Download or read book Decision Dynamics Persuasion and Negotiation written by P. L. Yu and published by . This book was released on 1975 with total page 40 pages. Available in PDF, EPUB and Kindle. Book excerpt: There are four elements in decision making: the set of possible alternatives, the criteria for good decisions, the possible outcomes of each possible alternative in terms of the criteria and the preference for the outcomes in terms of the criteria. These four elements grow and vary with the time. The decision process stops when one or several alternatives are found to be optimal, satisfactory and the benefit of further search cannot justify the cost or pain of further search for information. This observation of decision dynamics makes it possible to capture the essence of complicated dynamic multicriteria decision making. It also supplies a framework to study the fascinating and mysterious concepts of persuasion and negotiation. Effective rules for persuasion and negotiation are discussed with examples. It is pointed out that the present for negotiation is quite different from that of classical game theory. In this setting, realistic negotiation or bargaining processes can be incorporated.
Download or read book Decision Dynamics with an Application to Persuasion and Negotiation written by Po-Lung Yu and published by . This book was released on 1978 with total page 19 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Negotiate written by Quinton Joser and published by Freegulls Publishing House. This book was released on 2024-01-26 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is much more than just closing deals. It is a subtle interplay of communication, strategy and insight into human dynamics. This book is designed to guide you through the essential fundamentals of negotiation, whether you are an experienced business person looking for new insights, or someone just starting out looking for a solid foundation. We will discover how preparation is the key to success in any negotiation situation. Understanding your own goals and boundaries, as well as those of others, will enable you to negotiate with confidence and determination. We will explore the art of listening, the ability to express yourself clearly and respectfully and the importance of empathy in understanding the interests of all parties involved. In these pages we will delve deeper into how negotiation is not just about winning the deal, but also about building lasting relationships. It's about creating win-win situations where all parties can thrive. You will learn to deal with challenges, unexpected twists and emotional moments, and how to overcome these obstacles without losing sight of the bigger picture. Negotiation is a journey of growth, both business and personal. The skills you will learn here will not only help you be more successful in business transactions, but will also improve your communication skills, increase your resilience and enable you to better deal with the complexities of human interactions.
Download or read book Persuade written by Andres Lares and published by John Wiley & Sons. This book was released on 2021-05-27 with total page 261 pages. Available in PDF, EPUB and Kindle. Book excerpt: Transform your ability to persuade and negotiate with this practical new resource In Persuade: The 4-Step Process to Influence People and Decisions, accomplished sales, negotiation, and influence experts Andres Lares, Jeff Cochran, and Shaun Digan PhD deliver a concise and insightful take on how to transform your ability to persuade others regardless of the setting. In this important book you'll discover: Original research and scientific studies shedding light on the human decision-making processes that drive success and failure in virtually all interactions Real world examples and practical exercises to illustrate and practice the concepts discussed A fun yet rigorous approach of a complex subject that can be practically applied in any business situation Persuade is perfect for executives, managers, entrepreneurs, and other business leaders and will earn a place in the libraries of any professional who negotiates or influences on a regular basis. It is an invaluable resource for anyone seeking to improve their persuasion or deal-making abilities.
Download or read book Persuasion written by Jasper Kim and published by Routledge. This book was released on 2018-03-28 with total page 128 pages. Available in PDF, EPUB and Kindle. Book excerpt: Persuasion: The Hidden Forces That Influence Negotiations represents the first book of its kind to package and present persuasion principles in an innovative, international, and interdisciplinary fashion. This easy-to-understand book is the culmination of seminal research findings spanning across decades and disciplines – psychology, philosophy, negotiations, decision-making, logic, law, and economics, among others – from esteemed experts around the world. Persuasion provides a series of short, simple-to-use intellectual tools to go above and beyond merely describing "what to think"– but "how to think" in a persuasion, influence, and negotiation context –across a diverse array of disciplines, sectors, and situations from boardrooms to classrooms for the twenty-first century.
