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Author : Stuart M. Schmidt,Arthur Hochner,Deanna Geddes
Publisher : Unknown
Page : 0 pages
File Size : 52,6 Mb
Release : 2008-01-18
Category : Business education
ISBN : 0757549233
Author : I. William Zartman,Jeffrey Z. Rubin
Publisher : University of Michigan Press
Page : 326 pages
File Size : 55,9 Mb
Release : 2000
Category : Balance of power
ISBN : 0472089072
Examines perceived power on the basis of which symmetries and asymmetries in the relations between parties can be identified
Author : Max H. Bazerman,Roy Lewicki
Publisher : SAGE Publications, Incorporated
Page : 400 pages
File Size : 55,6 Mb
Release : 1983-08
Category : Business & Economics
ISBN : UCAL:B4358048
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.
Author : Jeswald W. Salacuse
Publisher : Springer
Page : 235 pages
File Size : 54,8 Mb
Release : 2017-07-11
Category : Business & Economics
ISBN : 9781137591159
This book examines the central role of negotiation in gaining, exercising, and retaining leadership within organizations, large and small, public and private. Its aim is to instruct readers on the way to use negotiation to lead effectively. For far too long conventional wisdom has proposed that strong leaders refuse to negotiate, viewing negotiation as a sign of weakness. Leading people requires charisma, vision, and a commanding presence, not the tricks for making deals. For many executives, negotiation is a tool to use outside the organization to deal with customers, suppliers, and creditors. Inside the organization, it’s strictly “my way or the highway.” Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases of the leadership lifecycle: 1) leadership attainment, 2) leadership action; and 3) leadership preservation and loss. Drawing on experience in wide variety of settings, including the author’s own leadership positions, the book will examine high profile leadership cases such as the rise and fall of Carly Fiorina at Hewlett-Packard, the skillful negotiations by Warren Buffet to save Salomon Brothers from extinction, and the successful efforts by the partners at Goldman Sachs to negotiate a new vision and direction for that financial giant. Leaders and managers should pick up this book to learn how effective negotiation is essential to both gaining and exercising leadership and to overcoming threats to a leader’s position.
Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 52,9 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246
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.
Author : Steven C. Currall,Deanna Geddes,Stuart M. Schmidt,Arthur Hochner
Publisher : Unknown
Page : 368 pages
File Size : 50,9 Mb
Release : 1993
Category : Business education
ISBN : 084038937X
Author : Deborah M. Kolb,Jessica L. Porter
Publisher : John Wiley & Sons
Page : 292 pages
File Size : 44,6 Mb
Release : 2015-01-27
Category : Business & Economics
ISBN : 9781118352410
Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.
Author : Anonim
Publisher : Unknown
Page : 0 pages
File Size : 41,7 Mb
Release : 2001
Category : Business education
ISBN : OCLC:1311036291
Author : Shanto Iyengar,William James McGuire
Publisher : Duke University Press
Page : 504 pages
File Size : 40,6 Mb
Release : 1993
Category : History
ISBN : 0822313243
Mapping the territory where political science and psychology intersect, Explorations in Political Psychology offers a broad overview of the the field of political psychology--from its historical evolution as an area of inquiry to the rich and eclectic array of theories, concepts, and methods that mark it as an emerging discipline. In introductory essays, editors Shanto Iyengar and William J. McGuire identify the points of exchange between the disciplines represented and discuss the issues that make up the subfields of political psychology. Bringing together leading scholars from social psychology and political science, the following sections discuss attitude research (the study of political attitudes and opinions); cognition and information-processing (the relationship between the structures of human information-processing and political and policy preferences); and decision making (how people make decisions about political preferences). As a comprehensive introduction to a growing field of interdisciplinary concern, Explorations in Political Psychology will prove a useful guide for historians, social psychologists, and political scientists with an interest in individual political behavior. Contributors. Stephen Ansolabehere, Donald Granberg, Shanto Iyengar, Robert Jervis, Milton Lodge, Roger D. Masters, William J. McGuire, Victor C. Ottati, Samuel L. Popkin, William M. Runyan, David O. Sears, Patrick Stroh, Denis G. Sullivan, Philip E. Tetlock, Robert S. Wyer, Jr.
Author : Thomas A. Kochan
Publisher : Unknown
Page : 40 pages
File Size : 42,8 Mb
Release : 1983
Category : Industrial relations
ISBN : CORNELL:31924000102719
Author : Michele J. Gelfand,Jeanne M. Brett
Publisher : Stanford University Press
Page : 478 pages
File Size : 51,7 Mb
Release : 2004
Category : Business & Economics
ISBN : 9780804745864
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.
Author : Samuel B. Bacharach,Edward J. Lawler
Publisher : Unknown
Page : 280 pages
File Size : 53,9 Mb
Release : 1980
Category : Business & Economics
ISBN : UOM:39015040482237
Toward a political theory of organizations; Form of power; Content of power; Authority structure and coalition formation; Interest group versus coalition politics; Conflict as bargaining; Theory of bargaining tactics; Coercion in intraorganizational bargaining; Influence networks and decision making.
Author : Joshua Gordon,Gary Furlong
Publisher : Taylor & Francis
Page : 192 pages
File Size : 41,7 Mb
Release : 2023-06-30
Category : Business & Economics
ISBN : 9781000837568
Empowering organizations to thrive, this book provides a clear diagnostic framework with specific approaches and processes that leaders can use to build a negotiation function that will succeed each and every time. Negotiation is a required skill and a core competency, but most organizations focus exclusively on individual negotiation skills and abilities and pay little attention to the internal culture and environment that shapes and guides these individuals. This book takes a dramatically different approach to building success in each and every negotiation, producing results that align with organizational strategy at all levels. Professionals in sales, procurement and supply chain, human resources, change management, mergers and acquisitions, contracts, start-ups, construction partnering, and training consultants and students of business and law will value a text that understands how to build negotiation skills and capability across the organization by aligning individual skills with an evidence-based approach that actually works.
Author : Steve Gates
Publisher : John Wiley & Sons
Page : 240 pages
File Size : 48,8 Mb
Release : 2015-10-08
Category : Business & Economics
ISBN : 9781119155522
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
Author : Edda Weigand,Marcelo Dascal
Publisher : John Benjamins Publishing
Page : 311 pages
File Size : 53,6 Mb
Release : 2001-09-06
Category : Language Arts & Disciplines
ISBN : 9789027298324
The topic of negotiation has turned out to be of crucial interdisciplinary interest for our understanding of what we are doing in language use. Are we exchanging meanings defined in advance and presupposing equal understanding on the basis of a rule-governed system, or are we negotiating meaning and understanding in the framework of an open dialogic universe? Negotiation, on the one hand, can be taken as the name of a specific dialogue type or action game of bargaining. On the other hand, it represents a methodological concept for describing and explaining dialogic interaction which replaces the orthodox view of pattern transference. The papers collected in this volume deal with both versions of the concept of negotiation. This volume contains a selection of papers presented at the International Conference on Pragmatics and Negotiation at Tel Aviv University and the Hebrew University of Jerusalem in June, 1999. The dialogic aspect was taken as the key concept to guide the present selection.
