The Negotiation Process
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The Negotiation Process
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Author : I. William Zartman
language : en
Publisher: SAGE Publications, Incorporated
Release Date : 1978
The Negotiation Process written by I. William Zartman 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 1978 with Political Science categories.
From the John Holmes Library collection.
The Negotiation Process
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Author : Eliane Karsaklian
language : en
Publisher: Austin Macauley Publishers
Release Date : 2020-11-30
The Negotiation Process written by Eliane Karsaklian and has been published by Austin Macauley Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-11-30 with Business & Economics categories.
This book will change your life! It will give you a brand-new perspective to negotiation. It will take you from stressful, unpleasant, confrontational situations to a world of stressless, enjoyable, and collaborative ways of conducting business. It will also help you to shape the future of your business with a clearer vision of what you want it to be. All books and theories about negotiation stop at when you close a deal. But this is a very short-termed vision of negotiation. If you want your business to survive the upcoming waves of mergers and acquisitions, digital revolutions, and international trade, you need to add sustainability to your negotiations. This book will show you how to get there.
Think Before You Speak
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Author : Roy J. Lewicki
language : en
Publisher: John Wiley & Sons
Release Date : 1996-04-12
Think Before You Speak written by Roy J. Lewicki 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 1996-04-12 with Business & Economics categories.
Think Before You Speak Think Before You Speak takes you through the entire negotiationprocess in all its variations and contexts, both in business andeveryday life. By preparing you to think clearly and strategically,this invaluable guide gives you an edge that will help you toachieve success while maintaining the best possible relations withthose opposing you. Here's an outline of how Think Before You Speakleads you through the strategic negotiation process: CHAPTER & TOPIC * Overview/Plan * Assess Your Position * Assess Other Party * Analyze Context * Selecting a Strategy * Competition * Collaboration * Other Strategies * Building Collaboration * Resolving Conflict * Third Party Help * Communicating * Legal/Ethical Issues * Multiple Parties * Global Negotiation * Improving Negotiation STEP IN PROCESS * ANALYZE STRATEGIC ISSUES * SELECT A STRATEGY * INITIATE THE NEGOTIATION PROCESS * MANAGE THE NEGOTIATION PROCESS * OBTAIN OUTCOMES AND LEARN FROM THE EXPERIENCE Practical, authoritative, and comprehensive, Think Before You Speakgives you the tools to handle any negotiation with confidence.
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.
Negotiation
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Author : David Churchman
language : en
Publisher: University Press of America
Release Date : 1995
Negotiation written by David Churchman and has been published by University Press of America this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995 with Business & Economics categories.
This study outlines and defines key terms and concepts behind negotiation tactics that have been effective throughout history. It is completed with a glossary of over 50 terms used in negotiations.
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.
Interpersonal Negotiations
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Author : Len Leritz
language : en
Publisher: AMACOM Div American Mgmt Assn
Release Date : 1994-09-16
Interpersonal Negotiations written by Len Leritz and has been published by AMACOM Div American Mgmt Assn this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994-09-16 with Interpersonal communication categories.
Finally ... a negotiation framework that encourages a positive outcome for both parties. This book takes the ""win/win"" concept a step further to make negotiating a more gratifying experience-even if you don't get exactly what you want. Interpersonal Negotiations: Breaking Down the Barriers builds on mutual understanding and respect for each other's needs and provides a proven framework for fulfilling them. You'll discover the secrets that can help turn an adversary into an advocate. You will learn how to: Ensure a safe, fair, and effective negotiation process Direct the negotiation process to.
The Everything Negotiating Book
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Author : Margaret Kaeter
language : en
Publisher: Simon and Schuster
Release Date : 2004-12-06
The Everything Negotiating Book written by Margaret Kaeter and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-12-06 with Business & Economics categories.
What's the one thing you can do to improve both your business and personal life? Learn to negotiate. Negotiating effectively is the key to getting what you want when you want it. Negotiate well, and you maintain control in any situation, at home or at work. From purchasing a home and asking for a raise to compromising with spouses and children, The Everything Negotiating Book takes you step by step through the negotiating process, enabling you to: Communicate your goals clearly and concisely State your case effectively Identify body language to read hidden clues Compromise without giving in Anticipate reactions and plan your responses Maintain your composure and professionalism Gain the advantage Debate terms and conditions favorably Decide when to walk away-and when to persist And much, much more! Whether you're planning a hostile takeover or debating with your spouse, The Everything Negotiating Book prepares you for the battle, and arms you with the skills you need to win.
The Negotiation Process
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Author : Ira William Zartman
language : en
Publisher:
Release Date : 1970
The Negotiation Process written by Ira William Zartman and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1970 with categories.
The Essence Of Negotiation
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Author : Jean-Marie Hiltrop
language : en
Publisher: Financial Times/Prentice Hall
Release Date : 1995
The Essence Of Negotiation written by Jean-Marie Hiltrop and has been published by Financial Times/Prentice Hall this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995 with Business & Economics categories.
A quick, step-by-step guide to developing the practical negotiating skills that every business manager needs. The authors cover preparation, strategy development, getting started, building understanding, bargaining, and closing the deal. Managers learn effective tools for negotiating within their own groups, including organizing successful meetings and techniques for building consensus. What are the Most Common and Costly Mistakes Made by Ineffective Negotiating and How Can These Mistakes be Avoided? What are the Underlying Principles and Stages Which Govern the Negotiation Process? How Should We Manage Interpersonal Negotiations and What Are the Strategies and Tactics Used by Effective Negotiating Teams? What are the Different Approaches to Multi-Party Negotiations and Which Approach is Most Effective for Negotiating Across Cultures? The Essence of Management Series is an invaluable reference source for managers on short courses; for MBA and undergraduate students who want to get quickly to the heart of the subject; and as reference material for managers and aspiring managers wishing to improve their knowledge and skills.