Advances In Negotiation Theory

Advances In Negotiation Theory Book in PDF, ePub and Kindle version is available to download in english. Read online anytime anywhere directly from your device. Click on the download button below to get a free pdf file of Advances In Negotiation Theory book. This book definitely worth reading, it is an incredibly well-written.

Advances in Negotiation Theory

Author : Carlo Carraro,Carmen Marchiori,Alessandra Sgobbi
Publisher : World Bank Publications
Page : 55 pages
File Size : 53,5 Mb
Release : 2005
Category : Bargaining
ISBN : 9785061610122

Get Book

Advances in Negotiation Theory by Carlo Carraro,Carmen Marchiori,Alessandra Sgobbi Pdf

Abstract: Bargaining is ubiquitous in real life. It is a major dimension of political and business activities. It appears at the international level, when governments negotiate on matters ranging from economic issues (such as the removal of trade barriers), to global security (such as fighting against terrorism) to environmental and related issues (such as climate change control). What factors determine the outcomes of such negotiations? What strategies can help reach an agreement? How should the parties involved divide the gains from cooperation? With whom will one make alliances? The authors address these questions by focusing on a noncooperative approach to negotiations, which is particularly relevant for the study of international negotiations. By reviewing noncooperative bargaining theory, noncooperative coalition theory, and the theory of fair division, they try to identify the connections among these different facets of the same problem in an attempt to facilitate progress toward a unified framework.

Advanced Negotiation and Mediation, Theory and Practice

Author : Paul J. Zwier,Thomas F. Guernsey
Publisher : Aspen Publishing
Page : 386 pages
File Size : 46,6 Mb
Release : 2015-12-17
Category : Law
ISBN : 9781601565136

Get Book

Advanced Negotiation and Mediation, Theory and Practice by Paul J. Zwier,Thomas F. Guernsey Pdf

In this new, updated edition of Advanced Negotiation and Mediation Theory and Practice, Paul Zwier and Thomas Guernsey present a strategic planning and integrated systematic approach to negotiation, which recognizes that both adversarial and problem-solving strategies have distinct advantages and that lawyers need to combine styles and strategies to achieve the best results for their clients. Zwier and Guernsey provide attorneys with an outline to plan and implement effective negotiation techniques, using up-to-date situations throughout the book to demonstrate how understanding negotiation theory and practice can help them partner with their clients to make better strategic use of negotiation. The authors break down the counseling process into stages and show what information the client needs to make an informed decision. They then suggest and give examples of the techniques and skills that might be used to implement that decision in a negotiation and or mediation setting.

Advances in Negotiation Theory

Author : Carlo Carraro
Publisher : Unknown
Page : 57 pages
File Size : 41,8 Mb
Release : 2015
Category : Electronic
ISBN : OCLC:1290219193

Get Book

Advances in Negotiation Theory by Carlo Carraro Pdf

Bargaining is ubiquitous in real-life. It is a major dimension of political and business activities. It appears at the international level, when governments negotiate on matters ranging from economic issues (such as the removal of trade barriers), to global security (such as fighting against terrorism) to environmental and related issues (e.g. climate change control). What factors determine the outcome of negotiations such as those mentioned above? What strategies can help reach an agreement? How should the parties involved divide the gains from cooperation? With whom will one make alliances? This paper addresses these questions by focusing on a non-cooperative approach to negotiations, which is particularly relevant for the study of international negotiations. By reviewing non-cooperative bargaining theory, non-cooperative coalition theory, and the theory of fair division, this paper will try to identify the connection among these different facets of the same problem in an attempt to facilitate the progress towards a unified framework.

Advances in Negotiation Theory

Author : Carlo Carraro,Carmen Marchiori,Alessandra Sgobbi
Publisher : Unknown
Page : 128 pages
File Size : 54,5 Mb
Release : 2012
Category : Electronic
ISBN : OCLC:931674396

Get Book

Advances in Negotiation Theory by Carlo Carraro,Carmen Marchiori,Alessandra Sgobbi Pdf

Bargaining is ubiquitous in real life. It is a major dimension of political and business activities. It appears at the international level, when governments negotiate on matters ranging from economic issues (such as the removal of trade barriers), to global security (such as fighting against terrorism) to environmental and related issues (such as climate change control). What factors determine the outcomes of such negotiations? What strategies can help reach an agreement? How should the parties involved divide the gains from cooperation? With whom will one make alliances? The authors address these questions by focusing on a noncooperative approach to negotiations, which is particularly relevant for the study of international negotiations. By reviewing noncooperative bargaining theory, noncooperative coalition theory, and the theory of fair division, they try to identify the connections among these different facets of the same problem in an attempt to facilitate progress toward a unified framework.

