The Negotiation Process

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Bargaining for Advantage

G. Richard Shell
Bargaining for Advantage Book PDF

Author : G. Richard Shell
Publisher : Unknown
Page : 286 pages
File Size : 41,5 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.

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 : 50,6 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.

Negotiation as a Social Process

Roderick M. Kramer,David M. Messick
Negotiation as a Social Process Book PDF

Author : Roderick M. Kramer,David M. Messick
Publisher : SAGE
Page : 365 pages
File Size : 49,9 Mb
Release : 1995-04-06
Category : Language Arts & Disciplines
ISBN : 9780803957381

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

A collection of 14 studies emphasizing the social dimensions of negotiation as a means of reducing the domination of the field by cognitive approaches. Among the topics are an information-processing perspective on the social context in negotiation, social factors that make freedom unattractive and more.

HBR's 10 Must Reads on Negotiation (with bonus article "15 Rules for Negotiating a Job Offer" by Deepak Malhotra)

Harvard Business Review,Daniel Kahneman,Deepak Malhotra,Erin Meyer,Max H. Bazerman
HBR s 10 Must Reads on Negotiation with bonus article 15 Rules for Negotiating a Job Offer by Deepak Malhotra Book PDF

Author : Harvard Business Review,Daniel Kahneman,Deepak Malhotra,Erin Meyer,Max H. Bazerman
Publisher : Harvard Business Press
Page : 186 pages
File Size : 53,5 Mb
Release : 2019-04-30
Category : Business & Economics
ISBN : 9781633697768

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HBR's 10 Must Reads on Negotiation (with bonus article "15 Rules for Negotiating a Job Offer" by Deepak Malhotra) by Harvard Business Review,Daniel Kahneman,Deepak Malhotra,Erin Meyer,Max H. Bazerman Pdf

Learn to be a better negotiator--and achieve the outcomes you want. If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible. This book will inspire you to: Control the negotiation before you enter the room Persuade others to do what you want--for their own reasons Manage emotions on both sides of the table Understand the rules of negotiating across cultures Set the stage for a healthy relationship long after the ink has dried Identify what you can live with and when to walk away This collection of articles includes: "Six Habits of Merely Effective Negotiators" by James K. Sebenius; "Control the Negotiation Before It Begins" by Deepak Malhotra; "Emotion and the Art of Negotiation" by Alison Wood Brooks; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "15 Rules for Negotiating a Job Offer" by Deepak Malhotra; "Getting to Si, Ja, Oui, Hai, and Da" by Erin Meyer; "Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino" by Diane L. Coutu; "Deal Making 2.0: A Guide to Complex Negotiations" by David A. Lax and James K. Sebenius; "How to Make the Other Side Play Fair" by Max H. Bazerman and Daniel Kahneman; "Getting Past Yes: Negotiating as if Implementation Mattered" by Danny Ertel; "When to Walk Away from a Deal" by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.

The Negotiation Process

I. William Zartman
The Negotiation Process Book PDF

Author : I. William Zartman
Publisher : SAGE Publications, Incorporated
Page : 252 pages
File Size : 44,5 Mb
Release : 1978-10
Category : Language Arts & Disciplines
ISBN : STANFORD:36105041063707

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The Negotiation Process by I. William Zartman Pdf

From the John Holmes Library collection.

Negotiation

David Churchman
Negotiation Book PDF

Author : David Churchman
Publisher : University Press of America
Page : 108 pages
File Size : 40,9 Mb
Release : 1995
Category : Business & Economics
ISBN : 0819199478

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Negotiation by David Churchman Pdf

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.

Effective Negotiation

Ray Fells
Effective Negotiation Book PDF

Author : Ray Fells
Publisher : Cambridge University Press
Page : 248 pages
File Size : 44,7 Mb
Release : 2009-11-16
Category : Business & Economics
ISBN : 9781139482462

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Effective Negotiation by Ray Fells Pdf

Essential reading for students and professionals in the fields of business, law and management, Effective Negotiation offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement. In this book Ray Fells draws on his extensive experience as a teacher and researcher to examine key issues such as trust, power and information exchange, ethics and strategy. Recognising the complexity of the negotiation process, he gives advice on how to improve as a negotiator by turning the research on negotiation into practical recommendations. It covers: • How to negotiate strategically • Negotiating on behalf of others • Cultural differences in negotiation The principles and skills outlined here focus on the business context but also apply to interpersonal and sales-based negotiations, and when resolving legal, environmental and social issues. Effective Negotiation also features a companion website with lecturer resources.

