Negotiation In Groups

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Negotiation in Groups

Jennifer Overbeck,Elizabeth A. Mannix,Margaret Ann Neale
Negotiation in Groups Book PDF

Author : Jennifer Overbeck,Elizabeth A. Mannix,Margaret Ann Neale
Publisher : Emerald Group Publishing
Page : 259 pages
File Size : 50,9 Mb
Release : 2011-06-09
Category : Business & Economics
ISBN : 9780857245601

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Negotiation in Groups by Jennifer Overbeck,Elizabeth A. Mannix,Margaret Ann Neale Pdf

Part of the "Research on Managing Groups and Teams" series, this title examines the particular challenges, opportunities, and dynamics that confront groups engaged in negotiation. It is of interest to readers and scholars from management, psychology, sociology, communications, law, political science, and public policy.

Getting to Yes

Roger Fisher,William Ury,Bruce Patton
Getting to Yes Book PDF

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 42,7 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246

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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.

Handbook of Group Decision and Negotiation

D. Marc Kilgour,Colin Eden
Handbook of Group Decision and Negotiation Book PDF

Author : D. Marc Kilgour,Colin Eden
Publisher : Springer Science & Business Media
Page : 473 pages
File Size : 47,6 Mb
Release : 2010-08-02
Category : Mathematics
ISBN : 9789048190973

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Handbook of Group Decision and Negotiation by D. Marc Kilgour,Colin Eden Pdf

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.

Emotion in Group Decision and Negotiation

Bilyana Martinovsky
Emotion in Group Decision and Negotiation Book PDF

Author : Bilyana Martinovsky
Publisher : Springer
Page : 218 pages
File Size : 45,7 Mb
Release : 2015-07-01
Category : Psychology
ISBN : 9789401799638

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Emotion in Group Decision and Negotiation by Bilyana Martinovsky Pdf

The volume offers an exploration of methods for analysis of emotion in negotiation, such as cognitive modeling, discourse analysis, all testing, subsequent multidimensional scaling, impression rating, and graph modeling for conflict resolution, reasonable and unreasonable disagreement. It covers activities, such as business negotiation, conflict solving, bargaining, task management meetings, discussions, and elaborates on different kinds of emotions. Some emotions stimulate negotiation (e.g. empathy), others -hinder it (e.g. disgust). However, all emotions open a door to uncertainty in relations and negotiation, which in turn provides an opportunity. The volume views language in negotiation not only as a vehicle for transmission of thought but also as a manifestation of emotion and the ethical.

Contemporary Issues in Group Decision and Negotiation

Danielle Costa Morais,Liping Fang,Masahide Horita
Contemporary Issues in Group Decision and Negotiation Book PDF

Author : Danielle Costa Morais,Liping Fang,Masahide Horita
Publisher : Unknown
Page : 0 pages
File Size : 55,8 Mb
Release : 2021
Category : Electronic
ISBN : 3030772098

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Contemporary Issues in Group Decision and Negotiation by Danielle Costa Morais,Liping Fang,Masahide Horita Pdf

This book constitutes the refereed proceedings of the 21st International Conference on Group Decision and Negotiation, GDN 2021, which was planned to be held in Toronto, ON, Canada, during June 6-10, 2021. The conference was held virtually due to the COVID-19 pandemic. The field of Group Decision and Negotiation focuses on decision processes with at least two participants and a common goal but conflicting individual goals. Research areas of Group Decision and Negotiation include electronic negotiations, experiments, the role of emotions in group decision and negotiations, preference elicitation and decision support for group decisions and negotiations, and conflict resolution principles. The 12 full papers presented in this volume were carefully reviewed and selected from 74 submissions. They were organized in topical sections as follows: pandemic responses; preference modeling for group decision and negotiation; conflict resolution; and collaborative decision making processes.

