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Author : Steven J. Brams
Publisher : Psychology Press
Page : 336 pages
File Size : 54,9 Mb
Release : 2003
Category : Business & Economics
ISBN : 0415308941
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.
Author : Chester L. Karrass
Publisher : Harper Collins
Page : 276 pages
File Size : 53,8 Mb
Release : 1994-10-07
Category : Business & Economics
ISBN : 9780887307096
In Business, You Don't Get What You Deserve, You Get What You Negotiate.Now more than ever, successful people are turning to Karrass and The Negotiating Game. Chester L. Karrass is the leader in the field of negotiation, and more than 260 of the Fortine 500 license the Karrass program.The Negotiating Game will teach you to: recognize that you have more power than you think -- in every negotiation determine the right price and terms at which to sell, and when to close with any customer persuade others to work with you, rather than against you set and meet budgets complete and administer contracts effectively work on and solve problems with people in your organization deal effeciently with service people avoid or, if necessary, break impasses
Author : John Keith Murnighan
Publisher : William Morrow
Page : 264 pages
File Size : 49,5 Mb
Release : 1992
Category : Business & Economics
ISBN : UOM:39015025202295
How to master the game of negotiation, from a groundbreaking game theorist. By focusing on the basics and introducing the most sophisticated negotiation techniques, Murnighan shows how game theory can be applied to negotiations, ranging from the most inconsequential to the vital.
Author : Brigid Starkey,Mark A. Boyer,Jonathan Wilkenfeld
Publisher : Rowman & Littlefield
Page : 219 pages
File Size : 54,6 Mb
Release : 2016-08-22
Category : Political Science
ISBN : 9781442276727
The process of negotiation, standing as it does between war and peace in many parts of the globe, has never been a more vital process to understand than in today's rapidly changing international system. Students of negotiation must first understand key IR concepts as they try to incorporate the dynamics of the many anomalous actors that regularly interact with conventional state agents in the diplomatic arena. This hands-on text provides an essential introduction to this high-stakes realm, exploring the impact of complex multilateralism on traditional negotiation concepts such as bargaining, issue salience, and strategic choice. Using an easy-to-understand board game analogy as a framework for studying negotiation episodes, the authors include a rich array of real-world cases and examples—now updated with the results of the Paris climate change agreement—to illustrate key themes, including the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. Providing tools for analyzing why negotiations succeed or fail, this innovative text also presents effective exercises and learning approaches that enable students to understand the complexities of negotiation by engaging in the diplomatic process themselves.
Author : Jonathan O'Brien
Publisher : Kogan Page Publishers
Page : 481 pages
File Size : 50,6 Mb
Release : 2020-08-13
Category : Business & Economics
ISBN : 9781789662597
Highly effective negotiation skills are an essential element of a purchasing and supply chain professional's toolkit. Negotiation for Procurement and Supply Chain Professionals provides a step-by-step approach to delivering winning negotiations and getting game-changing results. It provides purchasers and supply chain managers with the necessary tools and tactics for a detailed, planned approach to negotiation. Negotiation for Procurement and Supply Chain Professionals allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on concession strategies, cultural influences and game theory. Negotiation for Procurement and Supply Chain Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. Based upon the Red Sheet® Methodology, this book is a proven and collaborative technique used by many companies globally. The new edition includes supply chain planning, updates on multi-party negotiation for supply chain negotiations, Brexit as a retrospective example of negotiation and how the negotiation capability will need to change in the future.
Author : Xiangling Li
Publisher : Rodopi
Page : 228 pages
File Size : 42,7 Mb
Release : 1999
Category : Business & Economics
ISBN : 9042007346
The Chinese are known as an inscrutable people in the West. With the globalisation of world business, China is attracting international traders and investors. Various sources have shown that language and culture are, among other factors, two of the major obstacles to successful business collaborations between the Chinese and Westerners.
Author : Brigid Starkey,Mark A. Boyer,Jonathan Wilkenfeld
Publisher : Rowman & Littlefield Publishers
Page : 202 pages
File Size : 45,7 Mb
Release : 2005-02-10
Category : Political Science
ISBN : 9781461640325
A third edition of this book is now available. Negotiating a Complex World introduces undergraduate students of international relations to the high stakes world of international negotiation. The book uses the analogy of a board game as an organizing technique and includes many real-world cases and examples to illustrate important concepts and relationships. The authors highlight the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. The book provides students with the tools they need to analyze why some negotiations are ultimately successful, while others end in failure. This innovative text also provides exercises and learning approaches to enable students to understand the complexity of negotiation by engaging in aspects of the diplomatic process themselves.
Author : Anjum Naweed,Marcin Wardaszko,Elyssebeth Leigh,Sebastiaan Meijer
Publisher : Springer
Page : 412 pages
File Size : 43,9 Mb
Release : 2018-04-05
Category : Computers
ISBN : 9783319787954
This book constitutes the refereed post-conference proceedings of the 21st Annual Simulation Technology and Training Conference, SimTecT 2016, and the 47th International Simulation and Gaming Association Conference, ISAGA 2016, Held as Part of the First Australasian Simulation Congress, ASC 2016, held in Melbourne, VIC, Australia, in September 2016. The 28 revised full papers included in the volume were carefully reviewed and selected from 55 submissions. They are organized in the following topical sections: Making the grade; Come to think of it; From here to fidelity; The name of the game; and Ahead of the game.
