In this book the social scientist and economist Professor Dr. Raymond Saner draws on his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two thirds of negotiation practice is learnable. The author treats the different aspects of negotiation practice in a way that is useful to both academics and practitioners, such that the general laws and principles gradually become evident as and of themselves.
In this book the social scientist and economist Professor Dr. Raymond Saner draws on his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two thirds of negotiation practice is learnable. The author treats the different aspects of negotiation practice in a way that is useful to both academics and practitioners, such that the general laws and principles gradually become evident as and of themselves.
In this book the social scientist and economist Dr Raymond Saner draws on his long years of experience as a negotiation trainer and university lecturer to show that two-thirds of negotiation practice is learnable.
Humans and human wellbeing depend on the natural resources provided by Planet Earth, and they depend on the solidarity between human beings. That is, on the social resources provided by society. Both types of resources are available to everyone: they are public goods. The book approaches the topic from various angles, including the often-neglected dimension of measuring. It offers a holistic conception that covers the macro- and the micro-economic, the political and the developmental aspects. It shows which range of action is available at different levels of decision-making and which outcomes these may provide. And it emphasizes that a philosophical base is needed for understanding and managing the topic, and that wellbeing can only be improved and the common good can only be maintained if the public and the private sectors cooperate. With the advent of the United Nations’ sustainable development goals, this cooperation has received momentum in all its facets and for all levels – from the local to the global. The book is aimed both at scholars and students as well as practitioners in businesses and in public service. In academia, it may serve as a companion to textbooks on, e.g., public finance, sustainable development, social affairs, and public-private partnerships, both in undergraduate and graduate levels. For professionals in businesses and in public service, the book offers an insight into the topic that does not recur to an academic language. There is always a need for books that appeal both to readers who are managers as well as to scholars who wish to glance beyond their adopted profession.
This book provides an expansive review of the public goods theme and highlights the inherent linkage between sustainable development and corporate responsibility for improving the current and future welfare of communities both at home and abroad. The main proposition here is that sustainable development is focused on preserving and maintaining public goods. Consequently, whoever uses public goods is liable for their preservation, their maintenance, and, where they are underdeveloped, for their expansion. Successful delivery, both now and in the future, depends on a positive relationship of the public sector with the private sector. This book will serve to stimulate discussions of scholars and policy makers in the field of sustainable development with business leaders, and will close the gap between the public and the private sectors by building a common understanding and common methodologies for implementing and measuring sustainable development in the macro- and the micro-spheres.
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.
The Most Practical Book on Negotiating Ever Written Negotiating is an art. It's complicated. To become an exceptional negotiator traditionally requires years of experience in negotiations. But that doesn't mean that most people can't quickly and easily learn proven negotiating skill and techniques if someone shows them what to do. This book does exactly that. Never Lose Again reveals a simple but remarkably effective set of fifty questions that anyone can immediately use to become far better negotiators. The fifty questions apply to all types of negotiation situations, from conflicts like buying a home or car to business transactions of all kinds. Each question has been designed to put you in the best position possible, helping you to avoid tricks, break deadlocks, discover conflict and dispute resolutions, and find hidden deals in all types of negotiations. No other book on the market distills the key negotiation principles into such a simply, effective, and instantly usable form. By learning to use these questions, you can start thinking like expert negotiators and make better deals for yourself, your family, and your business.
Whether you need to ask for a raise at work, request a better hotel room while you're on holiday, or even debate with your stubborn teenager at home, you can learn effective and powerful negotiation skills to help you get the best deal every time. In this fully revised and updated fourth edition of the worldwide success Everything is Negotiable, expert negotiator Gavin Kennedy walks you through all the techniques and tricks you need to get the best deal in any situation. With chapters on such subjects as making your offer count, dealing with intimidation and getting it in writing, as well as self-assessment tests to help chart your progress, Everything is Negotiable is a one-stop shop for anyone who wants to improve their negotiation skills. Superbly practical and insightful, this essential guide will make sure you come out top in any negotiation.
The process of negotiation, standing as it does between war and peace in many parts of the globe, has never been a more vital process to understand than in today's rapidly changing international system. Students of negotiation must first understand key IR concepts as they try to incorporate the dynamics of the many anomalous actors that regularly interact with conventional state agents in the diplomatic arena. This hands-on text provides an essential introduction to this high-stakes realm, exploring the impact of complex multilateralism on traditional negotiation concepts such as bargaining, issue salience, and strategic choice. Using an easy-to-understand board game analogy as a framework for studying negotiation episodes, the authors include a rich array of real-world cases and examples—now updated with the results of the Paris climate change agreement—to illustrate key themes, including the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. Providing tools for analyzing why negotiations succeed or fail, this innovative text also presents effective exercises and learning approaches that enable students to understand the complexities of negotiation by engaging in the diplomatic process themselves.
This is the revised edition of the first text book in English specially developed for training for IPMA-D and IPMA-C exams, now based on Version 4 of the ICB. In this 4th edition, the text has been restructured and extended to align with the structure and scope of the competence elements in the ICB version 4, divided into Practice competences, People competences and Perspective competences. Therefore, this book will be essential guidance and study book for everyone studying for the IPMA-D, IPMA-C and IPMA-B exams. Besides that, it is an extremely rich source book for those project managers that have committed themselves to a lifelong professional development. In addition, the book had to be applicable to groups of project managers originating from diverse cultures. For this reason, this is not a book that tells how a Westerner must behave in an Arab or an Asian country, but one that looks at the different subjects covered in the ICB, as seen from diverse cultural standpoints. Each chapter is based on the same structure: Key concepts, Introduction, Actions that lead to competence development, Self-assessment, Special topics, Assignments. Text boxes, additional to the main text, give additional explanation to the main text. An elaborate Index of terms allows that this book can be used as a highly up-to-date information source to all aspects of project management. Next to that all, a web-site is available with videos, discussion fora on specific topics, and the opportunity to discuss with the author.
