Negotiated Change
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Negotiations And Change
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Author : Thomas A. Kochan
language : en
Publisher: Cornell University Press
Release Date : 2018-09-05
Negotiations And Change written by Thomas A. Kochan 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 2018-09-05 with Business & Economics categories.
Major changes within and between organizations are now generally negotiated by the parties that have a stake in the consequences of the changes. This was not always so. In 1965, with A Behavioral Theory of Labor Negotiations, Richard Walton and Robert McKersie laid the analytical foundation for much of the innovation in the practice of negotiation that has occurred over the last thirty-nine years. Since that time, however, the field has undergone significant changes, and Walton and McKersie's ideas have been applied to a wide variety of situations beyond labor negotiations. Negotiations and Change represents the next generation of thinking. Experts on negotiations, management, and organizational behavior take stock of what has been learned since 1965. They extend and apply the concepts of Walton and McKersie and of other leaders in the study of negotiations to a broad range of business, professional, and personal concerns: workplace teams, conflict management systems, corporate governance, and environmental disputes. While building on those foundations, the essays demonstrate the continued robustness and relevance of Walton and McKersie's behavioral theory by suggesting ways it could be used to improve the management of change. Returning to its roots, the volume concludes with a retrospective by Richard Walton and Robert McKersie.
Negotiating At Work
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Author : Deborah M. Kolb
language : en
Publisher: John Wiley & Sons
Release Date : 2015-01-27
Negotiating At Work written by Deborah M. Kolb and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-01-27 with Business & Economics categories.
Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.
Negotiated Change
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Author : C. S. Venkata Ratnam
language : en
Publisher: Sage Publications Limited
Release Date : 2003-01-01
Negotiated Change written by C. S. Venkata Ratnam and has been published by Sage Publications Limited this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-01-01 with Collective bargaining categories.
Negotiated Change presents a definitive and comprehensive account of the way labour-management relations have changed in post-liberalized India. It reviews the response of the collective bargaining strategy to the challenges of globalization and the restructuring of enterprises. Based on a survey of about 236 collective bargaining agreements in the public and private sectors in India since 1991 to date, this unique and succinct study covers a number of pertinent issues including: the legal framework of collective bargaining in India; examples of agreements which provide for different kinds of cooperative arrangements, promote productivity and usher in workplace improvements; labour-management cooperation in restructuring and trade off between jobs to turn around sick units; and emerging trends towards negotiated flexibility at the enterprise level. It also highlights the special features of public sector bargaining and the role of collective bargaining in the areas of social security and employee welfare.
Transformative Negotiation
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Author : Sarah Federman
language : en
Publisher: Univ of California Press
Release Date : 2023
Transformative Negotiation written by Sarah Federman and has been published by Univ of California Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023 with Negotiation categories.
"This book fills longstanding gaps in negotiation, a field that too often assumes everyone in diverse societies navigates the same realities. Elite solutions do not trickle down easily to those breaking cycles of poverty and disempowerment. Asking your boss for a raise at a tech company, for example, requires a different negotiation strategy than asking Social Services to help you get your kids back from the court. Context matters. This book makes central how heritage, ethnicity, wealth, gender, age, education, and other factors influence what we ask for, how people respond to our requests, as well as what is at stake when we negotiate. The same strategies used in the boardroom--if deployed in the streets--can lead to dangerous altercations. Based on the wisdom of over 100 individuals who negotiate successfully from the margins, the book provides tools for those who need them most and a guide for instructors and managers wishing to support them"--
Negotiating Change
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Author : Mike Lotzof
language : en
Publisher: Routledge
Release Date : 2018-09-06
Negotiating Change written by Mike Lotzof and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-09-06 with Business & Economics categories.
Behaviour change programs fail more often than they succeed. Failure is avoidable, but not if we keep attempting change the same way. Negotiating Change is the culmination of decades of work with global corporations in ethics, communications, behaviour change and regulatory and social compliance. The book provides a text for corporate leaders, their advisors and academics and students from several disciplines to explain why the current approach to behaviour change and compliance fails, and documents why the author’s approach has been successful in more than 60 countries. The book synthesises research insights from evolutionary psychology, behavioural sciences, neuroscience and neurochemistry into a practical guide. It explains why systems for behavioural guidance and control based on beliefs, religions, ethics, cultures and the law are ineffective in our globalised, hyper-connected, multi-cultural world. The author proposes that harm, first introduced by Hippocrates to guide the practice of medicine, provides a more useful linguistic model to engage. Harm and the Harm Principles provide an objective, independent and universal measure for assessing behaviour, applying equally regardless of race, religion, gender, age or status. Harm is culturally neutral and operates independently of laws, philosophies or codes of conduct. Harm transcends geography and time. Corporations are particularly vulnerable as they operate not just across jurisdictions and cultures, but their behaviour is influenced by the very nature of incorporation, corporate structure and stock-market pressure. Negotiating Change contains tools for boards and senior executives who want to build a more trustworthy organisation. It will not stop bad people doing bad things, but at least the self-righteous mask of legality will be removed.
3 D Negotiation
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Author : David A. Lax
language : en
Publisher: Harvard Business Press
Release Date : 2006-08-24
3 D Negotiation written by David A. Lax and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-08-24 with Business & Economics categories.
When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.
Managing Change
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Author : Mark Anstey
language : en
Publisher:
Release Date : 1999
Managing Change written by Mark Anstey and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999 with Change categories.
This expanded edition aims to provide an understanding of conflict and an introduction to the skills of negotiation and problem solving. It provides insights and skills to those who seek to manage conflict situations through negotiation and joint problem-solving.
Pathways To Change
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Author : Joel Cutcher-Gershenfeld
language : en
Publisher: W. E. Upjohn Institute
Release Date : 1995
Pathways To Change written by Joel Cutcher-Gershenfeld and has been published by W. E. Upjohn Institute this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995 with Business & Economics categories.
Presents 12 case studies on negotiated change within a variety of enterprises. Examines the concepts of forcing and fostering strategies. Examines lessons learned about negotiation for change and highlights tools and techniques available to guide the strategic negotiator.
Managing Conflict In A Negotiated World
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Author : Peter M. Kellett
language : en
Publisher: SAGE Publications
Release Date : 2001-03-30
Managing Conflict In A Negotiated World written by Peter M. Kellett and has been published by SAGE Publications this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-03-30 with Language Arts & Disciplines categories.
Kellett and Dalton present a core text in Conflict Management derived from extensive class testing of their material. Their book helps readers understand the elements of conflict and act on that understanding by managing conflict better in each area of their lives - work, family, and community.
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.