The Handbook of Negotiation and Culture

Michele J. Gelfand,Jeanne M. Brett
The Handbook of Negotiation and Culture Book PDF

Author : Michele J. Gelfand,Jeanne M. Brett
Publisher : Stanford University Press
Page : 478 pages
File Size : 48,6 Mb
Release : 2004
Category : Business & Economics
ISBN : 9780804745864

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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.

International Negotiation

Ho-Won Jeong
International Negotiation Book PDF

Author : Ho-Won Jeong
Publisher : Cambridge University Press
Page : 128 pages
File Size : 42,7 Mb
Release : 2016-04-07
Category : Political Science
ISBN : 9781316432068

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International Negotiation by Ho-Won Jeong Pdf

Negotiation has always been an important alternative to the use of force in managing international disputes. This textbook provides students with the insight and knowledge needed to evaluate how negotiation can produce effective conflict settlement, political change and international policy making. Students are guided through the processes by which actors make decisions, communicate, develop bargaining strategies and explore compatibilities between different positions, while attempting to maximize their own interests. In examining the basic ingredients of negotiation, the book draws together major strands of negotiation theories and illustrates their relevance to particular negotiation contexts. Examples of well-known international conflicts and illustrations of everyday situations lead students to understand how theory is utilized to resolve real-world problems, and how negotiation is applied to diverse world events. The textbook is accompanied by a rich suite of online resources, including lecture notes, case studies, discussion questions and suggestions for further reading.

Interpersonal Negotiations

Len Leritz
Interpersonal Negotiations Book PDF

Author : Len Leritz
Publisher : AMACOM Div American Mgmt Assn
Page : 160 pages
File Size : 42,8 Mb
Release : 1994-09-16
Category : Interpersonal communication
ISBN : 9780761214106

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Interpersonal Negotiations by Len Leritz Pdf

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 Negotiation Book

Steve Gates
The Negotiation Book Book PDF

Author : Steve Gates
Publisher : John Wiley & Sons
Page : 240 pages
File Size : 42,7 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

Negotiation Excellence: Successful Deal Making (2nd Edition)

Benoliel Michael
Negotiation Excellence Successful Deal Making 2nd Edition Book PDF

Author : Benoliel Michael
Publisher : World Scientific
Page : 536 pages
File Size : 46,7 Mb
Release : 2014-09-16
Category : Business & Economics
ISBN : 9789814556965

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Negotiation Excellence: Successful Deal Making (2nd Edition) by Benoliel Michael Pdf

Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.

The Negotiation Process

I. William Zartman
The Negotiation Process Book PDF

Author : I. William Zartman
Publisher : SAGE Publications, Incorporated
Page : 268 pages
File Size : 49,9 Mb
Release : 1978
Category : Political Science
ISBN : UCAL:B3891938

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The Negotiation Process by I. William Zartman Pdf

From the John Holmes Library collection.

Negotiation

Carrie Menkel-Meadow,Andrea Kupfer Schneider,Lela Porter Love
Negotiation Book PDF

Author : Carrie Menkel-Meadow,Andrea Kupfer Schneider,Lela Porter Love
Publisher : Unknown
Page : 0 pages
File Size : 46,6 Mb
Release : 2014
Category : Compromise (Law)
ISBN : 1454802642

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Negotiation by Carrie Menkel-Meadow,Andrea Kupfer Schneider,Lela Porter Love Pdf

A distinguished team of leaders in the field of dispute resolution offers a thorough treatment of negotiation skills, ethics, and problem-solving techniques. Comprehensive and current, Negotiation: Processes for Problem Solving covers th

Negotiation

Michael L Spangle,Myra Warren Isenhart
Negotiation Book PDF

Author : Michael L Spangle,Myra Warren Isenhart
Publisher : SAGE Publications
Page : 456 pages
File Size : 41,5 Mb
Release : 2002-09-24
Category : Language Arts & Disciplines
ISBN : 9781506319261

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Negotiation by Michael L Spangle,Myra Warren Isenhart Pdf

Negotiation is not formulaic. How we negotiate is determined largely by the context in which the negotiation process takes place. Negotiation: Communication for Diverse Settings provides the reader with a comprehensive overview of the negotiation process as it applies to a wide variety of contexts. Skillfully weaving practitioner interviews and real world examples throughout the book, Michael Spangle and Myra Warren Isenhart emphasize the day-to-day relevance of negotiation skill. The authors provide knowledge vital to successful negotiation in a variety of situations, including interpersonal relations, the workplace, shopping and other consumer settings, community relations, and international affairs. Discussions of the moral and ethical dilemmas of negotiation-as well as the detail provided in various sections, such as international negotiations will undoubtedly prove useful to novice and seasoned negotiators alike.