Getting to Yes

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 41,7 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246

Get Book

Getting to Yes by Roger Fisher,William Ury,Bruce Patton Pdf

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 Games

Author : Steven J. Brams
Publisher : Psychology Press
Page : 336 pages
File Size : 55,8 Mb
Release : 2003
Category : Business & Economics
ISBN : 0415308941

Get Book

Negotiation Games by Steven J. Brams Pdf

Steven J. Brams is one of the leading game theorists of his generation. This new edition includes brand new material on topics such as fallback bargaining and principles of rational negotiation.

Lawyer Negotiation

Author : Jay Folberg,Jennifer Reynolds
Publisher : Aspen Publishing
Page : 306 pages
File Size : 50,6 Mb
Release : 2021-09-14
Category : Law
ISBN : 9781543846522

Get Book

Lawyer Negotiation by Jay Folberg,Jennifer Reynolds Pdf

The purchase of this ebook edition does not entitle you to receive access to the Connected eBook on CasebookConnect. You will need to purchase a new print book to get access to the full experience including: lifetime access to the online ebook with highlight, annotation, and search capabilities, plus an outline tool and other helpful resources. Designed to prepare law students to negotiate knowledgably and successfully as lawyers representing clients, Lawyer Negotiation: Theory, Practice, and Law, Fourth Edition features an integrated approach that combines theory, skills, negotiation strategy, ethics, and law. A sleek, readable, and lively text for any law school Negotiation course, this book reflects the authors’ experience as negotiators, mediators, ADR teachers, and trainers. Interesting notes, thoughtful problems, provocative questions, and new video resources throughout the text raise practical negotiation challenges and policy issues. The focus is on negotiating legal claims and issues on behalf of clients. Previous editions have proven popular because of the very readable and lively text, interesting notes, thoughtful problems, and provocative questions that raise practical negotiation challenges and issues, which are updated in this new edition. Carefully curated excerpts from other leading authors are included, allowing for diverse ideas to be presented on negotiation techniques and eliminating the need for supplemental material. Vivid examples are included from real cases and literature, which bring negotiation concepts and applications to life. The book is designed for experiential, interactive teaching utilizing provided role-plays, exercises, problems, and streaming video examples. In addition to direct negotiation, how to advantageously use assisted negotiation in the form of mediation advocacy is included. New to the Fourth Edition: Fresh material and perspective benefiting from a new co-author Each chapter has been updated with new insights and examples More video-based examples, problems, and resources—linked video excerpts can now be streamed showing different negotiation styles and techniques Streamlined presentation of outside excerpts Greater coverage of distance negotiation, including email and remote contexts Increased focus on #MeToo, gender, social activism, historical inequities, anti-racism, cultural and style differences, online negotiation, technological advances, and other crucial issues affecting negotiation and dispute resolution today Excerpts have been condensed or summarized to shorten reading assignments, allowing more time for experiential learning Professors and student will benefit from: Step-by-step organization and readings designed to be used as part of an active experiential class without sacrificing the deep knowledge expected in a law school course Informal writing style, interesting examples, practical advice, and thought-provoking questions, all written specifically for law students who will soon represent clients as negotiators Practice-based approach which helps students apply the concepts Exercises and accompanying role-plays that facilitate classroom discussion Assessment tools to aid in student learning and understanding Videos that show experienced lawyers, negotiators, and mediators performing role plays

Negotiation Theory and Research

Author : Leigh L. Thompson
Publisher : Psychology Press
Page : 237 pages
File Size : 52,7 Mb
Release : 2006-01-13
Category : Psychology
ISBN : 9781135423520

Get Book

Negotiation Theory and Research by Leigh L. Thompson Pdf

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.

