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Author: J. Nyden
Publisher: Springer
Published: 2013-09-09
Total Pages: 234
ISBN-13: 1137344156
DOWNLOAD EBOOKDrawing on best practices and real examples from companies who are achieving record results, Getting to We flips conventional negotiation on its head, shifting the perspective from a tug of war between parties to a collaborative partnership where both sides effectively pull against a business problem.
Author: Howard Raiffa
Publisher: Harvard University Press
Published: 2007-03-31
Total Pages: 567
ISBN-13: 0674024141
DOWNLOAD EBOOKThis masterly book substantially extends Howard Raiffa’s earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach—building from simple hypothetical examples—the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.
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: Howard Raiffa
Publisher: Harvard University Press
Published: 2007-03-31
Total Pages: 567
ISBN-13: 0674255690
DOWNLOAD EBOOKThis masterly book substantially extends Howard Raiffa's earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach--building from simple hypothetical examples--the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.
Author: Frederic Etienbled
Publisher: MyPublishingCompany
Published: 2017-08-15
Total Pages: 71
ISBN-13:
DOWNLOAD EBOOKABOUT THE BOOK Negotiation is a word that first appeared in France around the 15th century. It comes from the Latin verb negotiari, which means to do carry a business, public or private, or act as a banker. Until recently, negotiation often carried the meaning of conflict, or battle. Nowadays, the complexity and inter-connectivity of both the business and personal world is clearly showing that it becomes extremely difficult, if not impossible, to achieve one’s objectives alone. In this context, the meaning and the objectives of negotiation is shifting from a conflictual approach to a collaborative approach. In this workshop, you will work to gain then skills and confidence to • Use Negotiations as a Platform to Win with Business Partner, gain Market Shares and Supporters • Develop an understanding of the differences between Selling and Negotiating • Implement a systematic and professional Negotiation Process • Improve the preparation of the Negotiations • Identify and implement Negotiation Tools for local success and regional synergy
Author: Lavinia Hall
Publisher: SAGE
Published: 1993
Total Pages: 228
ISBN-13: 9780803948501
DOWNLOAD EBOOKComprises a collection of papers discussing the issue of negotiation. Presents a set of ideas, organized around frameworks for improving negotiation; the challanges to applying these ideas in organizational settings; and some analysis of individual behaviour in negotiation.
Author: Christian Krötzl
Publisher: Routledge
Published: 2022-03-28
Total Pages: 326
ISBN-13: 1000567826
DOWNLOAD EBOOKFocusing on forms of interaction and methods of negotiation in multicultural, multi-ethnic and multilingual contexts during Antiquity and the Middle Ages, this volume examines questions of social and cultural interaction within and between diverse ethnic communities. Toleration and coexistence were essential in all late antique and medieval societies and their communities. However, power struggles and prejudices could give rise to suspicion, conflict and violence. All of these had a central influence on social dynamics, negotiations of collective or individual identity, definitions of ethnicity and the shaping of legal rules. What was the function of multicultural and multilingual interaction: did it create and increase conflicts, or was it rather a prerequisite for survival and prosperity? The focus of this book is society and the history of everyday life, examining gender, status and ethnicity and the various forms of interaction and negotiation.
Author: Grande Lum
Publisher: Mcgraw-hill
Published: 2010-09-16
Total Pages: 0
ISBN-13: 9780071743471
DOWNLOAD EBOOKThe classic guide to collaborative negotiation--updated for today's ultracompetitive environment "We negotiate every day--in school, in business, in politics, in everything we do. Every time I want to influence someone or deal with someone who wants to influence me, I am negotiating. For that world, this is perhaps the most useful book you will ever find." -- Roger Fisher, bestselling coauthor of Getting to Yes The definitive practical guide to the art of negotiating, this revised and expanded edition of The Negotiation Fieldbook details topics other books don't even touch upon. It helps you steer a negotiation first to collaboration and then to agreement--a much more effective tactic than "dominating" the process. Filled with quizzes to reinforce what you’ve learned, The Negotiation Fieldbook is a complete package with everything you need to enter negotiations with skill and confidence--and create a win-win situation for all. NEW TO THIS EDITION: Analysis of different negotiation styles and situations The fundamentals of ethical negotiating Important breakthroughs in negotiation psychology Conducting negotiations on behalf of others
Author: Lawrence Susskind
Publisher: John Wiley & Sons
Published: 2002-10-08
Total Pages: 496
ISBN-13: 0787966592
DOWNLOAD EBOOKTransboundary Environmental Negotiation is an important collection of articles generated by faculty and graduate students at MIT, the Fletcher School of Law and Diplomacy at Tufts University, and the Program on Negotiation at Harvard Law School. The contributors emphasize the ways in which global environmental treaty-making can be improved. They highlight new environmental problems that pose difficult global negotiation challenges and suggest new strategies for involving a range of nongovernmental actors in ways that can overcome the obstacles to transboundary environmentalism.
Author: Leigh L. Thompson
Publisher: FT Press
Published: 2013-06-26
Total Pages: 213
ISBN-13: 013335346X
DOWNLOAD EBOOKLearn to be a world-class negotiator: get what you want and need out of any negotiation! Here, top negotiations expert Leigh Thompson brings together 50+ proven negotiation principles and bite-size, easy-to-use techniques that work! Now fully updated, this edition contains brand-new “truths” for negotiating successfully across generations and cultures, negotiating in virtual environments, and more. Thompson provides realistic game plans that work in any negotiation situation and shows how to create win-win deals by leveraging carefully collected information. Thompson also helps you effectively lay claim to part of the win-win goldmine, and more. You’ll learn how to handle less-than-perfect situations, such as getting called on a bluff, establishing trust with someone you don’t trust, recognizing when to walk away, negotiating with people you don’t like — and conversely, negotiating with people you love. Thompson guides you every step of the way, helping you plan strategy, understand your “best alternative to a negotiated agreement,” make the first offer, control the process (and your emotions), resolve difficult disputes, and achieve the goals that matter most.