How People Negotiate

Guy Olivier Faure
How People Negotiate Book PDF

Author : Guy Olivier Faure
Publisher : Springer Science & Business Media
Page : 207 pages
File Size : 40,6 Mb
Release : 2012-12-06
Category : Social Science
ISBN : 9789400709898

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How People Negotiate by Guy Olivier Faure Pdf

How People Negotiate brings together a set of negotiation stories, accompanied by an integrative overview. This volume provides cases and theoretical elaboration and includes a comprehensive overview of research on negotiation. Some negotiation stories are exotic and strange: they come from a large number of countries, ranging from China, to African Countries, to the Ancient Middle East. Others are drawn from Western settings such as France, Germany, and USA. The negotiations described take various forms: negotiating with oneself, negotiating one's own way through bicycle traffic or animals appearing to negotiate with each other. The stories begin with Abraham negotiating with the Lord about the fate of Sodom, the first-ever recorded account of negotiations. The negotiations in this volume present something new and unusual. They are catchy, intriguing, exciting, intellectually challenging and original. They give us a new perspective on negotiating, tell us something about the world we live in, and - by means of a worthwhile detour - they teach us about ourselves.

Negotiating in Organizations

Max H. Bazerman,Roy Lewicki
Negotiating in Organizations Book PDF

Author : Max H. Bazerman,Roy Lewicki
Publisher : SAGE Publications, Incorporated
Page : 400 pages
File Size : 41,6 Mb
Release : 1983-08
Category : Business & Economics
ISBN : UCAL:B4358048

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Negotiating in Organizations by Max H. Bazerman,Roy Lewicki Pdf

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.

Group Decision and Negotiation: A Multidisciplinary Perspective

Danielle Costa Morais,Liping Fang,Masahide Horita
Group Decision and Negotiation A Multidisciplinary Perspective Book PDF

Author : Danielle Costa Morais,Liping Fang,Masahide Horita
Publisher : Springer Nature
Page : 212 pages
File Size : 48,8 Mb
Release : 2020-05-12
Category : Computers
ISBN : 9783030486419

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Group Decision and Negotiation: A Multidisciplinary Perspective by Danielle Costa Morais,Liping Fang,Masahide Horita Pdf

This book constitutes the refereed proceedings of the 20th International Conference on Group Decision and Negotiation, GDN 2020, which was planned to be held in Toronto, ON, Canada, during June 7–11, 2020. The conference was cancelled due to the Coronavirus pandemic. Nevertheless, it was decided to publish the proceedings, because the review process had already been completed at the time the cancellation was decided. The field of Group Decision and Negotiation focuses on decision processes with at least two participants and a common goal but conflicting individual goals. Research areas of Group Decision and Negotiation include electronic negotiations, experiments, the role of emotions in group decision and negotiations, preference elicitation and decision support for group decisions and negotiations, and conflict resolution principles. The 14 full papers presented in this volume were carefully reviewed and selected from 75 submissions. They were organized in topical sections named: Conflict Resolution, Preference Modeling for Group Decision and Negotiation, Intelligent Group Decision Making and Consensus Process, Collaborative Decision Making Processes.

Bargaining for Advantage

G. Richard Shell
Bargaining for Advantage Book PDF

Author : G. Richard Shell
Publisher : Unknown
Page : 286 pages
File Size : 52,6 Mb
Release : 2001
Category : Negotiation
ISBN : 0140289313

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Bargaining for Advantage by G. Richard Shell Pdf

Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.

