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Author: Jennifer Overbeck
Publisher: Emerald Group Publishing
Published: 2011-06-09
Total Pages: 274
ISBN-13: 0857245600
DOWNLOAD EBOOKPart 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.
Author: Roger Fisher
Publisher: Houghton Mifflin Harcourt
Published: 1991
Total Pages: 242
ISBN-13: 9780395631249
DOWNLOAD EBOOKDescribes 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: Roderick M. Kramer
Publisher: SAGE
Published: 1995-04-06
Total Pages: 365
ISBN-13: 0803957386
DOWNLOAD EBOOKA 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.
Author: Guy Olivier Faure
Publisher: Springer Science & Business Media
Published: 2012-12-06
Total Pages: 194
ISBN-13: 9400709897
DOWNLOAD EBOOKHow 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.
Author: D. Marc Kilgour
Publisher: Springer Science & Business Media
Published: 2010-08-02
Total Pages: 473
ISBN-13: 9048190975
DOWNLOAD EBOOKPublication 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: Bilyana Martinovsky
Publisher: Springer
Published: 2015-07-01
Total Pages: 225
ISBN-13: 9401799636
DOWNLOAD EBOOKThe 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.
Author: David A. Lax
Publisher: Harvard Business Press
Published: 2006
Total Pages: 298
ISBN-13: 1591397995
DOWNLOAD EBOOKMost discussions on negotiation use an exclusively at-the-table perspective, focused on tactics, persuasion, psychology and other 1-D elements of the negotiation process. Articulating a 3-D perspective, this book presents a practical approach by focusing on the surface process and also on the value to be unlocked with skillful deal-design.
Author: Danielle Costa Morais
Publisher:
Published: 2021
Total Pages: 0
ISBN-13: 9783030772093
DOWNLOAD EBOOKThis 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.
Author: Danielle Costa Morais
Publisher: Springer Nature
Published: 2020-05-12
Total Pages: 212
ISBN-13: 3030486419
DOWNLOAD EBOOKThis 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.
Author: Margaret A. Neale
Publisher: Profile Books
Published: 2015-07-02
Total Pages: 375
ISBN-13: 1782831061
DOWNLOAD EBOOKMost of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation. Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and when to walk away; why keeping a straight face can prevent you from getting the best deal; when to make the first offer and when to wait; and why meeting in the middle can result in both sides being worse off. Drawing on three decades of ground-breaking research into behavioural economics, psychology and strategic thinking, Getting (More of) What You Want will revolutionise the way you approach negotiation. Whether you're looking for a better deal on your new car, asking for a pay rise, selling your company or just deciding who does the washing up, this book will help you become a more successful, more efficient negotiator - and get more of exactly what you want.
