Negotiating Demands
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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 Made Simple
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Author : S.L. Rao
language : en
Publisher: Excel Books India
Release Date : 2009
Negotiation Made Simple written by S.L. Rao and has been published by Excel Books India this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009 with Business negotiations categories.
The book deals with the techniques of handling situations which could crop up at home as well as in the international arena while negotiating business . . . With globalization, it marks a new age for the Indian industry. For players and observers alike in this age, the book will serve as a practical guide. Business World Almost all sections of the book carry examples and problems to help the reader hone his skills in the art of negotiation. . . This book, simple and easy to read, yet laden with intellectually stimulating facts and guidelines, holds the key to successful negotiation. The Economic TimesAlmost all transactions barring acts of pure altruism involve varying degrees of give and take, otherwise known as the fine art of negotiating. This book explains how all parties to a negotiation could be winners. Negotiators need to understand that it is not necessary that only one party wins; if they will only take the trouble to find out what the other party really wants, and then go about designing a package that gives it to them, they can gain what they themselves want from the process. It is this careful peeling away of the unwanted elements that leads to successful negotiation. This book contains all the secrets used by canny negotiators to achieve their objectives. Negotiation is a process, not an event that can be learnt. All the steps that lead to mutually satisfying outcomes are described here: creating the climate, identifying interests, and selecting BATNA (Best Alternative to a Negotiated Agreement) outcomes that you will go through in any negotiation. Studded with many examples, valuable tips from great negotiators, and many interesting cases, this book allows the reader to hone his skills while mastering the concepts involved in this crucial area of management. With practice, you will gain skill at facilitating each step of the process, and as your skill increases, you'll discover that negotiating can be fun.
Negotiating Demands
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Author : Laura Huey
language : en
Publisher: University of Toronto Press
Release Date : 2007-01-01
Negotiating Demands written by Laura Huey and has been published by University of Toronto Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-01-01 with Social Science categories.
The relationship between policing and the governance of society is an important and complex one, especially as it relates to destitute areas. Through a comparative analysis of policing in skid row districts in three cities -Edinburgh, San Francisco, and Vancouver - Negotiating Demands offers an inside look at the influence of local political, moral, and economic issues on police practices within marginalized communities. Through an analysis of various theoretical approaches and ethnographic field data, Laura Huey unveils a portrait of skid row policing as a political process. Police are regularly called upon to negotiate often-conflicting sets of demands, especially within the context of disadvantaged or troubled neighbourhoods. Examining a broad spectrum of police procedures and community responses, Huey offers a reconceptualization of the police as political actors who 'negotiate demands' of different constituencies. How the police meet these demands - through incident- and context-specific uses of law enforcement, peacekeeping, social work, and knowledge work - are shown to be a product of the civic environment in which they operate and of the 'moral-economic' forces that shape public discourse. Negotiating Demands is an original and thought-provoking study that not only advances our knowledge of police organization and decision-making strategies but also refines our understanding of how processes of social inclusion and exclusion occur in different liberal regimes and how they can be addressed.
Negotiation Behavior
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Author : Dean G. Pruitt
language : en
Publisher: Academic Press
Release Date : 2013-09-11
Negotiation Behavior written by Dean G. Pruitt and has been published by Academic Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-09-11 with Psychology categories.
Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation. Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration). This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.
Negotiating Autonomy
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Author : Kelly Bauer
language : en
Publisher: University of Pittsburgh Press
Release Date : 2021-03-30
Negotiating Autonomy written by Kelly Bauer and has been published by University of Pittsburgh Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-03-30 with Political Science categories.
The 1980s and ‘90s saw Latin American governments recognizing the property rights of Indigenous and Afro-descendent communities as part of a broader territorial policy shift. But the resulting reforms were not applied consistently, more often extending neoliberal governance than recognizing Indigenous Peoples’ rights. In Negotiating Autonomy, Kelly Bauer explores the inconsistencies by which the Chilean government transfers land in response to Mapuche territorial demands. Interviews with community and government leaders, statistical analysis of an original dataset of Mapuche mobilization and land transfers, and analysis of policy documents reveals that many assumptions about post-dictatorship Chilean politics as technocratic and depoliticized do not apply to indigenous policy. Rather, state officials often work to preserve the hegemony of political and economic elites in the region, effectively protecting existing market interests over efforts to extend the neoliberal project to the governance of Mapuche territorial demands. In addition to complicating understandings of Chilean governance, these hidden patterns of policy implementation reveal the numerous ways these governance strategies threaten the recognition of Indigenous rights and create limited space for communities to negotiate autonomy.
The Essentials Of Contract Negotiation
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Author : Stefanie Jung
language : en
Publisher: Springer
Release Date : 2019-06-14
The Essentials Of Contract Negotiation written by Stefanie Jung and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-06-14 with Law categories.
This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations. The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.
Making Negotiation Happen
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Author : Laurie Dicker
language : en
Publisher: Allen & Unwin
Release Date : 2002
Making Negotiation Happen written by Laurie Dicker and has been published by Allen & Unwin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with Business & Economics categories.
Give your work area a productivity boost making sure that you and your colleagues negotiate and communicate effectively.
The Expert Negotiator 4th Edition
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Author : Raymond Saner
language : en
Publisher: Martinus Nijhoff Publishers
Release Date : 2012-05-31
The Expert Negotiator 4th Edition written by Raymond Saner and has been published by Martinus Nijhoff Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-05-31 with Political Science categories.
In this book the social scientist and economist Professor Dr. Raymond Saner draws on his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two thirds of negotiation practice is learnable. The author treats the different aspects of negotiation practice in a way that is useful to both academics and practitioners, such that the general laws and principles gradually become evident as and of themselves.
How Nations Negotiate
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Author : Fred Charles Iklé
language : en
Publisher: Kraus Reprint. Company
Release Date : 1976
How Nations Negotiate written by Fred Charles Iklé and has been published by Kraus Reprint. Company this book supported file pdf, txt, epub, kindle and other format this book has been release on 1976 with Law categories.
Negotiation From Theory To Practice
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Author : Jacques Rojot
language : en
Publisher: Springer
Release Date : 2016-07-27
Negotiation From Theory To Practice written by Jacques Rojot and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-07-27 with Business & Economics categories.
Professor Rojot's work links the theory of negotiation to its more practical aspects and bridges the gap between theoretical work and 'how to' manuals. The theoretical analysis is rooted in the field of sociology in general and in the strategic analysis of organisations in particular. This sets it apart from most treatises on negotiation which tend to be based on social-psychology, political science or economics.