3-d Negotiation

David A. Lax,James K. Sebenius
3 d Negotiation Book PDF

Author : David A. Lax,James K. Sebenius
Publisher : Harvard Business Press
Page : 304 pages
File Size : 50,7 Mb
Release : 2006-08-24
Category : Business & Economics
ISBN : 9781422143445

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3-d Negotiation by David A. Lax,James K. Sebenius Pdf

When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

The Negotiation Book

Steve Gates
The Negotiation Book Book PDF

Author : Steve Gates
Publisher : John Wiley & Sons
Page : 240 pages
File Size : 49,5 Mb
Release : 2015-10-08
Category : Business & Economics
ISBN : 9781119155522

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The Negotiation Book by Steve Gates Pdf

Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage

Group Decision and Negotiation in an Uncertain World

Ye Chen,Gregory Kersten,Rudolf Vetschera,Haiyan Xu
Group Decision and Negotiation in an Uncertain World Book PDF

Author : Ye Chen,Gregory Kersten,Rudolf Vetschera,Haiyan Xu
Publisher : Springer
Page : 212 pages
File Size : 44,9 Mb
Release : 2018-06-07
Category : Computers
ISBN : 9783319928746

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Group Decision and Negotiation in an Uncertain World by Ye Chen,Gregory Kersten,Rudolf Vetschera,Haiyan Xu Pdf

This book constitutes the refereed proceedings of the 18th International Conference on Group Decision and Negotiation, GDN 2018, held in Nanjing, China, in June 2018. The field of Group Decision and Negotiation focuses on decision processes with at least two participants and a common goal but conflicting individual goals. Research areas of Group Decision and Negotiation include electronic negotiations, experiments, the role of emotions in group decision and negotiations, preference elicitation and decision support for group decisions and negotiations, and conflict resolution principles. The 15 full papers presented in this volume were carefully reviewed and selected from 143 submissions. They were organized in topical sections named: theoretical concepts of group decision and negotiation; decision support and behavior in group decision and negotiation; and applications of group decision and negotiations.

The Essence of Negotiation

Jean-Marie Hiltrop,Sheila Udall
The Essence of Negotiation Book PDF

Author : Jean-Marie Hiltrop,Sheila Udall
Publisher : Financial Times/Prentice Hall
Page : 190 pages
File Size : 42,9 Mb
Release : 1995
Category : Business & Economics
ISBN : PSU:000043634279

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The Essence of Negotiation by Jean-Marie Hiltrop,Sheila Udall Pdf

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.

International Dimensions of Organizational Behavior

Nancy J. Adler
International Dimensions of Organizational Behavior Book PDF

Author : Nancy J. Adler
Publisher : South Western Educational Publishing
Page : 416 pages
File Size : 51,7 Mb
Release : 2002
Category : Business & Economics
ISBN : UCSD:31822031617830

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International Dimensions of Organizational Behavior by Nancy J. Adler Pdf

This popular and highly successful book helps readers understand the implications of world cultures in the workplace. The book takes the point of view that culture does impact the organization, and that it has its most significant impact at the micro level--at the level of people communicating, working, and negotiating with other people.

Group Decision and Negotiation. A Socio-Technical Perspective

Mareike Schoop,D. Marc Kilgour
Group Decision and Negotiation A Socio Technical Perspective Book PDF

Author : Mareike Schoop,D. Marc Kilgour
Publisher : Springer
Page : 229 pages
File Size : 42,8 Mb
Release : 2017-07-24
Category : Computers
ISBN : 9783319635460

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Group Decision and Negotiation. A Socio-Technical Perspective by Mareike Schoop,D. Marc Kilgour Pdf

This book constitutes the refereed proceedings of the 17th International Conference on Group Decision and Negotiation, GDN 2017, held in Stuttgart, Germany, in August 2017. The field of Group Decision and Negotiation focuses on decision processes with at least two participants and a common goal but conflicting individual goals. Research areas of Group Decision and Negotiation include electronic negotiations, experiments, the role of emotions in group decision and negotiations, preference elicitation and decision support for group decisions and negotiations, and conflict resolution principles. The 14 full papers presented in this volume were carefully reviewed and selected from 87 submissions. They were organized in topical sections named: general topics in group decision and negotiation; conflict resolution; emotions in group decision and negotiation; negotiation support systems and studies; and preference modeling for group decision and negotiation. The book also contains two invited talks in full paper length.