Download or read book Multiple Criteria Decision Making written by Po-Lung Yu and published by Springer Science & Business Media. This book was released on 2013-04-09 with total page 396 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is an outgrowth of formal graduate courses in multiple-criteria decision making (MCDM) that the author has taught at the University of Rochester, University of Texas at Austin, and University of Kansas since 1972. The purpose is, on one hand, to offer the reader an integral and systematic view of various concepts and techniques in MCDM at an "introductory" level, and, on the other hand, to provide a basic conception of the human decision mechanism, which may improve our ability to apply the techniques we have learned and may broaden our llJ.ind for modeling human decision making. The book is written with a goal in mind that the reader should be able to assimilate and benefit from most of the concepts in the book if he has the mathematical maturity equivalent to a course in operations research or optimiz ation theory. Good training in linear and nonlinear programming is sufficient to digest, perhaps easily, most of the concepts in the book.
Download or read book Negotiation as a Social Process written by Roderick M. Kramer and published by SAGE Publications. This book was released on 1995-04-06 with total page 365 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a valuable book. It is a rare combination of appreciation and criticism; it is an eloquent statement of conceptual advocacy. Negotiation as a Social Process attempts the difficult task of the needed reform of a successful field and it does so by example as well as precept. . . . Kramer and Messick have done their research colleagues a great service; let us hope that they make the most of it. --Robert L. Kahn, Professor Emeritus, The University of Michigan "Negotiation as a Social Process puts the ′social′ back in negotiation theory and research, where it belongs. Consisting of contributions by some of today′s leading negotiation researchers, this volume is a direct response to the undue emphasis placed in recent years on the role of cognition in negotiation. Just as one needs two hands to clap (unless you are a Zen Buddhist), one needs two or more sides to negotiate. This excellent collection explicitly addresses the social and relational context in which negotiations invariably occur and, in doing so, returns the discussion to its proper place." --Jeff Rubin, Program on Negotiation, Harvard Law School In the past several years, negotiation and conflict management research has emerged as one of the most active and productive areas of research in organizational behavior. Although most research has focused on the cognitive aspects of negotiation, few address the impact of social processes and contexts on the negotiation process. Because negotiations always occur in the context of some preexisting social relationship between the negotiating parties, this neglect is unfortunate. Editors Rod Kramer and Dave Messick have brought together original theory and research from many of the leading scholars in this important and emerging area of negotiation research. Negotiation as a Social Process covers a wide range of topics, including the role of group identification and accountability on negotiator judgment and decision making, the importance of power-dependence relations on negotiation, intergroup bargaining, coalitional dynamics in bargaining, social influence processes in negotiation, cross-cultural perspectives on negotiation, and the impact of social relationships on negotiation. Scholars, students, and professionals in organization, management, and communication studies will find Negotiation as a Social Process an important and thought-provoking volume.
Download or read book Negotiation written by Ryan James and published by Alakai Publishing LLC. This book was released on 2021-02-09 with total page 161 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation Two manuscripts This book includes Persuasion: The Complete Step by Step Guide on Persuasion, Mind Control and NLP and Manipulation: The Complete Step by Step Guide on Manipulation, Mind Control and NLP, a simple to read, step-by-step guidebooks that enables you to access your natural power of persuasive and manipulative abilities. Each and every person possesses the innate power to overcome any obstacle that may arise and successfully achieve their desired result, no matter what it may be. As you read this book, you will learn to master the art of influencing others. Things you will learn include: · Understanding exactly what subliminal persuasion, manipulation, mind control and NLP are · Why these skills can benefit you · Why each of these qualities must be balanced in order to succeed · How you can effortlessly balance them in any conversation · Comprehensive steps to learning these skills and how you can practice them · Real examples of how you can use each of these strategies in actual conversation · What you should do if you feel you are not achieving your desired results, or if you feel that your practice is not being as effective as it has the potential to be Persuasion and positive manipulation are two of the most important skills to have in life. Being able to persuade and lead people to the direction you want to go will make you extremely effective in conversations, making every interactions so much easier. Through this book, you will learn to understand exactly how you can practice these techniques in your everyday life, making it easy for you to overcome obstacles and achieve the results you are seeking.
Download or read book Negotiation and Persuasion written by Marco Behrmann and published by Hogrefe Publishing GmbH. This book was released on 2016-12-19 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt: How to be more persuasive and successful in negotiations: the science of winning people over with a fair and cooperative attitude Scientific research shows that the most successful negotiators analyze the situation thoroughly, self-monitor wisely, are keenly aware of interpersonal processes during the negotiation – and, crucially, enter negotiations with a fair and cooperative attitude. This book is a clear and compact guide on how to succeed by means of such goal-oriented negotiation and cooperative persuasion. Readers learn models to understand and describe what takes place during negotiations, while numerous figures, charts, and checklists clearly summarize effective strategies for analyzing context, processes, competencies, and the impact of our own behavior. Real-life case examples vividly illustrate the specific measures individuals and teams can take to systematically improve their powers of persuasion and bargaining strength. The book also describes a modern approach to raising negotiation competencies as part of personnel development, making it suitable for use in training courses as well as for anyone who wants to be a more persuasive and successful negotiator.
