Strat Gies De N Gociation D Options
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Negotiating For Success Essential Strategies And Skills
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Author : George J. Siedel
language : en
Publisher: Van Rye Publishing, LLC
Release Date : 2014-10-04
Negotiating For Success Essential Strategies And Skills written by George J. Siedel and has been published by Van Rye Publishing, LLC this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-10-04 with Business & Economics categories.
We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.
International Multilateral Negotiation
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Author : I. William Zartman
language : en
Publisher:
Release Date : 1994
International Multilateral Negotiation written by I. William Zartman and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994 with Business & Economics categories.
"In a single volume, a team of distinguished international scholars draws on a wide range of social science theory to explain the dynamics of bargaining and diplomacy when many parties and many issues are involved. Each contributor explores a different approach to reaching successful agreements among diverse governments, multinational corporations, and other international actors. To show how these approaches work in actual practice, the authors provide detailed analyses of two multilateral negotiations - the Uruguay round of negotiations under the General Agreement for Tariffs and Trade (GATT) and the negotiations leading to the Single European Act consolidating the European Community." "The increased length and frequency of such events as the GATT talks, the Rio Conference on Environment and Development (UNCED), and the Law of the Sea Conferences (UNCLOS) highlight the enormous challenges of complex negotiations among many competing interests. This work, sponsored by the International Institute for Applied Systems Analysis, offers the first comprehensive understanding of the intricate and complex process of multilateral negotiation." "The book provides the tools for analyzing and managing the complexities of multilateral negotiations including how the roots of conflict, the distribution of power, and specific patterns of resistance and cooperation affect all stages of negotiation; how game theory, multi-attribute utility models, and other practical tools can be used to chart interests and identify strategic trade-offs before negotiations; how negotiation is organization in action, applying the rules and culture of organizations to change through a cybernetic process; how insights into the way small groups function can help advance negotiations; why different modes of leadership are needed to diagnose multinational problems, clarify options, and develop feasible solutions; how and why coalitions are formed - and how they can prompt meaningful bargaining and help forge positive, lasting agreements."--BOOK JACKET.Title Summary field provided by Blackwell North America, Inc. All Rights Reserved
Managing Global Organizations
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Author : Rabi S. Bhagat
language : en
Publisher: Edward Elgar Publishing
Release Date : 2012-01-01
Managing Global Organizations written by Rabi S. Bhagat 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 2012-01-01 with Business & Economics categories.
ÔAs its title implies, this book by three distinguished scholars puts a cultural perspective at the front and center of issues relating to current approaches to managing complex organizations. It does this by covering the most recent relevant findings by researchers from around the world and, most importantly, interpreting those findings in ways that provide useful guidelines and approaches for those in positions of organizational responsibility. For anyone studying or practicing management in challenging global-oriented contexts this volume is essential Ð and highly interesting Ð reading.Õ Ð Lyman W. Porter, University of California, US ÔThis book is a tour-de-force and a must-read for any scholar and practitioner who is interested in managing global organizations. From such topics as how to motivate, reward, lead, manage conflict, and structure work in different cultural contexts, the authors provide critical insights into how culture shapes all aspects of organizational behavior and a compelling vision of the future that awaits multinational and global organizations. Bravo to the authors for providing the field with a gold mine of information on managing organizations across cultures!Õ Ð Michele Joy Gelfand, University of Maryland, US ÔThis book represents the very best of academic as well as field intensive thinking about cultural and global issues in organizations. While many people have focused on cultural and global issues in the past several decades, the field has largely lacked a systematic review and analysis of these issues in specific contexts. What Bhagat, Triandis and McDevitt offer the reader is a wonderfully comprehensive analysis of key issues of culture in organizations. This is absolutely a ÒmustÓ reading for every serious scholar of global organizations.Õ Ð Chris Earley, Purdue University, US ÔThis is an important book dealing with the increasingly important phenomenon of international business ventures and the globalization of management, markets, and careers. Drs. Bhagat, Triandis, and McDevitt have produced a challenging and highly readable book in which they analyze such key concepts as intercultural communication, job satisfaction in culturally diverse workplaces, the additional workplace stressors brought on by international business alliances, the importance of working with others in groups and on teams charged with task completion, and the transfer of technology among people with different but overlapping skill sets and knowledge. This book will find a valued place in the libraries of international managers, graduate students contemplating careers in international business, and trainers who take on the challenge of preparing people for assignments in countries other than their own.Õ Ð Richard Brislin, University of Hawaii, US ÔIssues of cultural variations in the management of global organizations are of great importance in the 21st century. In developing this book, these three authors bring a wealth of academic knowledge, practical insights from their consulting and worldwide travels in presenting us a coherent picture of how the world of work organizations have changed in response to cultural differences and synergies. The 14 chapters cover all of the important aspects of organization behavior and theory including recent topics like global management focused on the creation and transfer of organizational knowledge. This book is a must read for all students interested in understanding the fundamentals of cultural differences and how they affect the management of global organizations.Õ Ð Kwok Leung, City University of Hong Kong, China The globalization of business is a reality that confronts organizations of all sizes from different nations and cultures. This book serves as a comprehensive guide for understanding the nature of cultural variations that affect important aspects of organizational behavior. The authors expertly cover all of the relevant functions that managers are concerned with in the process of managing global organizations. Various research-based theories and findings are discussed to explain the significance of cultural variations in these phenomena. Readers will gain a clear perspective on how cultural variations have the potential to affect organizational functioning and effectiveness across national borders. A mastery of the fundamental concepts and issues covered in this book will enable future managers of multinational and global corporations to become more effective in dealing with people in different countries and enhance organizational effectiveness on an ongoing basis. Scholars and students will also find this book a path-breaking resource for understanding this important topic.