Author : Jayne Docherty
Publisher : Simon and Schuster
Page : 90 pages
File Size : 51,5 Mb
Release : 2004-10-01
Category : Law
ISBN : 9781680992519
Most books on negotiation assume that the negotiators are in a stable settintg. But what about those far thornier times when negotiation needs to happen while other fundamental factors are in uproarious change— deciding which parent will have custody of their child while a divorce is underway; bargaining between workers and management during the course of a merger and downsizing; or establishing a new government as a civil war winds down. From Docherty's experiences in environmental/public policy negotiations and community development work. A title in The Little Books of Justice and Peacebuilding Series.
Author : D. Marc Kilgour,Colin Eden
Publisher : Springer Science & Business Media
Page : 473 pages
File Size : 55,7 Mb
Release : 2010-08-02
Category : Mathematics
ISBN : 9789048190973
Publication of the Handbook of Group Decision and Negotiation marks a milestone in the evolution of the group decision and negotiation (GDN) eld. On this occasion, editors Colin Eden and Marc Kilgour asked me to write a brief history of the eld to provide background and context for the volume. They said that I am in a good position to do so: Actively involved in creating the GDN Section and serving as its chair; founding and leading the GDN journal, Group Decision and Negotiation as editor-in-chief, and the book series, “Advances in Group Decision and Negotiation” as editor; and serving as general chair of the GDN annual meetings. I accepted their invitation to write a brief history. In 1989 what is now the Institute for Operations Research and the Management Sciences (INFORMS) established its Section on Group Decision and Negotiation. The journal Group Decision and Negotiation was founded in 1992, published by Springer in cooperation with INFORMS and the GDN Section. In 2003, as an ext- sion of the journal, the Springer book series, “Advances in Group Decision and Negotiation” was inaugurated.
Author : Konrad Ehlich,Johannes Wagner
Publisher : Walter de Gruyter
Page : 408 pages
File Size : 54,6 Mb
Release : 1995
Category : Business & Economics
ISBN : 311014039X
Author : Howard Raiffa,John Richardson,David Metcalfe
Publisher : Harvard University Press
Page : 584 pages
File Size : 54,9 Mb
Release : 2002
Category : Business & Economics
ISBN : 0674008901
This masterly book substantially extends Howard Raiffa's earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach--building from simple hypothetical examples--the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.
Author : Victor A. Kremenyuk
Publisher : John Wiley & Sons
Page : 598 pages
File Size : 53,5 Mb
Release : 2013-08-12
Category : Law
ISBN : 9780787958862
The first edition of International Negotiation became a best-selling classic in the field of global conflict resolution. This second edition has been substantially revised and updated to meet the challenges of today's complex international community. Developed under the direction of the International Institute for Applied Systems Analysis, this important resource contains contributions from some of the world's leading experts in international negotiation, representing a wide range of nations and disciplines. They offer a synthesis of contemporary negotiation theory, perspectives for understanding negotiation dynamics, and strategies for producing mutually satisfactory and enduring agreements that is particularly relevant in these times.
Author : Mary Scannell
Publisher : McGraw Hill Professional
Page : 240 pages
File Size : 48,7 Mb
Release : 2010-05-28
Category : Business & Economics
ISBN : 9780071743662
Make workplace conflict resolution a game that EVERYBODY wins! Recent studies show that typical managers devote more than a quarter of their time to resolving coworker disputes. The Big Book of Conflict-Resolution Games offers a wealth of activities and exercises for groups of any size that let you manage your business (instead of managing personalities). Part of the acclaimed, bestselling Big Books series, this guide offers step-by-step directions and customizable tools that empower you to heal rifts arising from ineffective communication, cultural/personality clashes, and other specific problem areas—before they affect your organization's bottom line. Let The Big Book of Conflict-Resolution Games help you to: Build trust Foster morale Improve processes Overcome diversity issues And more Dozens of physical and verbal activities help create a safe environment for teams to explore several common forms of conflict—and their resolution. Inexpensive, easy-to-implement, and proved effective at Fortune 500 corporations and mom-and-pop businesses alike, the exercises in The Big Book of Conflict-Resolution Games delivers everything you need to make your workplace more efficient, effective, and engaged.
Author : Carlo Carraro,Carmen Marchiori,Alessandra Sgobbi
Publisher : World Bank Publications
Page : 47 pages
File Size : 40,5 Mb
Release : 2005
Category : Common Property Resource Development
ISBN : 8210379456XXX
Abstract: The authors review the applications of noncooperative bargaining theory to water related issues-which fall in the category of formal models of negotiation. They aim to identify the conditions under which agreements are likely to emerge and their characteristics, to support policymakers in devising the " rules of the game " that could help obtain a desired result. Despite the fact that allocation of natural resources, especially trans-boundary allocation, has all the characteristics of a negotiation problem, there are not many applications of formal negotiation theory to the issue. Therefore, the authors first discuss the noncooperative bargaining models applied to water allocation problems found in the literature. Key findings include the important role noncooperative negotiations can play in cases where binding agreements cannot be signed; the value added of politically and socially acceptable compromises; and the need for a negotiated model that considers incomplete information over the negotiated resource.