Advanced Introduction to Negotiation

Author : Thompson, Leigh,Wang, Cynthia S.
Publisher : Edward Elgar Publishing
Page : 193 pages
File Size : 53,9 Mb
Release : 2022-09-15
Category : Business & Economics
ISBN : 9781789909128

Get Book

Advanced Introduction to Negotiation by Thompson, Leigh,Wang, Cynthia S. Pdf

Providing a comprehensive overview of the key theories and concepts that have guided the field of negotiation for several decades, Leigh Thompson and Cynthia Wang demonstrate how collaborative multi-disciplinary research has enriched the study of negotiation.

Negotiation Theory and Practice

Author : John William Breslin,Jeffrey Z. Rubin
Publisher : Pon Books
Page : 482 pages
File Size : 50,9 Mb
Release : 1993
Category : Conflict management
ISBN : UCSD:31822033320268

Get Book

Negotiation Theory and Practice by John William Breslin,Jeffrey Z. Rubin Pdf

"The past several years have witnessed a dramatic increase in the study and practice of negotiation. Through our association with Negotiation Journal and the Program on Negotiation at Harvard Law School, we have been privileged to witness, and be part of, this growth process. The collection of edited articles presented here, though by no means exhaustive, reflects the increasing interest in the field and, we hope, serves as a useful 'source book' on critical issues in contemporary negotiation scholarship and practice."--Preface

Negotiation as a Social Process

Author : Roderick M. Kramer,David Messick
Publisher : SAGE Publications
Page : 365 pages
File Size : 48,7 Mb
Release : 1995-04-06
Category : Language Arts & Disciplines
ISBN : 9781452246994

Get Book

Negotiation as a Social Process by Roderick M. Kramer,David Messick Pdf

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 Theory and the EU

Author : Andreas Dür,Gemma Mateo,Daniel C. Thomas
Publisher : Routledge
Page : 185 pages
File Size : 52,9 Mb
Release : 2013-10-31
Category : Political Science
ISBN : 9781317983057

Get Book

Negotiation Theory and the EU by Andreas Dür,Gemma Mateo,Daniel C. Thomas Pdf

Negotiations are central to the ethos and functioning of the European Union, yet the dynamics of EU negotiations have received far too little systematic scholarly attention. This volume offers a thematic and forward-looking survey of cutting-edge research on EU negotiation dynamics, identifying findings to date and setting an empirical and methodological agenda for future research. The chapters by leading international experts address a wide range of critical questions in this area, including: What factors influence negotiation behaviour and outcomes in the EU? How can we explain variation in the choice of negotiation styles? When do actors engage in arguing or bargaining? What are the determinants of bargaining power? What are the institutional foundations of EU negotiations? And what role does the presidency play in EU negotiations? The volume also discusses how the findings of the multi-disciplinary field of ‘negotiation studies’ can inform research on negotiation dynamics in the EU. The volume will be of great interest to established scholars and advanced students of international relations, European integration and governance, and negotiation analysis. This book was based on a special issue of Journal of European Public Policy.

The Handbook of Negotiation and Culture

Author : Michele J. Gelfand,Jeanne M. Brett
Publisher : Stanford University Press
Page : 478 pages
File Size : 44,9 Mb
Release : 2004
Category : Business & Economics
ISBN : 9780804745864

Get Book

The Handbook of Negotiation and Culture by Michele J. Gelfand,Jeanne M. Brett Pdf

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 negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and 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 processes—cognition, 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.

Contextual Negotiation

Author : R. Hanson Lawton,Russell L. Weaver
Publisher : Unknown
Page : 0 pages
File Size : 52,9 Mb
Release : 2006
Category : Dispute resolution (Law)
ISBN : 0890893365

Get Book

Contextual Negotiation by R. Hanson Lawton,Russell L. Weaver Pdf

In Contextual Negotiation, the authors combine the theoretical with the practical to create a unique coursebook. In addition to articles and other discussions of negotiation theory, the book includes problems that enable students to develop and refine their negotiating skills. The book begins with general negotiation theory, progresses to simulations that allow students to hone their negotiation skills, and then offers readers the opportunity to study and practice negotiations in various contexts (e.g., family law, commercial law, and criminal law).

Negotiation

Author : Wynand D. Pienaar,H. I. J. Spoelstra
Publisher : Juta and Company Ltd
Page : 292 pages
File Size : 49,5 Mb
Release : 1999
Category : Business & Economics
ISBN : 0702153613

Get Book

Negotiation by Wynand D. Pienaar,H. I. J. Spoelstra Pdf