Research On Negotiation In Organizations
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Research On Negotiation In Organizations
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Author : Roy J. Lewicki
language : en
Publisher: Jai Press
Release Date : 1986
Research On Negotiation In Organizations written by Roy J. Lewicki and has been published by Jai Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1986 with Business & Economics categories.
This fifth volume in the series discusses such topics as the effects of relationships and context among relative equals, paranoia and distrust in organizations, and perspective competition in a collaborative context.
Research On Negotiation In Organizations
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Author :
language : en
Publisher:
Release Date : 1986
Research On Negotiation In Organizations written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1986 with Coalitions categories.
The Psychology Of Negotiations In The 21st Century Workplace
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Author : Barry Goldman
language : en
Publisher: Routledge
Release Date : 2012
The Psychology Of Negotiations In The 21st Century Workplace written by Barry Goldman and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012 with Business & Economics categories.
The "litigation explosion" in the 21st century workplace means increasing costs and risks of lawsuits. Negotiation appears the attractive alternative to litigation. This new volume, with contributions from experts in psychology, management, and other disciplines, bridges the gap between management and negotiation research. Managers, students, and researchers interested in the field of negotiation will find this new book in SIOP’s Organizational Frontiers series of interest.
Handbook Of Research On Negotiation
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Author : Mara Olekalns
language : en
Publisher: Edward Elgar Publishing
Release Date : 2013-01-01
Handbook Of Research On Negotiation written by Mara Olekalns and has been published by Edward Elgar Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-01-01 with Language Arts & Disciplines categories.
This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations. Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.
Negotiations In Organizations
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Author : Thomas A. Kochan
language : en
Publisher:
Release Date : 1983
Negotiations In Organizations written by Thomas A. Kochan and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1983 with Industrial relations categories.
Negotiation As A Social Process
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Author : Roderick M. Kramer
language : en
Publisher: SAGE Publications
Release Date : 1995-04-06
Negotiation As A Social Process written by Roderick M. Kramer and has been published by SAGE Publications this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995-04-06 with Language Arts & Disciplines categories.
This is a valuable book. It is a rare combination of appreciation and criticism; it is an eloquent statement of conceptual advocacy. Negotiation as a Social Process attempts the difficult task of the needed reform of a successful field and it does so by example as well as precept. . . . Kramer and Messick have done their research colleagues a great service; let us hope that they make the most of it. --Robert L. Kahn, Professor Emeritus, The University of Michigan "Negotiation as a Social Process puts the ′social′ back in negotiation theory and research, where it belongs. Consisting of contributions by some of today′s leading negotiation researchers, this volume is a direct response to the undue emphasis placed in recent years on the role of cognition in negotiation. Just as one needs two hands to clap (unless you are a Zen Buddhist), one needs two or more sides to negotiate. This excellent collection explicitly addresses the social and relational context in which negotiations invariably occur and, in doing so, returns the discussion to its proper place." --Jeff Rubin, Program on Negotiation, Harvard Law School In the past several years, negotiation and conflict management research has emerged as one of the most active and productive areas of research in organizational behavior. Although most research has focused on the cognitive aspects of negotiation, few address the impact of social processes and contexts on the negotiation process. Because negotiations always occur in the context of some preexisting social relationship between the negotiating parties, this neglect is unfortunate. Editors Rod Kramer and Dave Messick have brought together original theory and research from many of the leading scholars in this important and emerging area of negotiation research. Negotiation as a Social Process covers a wide range of topics, including the role of group identification and accountability on negotiator judgment and decision making, the importance of power-dependence relations on negotiation, intergroup bargaining, coalitional dynamics in bargaining, social influence processes in negotiation, cross-cultural perspectives on negotiation, and the impact of social relationships on negotiation. Scholars, students, and professionals in organization, management, and communication studies will find Negotiation as a Social Process an important and thought-provoking volume.
Negotiating At Work
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Author : Deborah M. Kolb
language : en
Publisher: John Wiley & Sons
Release Date : 2015-01-06
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 2015-01-06 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.
Negotiating In Organizations
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Author : Max H. Bazerman
language : en
Publisher: SAGE Publications, Incorporated
Release Date : 1983-08
Negotiating In Organizations written by Max H. Bazerman and has been published by SAGE Publications, Incorporated this book supported file pdf, txt, epub, kindle and other format this book has been release on 1983-08 with Business & Economics categories.
Hall and Quinn focus attention on an understudied topic: the significant relationship between organizations and public policy. From national associations to private foundations, organizations are the formulators, implementors, and objects of public policy. This volume recognizes the potential for improving public policy through knowledge of organizational theory.
Effective Negotiation
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Author : Ray Fells
language : en
Publisher: Cambridge University Press
Release Date : 2012-05-08
Effective Negotiation written by Ray Fells 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 2012-05-08 with Business & Economics categories.
'Effective Negotiation' offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement.
Negotiation Theory And Research
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Author : Leigh L. Thompson
language : en
Publisher: Psychology Press
Release Date : 2006-01-13
Negotiation Theory And Research written by Leigh L. Thompson and has been published by Psychology Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-01-13 with Psychology categories.
Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.