by Iklé’s book should prove stimulating as well for those interested in labor-management relations.” — ILR Review
Diplomatic Methods
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Author : R.P. Barston
language : en
Publisher: Taylor & Francis
Release Date : 2024-12-30
Diplomatic Methods written by R.P. Barston and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-12-30 with Political Science categories.
This comprehensive volume examines developments in diplomatic technique and changes in the diplomatic and political structures which shape, and are shaped, by international relations and the international order. It provides a comprehensive foundation for understanding the theory, practice and utility of diplomacy showing how diplomatic techniques are used in different contexts and the various tools that are available to policy actors to provide a broad yet deep view of the subject area. Organised around a framework of 11 chapters, the book embraces new ideas and fresh perspectives exploring individual methods such as reorientation, replacement institutions to combat decline or ineffectiveness of existing arrangements, summit conferences, contrasting approaches to economic agreements, and use of secret diplomatic methods, among others. Furthermore, it develops new concepts such as logistics diplomacy, counter diplomacy, parallel diplomacy and the “alternative architecture”, and is widely illustrated with detailed examples including the diplomacy of geopolitics, the conflict over rules for plastics, marine resource disputes, dark trade and sanctions, and influence and strategic surprise. This textbook will be essential reading for all those interested in or studying in the fields of diplomacy, comparative foreign policy, foreign policy analysis, and more broadly, to international relations.
A Behavioral Theory Of Labor Negotiations
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Author : Richard E. Walton
language : en
Publisher: Cornell University Press
Release Date : 1991
A Behavioral Theory Of Labor Negotiations written by Richard E. Walton and has been published by Cornell University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991 with Business & Economics categories.
In this book, Walton and McKersie attempt to describe a comprehensive theory of labor negotiation. The authors abstract and analyze four sets of systems of activities which they believe account for much of the behavior found in labor negotiations. The first system of activities, termed "distributive bargaining," comprises competitive behaviors that are intended to influence the division of limited resources. The second system is made up of activities that increase the joint gain available to the negotiating parties, referred to as "integrative bargaining." They are problem-solving behaviors and other activities which identify, enlarge and act upon the common interests of the parties. The third system includes activities that influence the attitudes of the parties toward each other and affect the basic relationship bonds between the social units involved. This process is referred to as "attitudinal structuring." The fourth system of activities, which occurs as an integral aspect of the inter-party negotiations, comprises the behaviors of a negotiator that are meant to achieve consensus within one's own organizations. This fourth process is called "intra-organizational bargaining." Each sub process has its own set of instrumental acts or tactics. Therefore, each of the four model chapters is followed by a chapter on the tactics which implement the process. These chapters translate the model into tactical assignments and include an abundance of supporting illustrations from actual negotiations. This study should be of interest to several audiences, including students and teachers of industrial relations, social scientists interested in the general field of conflict resolution, as well as practitioners of collective bargaining and other individuals directly involved in international negotiations. The overall theoretical framework has been derived by a mixture of inductive and deductive reasoning. Extensive fieldwork and several dozen printed case studies have provided the bulk of the empirical data. In terms of meaning, the study has three touchstones: the field of collective bargaining; the field of conflict resolutions; and the underlying disciplines of economics, psychology, and sociology.
Strategic Negotiations For Sustainable Value
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Author : Stefanos Mouzas
language : en
Publisher: Taylor & Francis
Release Date : 2022-07-05
Strategic Negotiations For Sustainable Value written by Stefanos Mouzas and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-07-05 with Business & Economics categories.
Strategic Negotiations for Sustainable Value is a guide to learning how to conclude lasting business deals that are environmentally, socially and economically sustainable in an international business context. Managers today need to negotiate with multiple stakeholders, such as suppliers, customers, agencies, governments and authorities, to be able to access the resources that they need. Creating and capturing sustainable value is not a fixed entity but rather the outcome of long and time-consuming negotiations that affect further negotiations. Providing illustrative international case studies throughout each chapter, this book explores: the strategic challenges that managers face in their markets today; the practical, analytical tools that needed to create and capture value that is sustainable; the behavioral biases and cognitive errors in strategic negotiations; the various ways by which negotiators manifest their business agreements in contracts; the managerial implications of strategic negotiations. The book is ideal for advanced undergraduate and postgraduate students in negotiation, business administration, management, or related courses such as business marketing, and customer or key account management. It is equally valuable to industry professionals, managers involved in negotiating with customers, suppliers or partners and those pursuing professional qualifications or accreditation in marketing, sales or management.
Contract Negotiation Handbook
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Author : P. D. V. Marsh
language : en
Publisher: Gower Publishing, Ltd.
Release Date : 2001
Contract Negotiation Handbook written by P. D. V. Marsh and has been published by Gower Publishing, Ltd. this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001 with Business & Economics categories.
Every organization enters into agreements for purchase and supply of goods and services, and most managers have some involvement in negotiating. The Contract Negotiation Handbook explains how the need to negotiate arises and how to form a negotiating plan. It sets out a structured approach to negotiation through all its various stages - preparing to negotiate, the opening of negotiations and how these develop at the negotiating table, and the closing and recording of the bargain. The use and misuse of certain tactics in negotiation are also covered.This classic text has now been thoroughly updated and revised.