The New World Of Work
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Author : Vaughan-Whitehead, Daniel
language : en
Publisher: Edward Elgar Publishing
Release Date : 2021-12-16
The New World Of Work written by Vaughan-Whitehead, Daniel 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 2021-12-16 with Business & Economics categories.
Actors in the world of work are facing an increasing number of challenges, including automatization and digitalization, new types of jobs and more diverse forms of employment. This timely book examines employer and worker responses, challenges and opportunities for social dialogue, and the role of social partners in the governance of the world of work.
The Handbook Of Negotiation And Culture
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Author : Michele J. Gelfand
language : en
Publisher: Stanford University Press
Release Date : 2004
The Handbook Of Negotiation And Culture written by Michele J. Gelfand and has been published by Stanford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Business & Economics categories.
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Offshoring And The Internationalization Of Employment
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Author : Peter Auer
language : en
Publisher: International Labour Organization
Release Date : 2006
Offshoring And The Internationalization Of Employment written by Peter Auer and has been published by International Labour Organization this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006 with Business & Economics categories.
This collection of papers examines key trends in the internationalisation of employment, drawing on the proceedings of an ILO conference held in Annecy, France in April 2005. The papers focus on three related issues: the impacts of trade and investment abroad, including the offshoring of production of goods and services, and effects on the winners and losers in terms of employment; adjustment methods for coping with the short and medium term problems related to the globalisation of employment; and the importance of international instruments to help ensure a level playing field in trade and promote development, drawing on established rights and international labour standards.
Negotiating Access To Land In West Africa
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Author : Philippe Lavigne Delville
language : en
Publisher: IIED
Release Date : 2001-12-31
Negotiating Access To Land In West Africa written by Philippe Lavigne Delville and has been published by IIED this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-12-31 with Africa, West categories.
Land tenure and Resource Access in West Africa Programme
Environmental Law In Developing Countries
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Author : Marianela Cedeño Bonilla
language : en
Publisher: IUCN
Release Date : 2004
Environmental Law In Developing Countries written by Marianela Cedeño Bonilla and has been published by IUCN this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Gardening categories.
This book contains a selection of papers on various legal issues of interest to developing countries which have been prepared by Fellows from InWent who came to Germany between 2002 and 2004 from Africa, Asia, and Latin America to research and write about subjects of their choice at the IUCN Environmental Law Centre.
Weber S Rationalism And Modern Society
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Author :
language : en
Publisher: Springer
Release Date : 2015-04-08
Weber S Rationalism And Modern Society written by and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-04-08 with Social Science categories.
Weber's Rationalism and Modern Society rediscovers Max Weber for the twenty-first century. Tony and Dagmar Waters' translation of Weber's works highlights his contributions to the social sciences and politics, credited with highlighting concepts such as "iron cage," "bureaucracy," "bureaucratization," "rationalization," "charisma," and the role of the "work ethic" in ordering modern labor markets. Outlining the relationship between community (Gemeinschaft), and market society (Gesellschaft), the issues of social stratification, power, politics, and modernity resonate just as loudly today as they did for Weber during the early twentieth century.
The Law Of Targeting
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Author : William H. Boothby
language : en
Publisher: OUP Oxford
Release Date : 2012-08-16
The Law Of Targeting written by William H. Boothby and has been published by OUP Oxford this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-08-16 with Law categories.
Targeting is the primary method for securing strategic objectives in an armed conflict. Failure to comply with the law of targeting jeopardizes the achievement of those aims. It is therefore essential that all those involved in or studying issues surrounding targeting have an accurate and complete understanding of this area of law. This book offers the definitive and comprehensive statement of all aspects of the law of targeting. It is a 'one-stop shop' that answers all relevant questions in depth. It has been written in an open, accessible yet comprehensive style, and addresses both matters of established law and issues of topical controversy. The text explains the meanings of such terms as 'civilian', 'combatant', and 'military objective'. Chapters are devoted to the core targeting principles of distinction, discrimination, and proportionality, as well as to the relationship between targeting and the protection of the environment and of objects and persons entitled to special protection. New technologies are also covered, with chapters looking at attacks using unmanned platforms and a discussion of the issues arising from cyber warfare. The book also examines recent controversies and perceived ambiguities in the rules governing targeting, including the use of human shields, the level of care required in a bombing campaign, and the difficulties involved in determining whether someone is directly participating in hostilities. This book will be invaluable to all working in this contentious area of law.
