This is the latest volume in the popular Technical Manager's Survival Guides book series. Follow these instructions, and you will find that negotiations are won and lost before any discussion (negotiation) is attempted.
In the workplace, negotiation is used to arrange business deals of all sorts - in the engineering world these range from establishing schedules and budgets in the context of Project Management to developing and entering into extensive contracts, such as for large construction projects. This is a guide to becoming more aware of the art of negotiation and putting it to use with tips and examples. It provides knowledge and the tools to become a successful negotiator. Valuable for both personal situations as well as professional.
Tirella and Bates help professionals conduct effective negotiations by showing how to prepare teams for the game, read and interact with the opposition, and, most importantly, to define winning and losing before, during, and after the negotiation.
Strategies for transboundary natural resource management; winner of Harvard Law School's Raiffa Award for best research of the year in negotiation and conflict resolution. Transboundary natural resource negotiations, often conducted in an atmosphere of entrenched mistrust, confrontation, and deadlock, can go on for decades. In this book, Bruno Verdini outlines an approach by which government, private sector, and nongovernmental stakeholders can overcome grievances, break the status quo, trade across differences, and create mutual gains in high-stakes water, energy, and environmental negotiations. Verdini examines two landmark negotiations between the United States and Mexico. The two cases—one involving conflict over shared hydrocarbon reservoirs in the Gulf of Mexico and the other involving disputes over the shared waters of the Colorado River—resulted in groundbreaking agreements in 2012, after decades of deadlock. Drawing on his extensive interviews with more than seventy high-ranking negotiators in the United States and Mexico—from presidents and ambassadors to general managers, technical experts, and nongovernmental advocates—Verdini offers detailed accounts from multiple points of view, on both sides of the border. He unpacks the negotiation, leadership, collaborative decision-making, and political communication strategies that made agreement possible. Building upon the theoretical and empirical findings, Verdini offers advice for practitioners on effective negotiation and dispute resolution strategies that avoid the presumption that there are not enough resources to go around, and that one side must win and the other must inevitably lose. This investigation is the winner of Harvard Law School's Howard Raiffa Award for best research of the year in negotiation, mediation, decision-making, and dispute resolution.
Sustainable development is one of the key challenges of the twenty-first century. The engineering profession is central to achieving sustainable development. To date, engineering contributions to sustainability have focused on reducing the environmental impacts of development and improving the efficiency of resource use. This approach is consistent with dominant policy responses to environmental problems, which have been characterised as ecological modernisation. Ecological modernisation assumes that sustainability can be addressed by reforming modern society and developing environmental technologies. Environmental philosophers have questioned these assumptions and call into question the very nature of modern society as underlying the destruction of nature and the persistence of social inequality. Central to the crises of ecology and human development are patterns of domination and the separation of nature and culture. Engineering has a clear role to play in ecological modernisation, but its role in more radical visions of sustainability is uncertain. Actor-network theory provides an analysis of socio-technical systems which does not require the separation of nature and culture, and it provides a way of thinking about how engineers are involved in shaping society and its relationship to the environment. It describes the world in terms of relationships between human and non-human actors. It shows that social relationships are mediated by technologies and non-human nature, and that assumptions about society and behaviour are ""baked-in"" to technological systems. Modern infrastructure systems are particularly important in shaping society and have significant environmental impacts. Modern infrastructure has allowed the consumption of resources far beyond basic human needs in developed countries. Failure to deliver infrastructure services has resulted in billions of the world's poorest people missing out on the benefits of modern development. Engineers have an important role to play in developing new infrastructure systems which acknowledge the relationships between technology and society in shaping demand for resources and environmental impacts, as well as alleviating poverty. Engineers have an important role in mediating between the values of society, clients, the environment and the possibilities of technology. Constructive Technology Assessment and Value Sensitive Design are two methodologies which engineers are using to better account for the social and ethical implications of their work. Understanding engineering as a hybrid, socio-technical profession can help develop new ways of working that acknowledge the importance of technology and infrastructure in shaping social relationships that are central to achieving sustainability. Table of Contents: The Origins of Sustainability / Ecological Modernisation / Environmental Ethics / Society and Technology / Engineering Consumption / Sustainable Urban Water Systems / Engineering, Technology and Ethics / Conclusion
Each one of us has views about education, how discipline should function, how individuals learn, how they should be motivated, what intelligence is, and the structures (content and subjects) of the curriculum. Perhaps the most important beliefs that (beginning) teachers bring with them are their notions about what constitutes "good teaching". The scholarship of teaching requires that (beginning) teachers should examine (evaluate) these views in the light of knowledge currently available about the curriculum and instruction, and decide their future actions on the basis of that analysis. Such evaluations are best undertaken when classrooms are treated as laboratories of inquiry (research) where teachers establish what works best for them. Two instructor centred and two learner centred philosophies of knowledge, curriculum and instruction are used to discern the fundamental (basic) questions that engineering educators should answer in respect of their own beliefs and practice. They point to a series of classroom activities that will enable them to challenge their own beliefs, and at the same time affirm, develop, or change their philosophies of knowledge, curriculum and instruction.
Managing the human side of work Research by Daniel Goleman, a psychologist and coauthor of Primal Leadership, has shown that emotional intelligence is a more powerful determinant of good leadership than technical competence, IQ, or vision. Influencing those around us and supporting our own well-being requires us to be self-aware, know when and how to regulate our emotional reactions, and understand the emotional responses of those around us. No wonder emotional intelligence has become one of the crucial criteria in hiring and promotion. But luckily it’s not just an innate trait: Emotional intelligence is composed of skills that all of us can learn and improve on. In this guide, you’ll learn how to: Determine your emotional intelligence strengths and weaknesses Understand and manage your emotional reactions Deal with difficult people Make smarter decisions Bounce back from tough times Help your team develop emotional intelligence Arm yourself with the advice you need to succeed on the job, with the most trusted brand in business. Packed with how-to essentials from leading experts, the HBR Guides provide smart answers to your most pressing work challenges.
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. Features of this text Takes a communication perspective, analyzing the negotiation process and how different settings and elements affect negotiation strategies and techniques; Discusses the cultural context of conflict in U.S. society throughout; Introduces basic theoretical principles and practical steps in the negotiating process; Moves on a continuum from micro (interpersonal) to macro (international) levels of negotiation; Addresses the interpersonal skills necessary for effective negotiation, factors that cause negotiations to break down, and what to do when that happens; Includes "Professional Profiles" interviews with professional negotiators from a variety of backgrounds; Brings concepts to life for students through the use of boxed negotiation examples from a variety of contexts. Recommended for upper-level undergraduate and graduate students taking courses in conflict management and negotiation. Also useful for students in applied programs, such as training and adult education courses in management development, conflict management, and negotiation.