Download or read book Multiple Attribute Decision Making written by Ching-Lai Hwang and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: This mono graph is intended for an advanced undergraduate or graduate course as weIl as for the researchers who want a compilation of developments in this rapidly growing field of operations research. This is a sequel to our previous work entitled "Multiple Objective Decision Making--Methods and Applications: A State-of-the-Art Survey," (No. 164 of the Lecture Notes). The literature on methods and applications of Multiple Attribute Decision Making (MADM) has been reviewed and classified systematically. This study provides readers with a capsule look into the existing methods, their char acteristics, and applicability to analysis of MADM problems. The basic MADM concepts are defined and a standard notation is introduced in Part 11. Also introduced are foundations such as models for MADM, trans formation of attributes, fuzzy decision rules, and methods for assessing weight. A system of classifying seventeen major MADM methods is presented. These methods have been proposed by researchers in diversified disciplines; half of them are classical ones, but the other half have appeared recently. The basic concept, the computational procedure, and the characteristics of each of these methods are presented concisely in Part 111. The computational procedure of each method is illustrated by solving a simple numerical example. Part IV of the survey deals with the applications of these MADM methods.
Download or read book Multiple Criteria Decision Making Theory and Application written by G. Fandel and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 590 pages. Available in PDF, EPUB and Kindle. Book excerpt: He consider a cone dominance problem: given a "preference" cone lP and a set n X ~ R of available, or feasible, alternatives, the problem is to identify the non dominated elements of X. The nonzero elements of lP are assumed to model the do- nance structure of the problem so that y s X dominates x s X if Y = x + P for some nonzero p S lP. Consequently, x S X is nondominated if, and only if, ({x} + lP) n X = {x} (1.1) He will also refer to nondominated points as efficient points (in X with respect to lP) and we will let EF(XJP) denote the set of such efficient points. This cone dominance problem draws its roots from two separate, but related, ori gins. The first of these is multi-attribute decision making in which the elements of the set X are endowed with various attributes, each to be maximized or minimized.
Download or read book Multiple Objective Decision Making Methods and Applications written by C.-L. Hwang and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 366 pages. Available in PDF, EPUB and Kindle. Book excerpt: Decision making is the process of selecting a possible course of action from all the available alternatives. In almost all such problems the multiplicity of criteria for judging the alternatives is pervasive. That is, for many such problems, the decision maker (OM) wants to attain more than one objective or goal in selecting the course of action while satisfying the constraints dictated by environment, processes, and resources. Another characteristic of these problems is that the objectives are apparently non commensurable. Mathematically, these problems can be represented as: (1. 1 ) subject to: gi(~) ~ 0, ,', . . . ,. ! where ~ is an n dimensional decision variable vector. The problem consists of n decision variables, m constraints and k objectives. Any or all of the functions may be nonlinear. In literature this problem is often referred to as a vector maximum problem (VMP). Traditionally there are two approaches for solving the VMP. One of them is to optimize one of the objectives while appending the other objectives to a constraint set so that the optimal solution would satisfy these objectives at least up to a predetermined level. The problem is given as: Max f. ~) 1 (1. 2) subject to: where at is any acceptable predetermined level for objective t. The other approach is to optimize a super-objective function created by multiplying each 2 objective function with a suitable weight and then by adding them together.
Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Decision Making with Multiple Objectives written by Yacov Y. Haimes and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 584 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Sixth International Multiple-Criteria Decision Making (MCDM) Conference is one of a biennial series that serve as a forum for exchange of the latest information and new developments in this rapidly growing field. Participants are carefully chosen from among scholars and practitioners so that widely ranging perspectives and disciplines are represented; this insures the dissemination of valuable new know ledge to those scholars, policy-makers and industrial analysts who will best utilize and share it, both in developed and in third-world countries. The Sixth Internaitona1 MCDM Conference was held from June 4 to 8, 1984, at Case Western Reserve University, Cleveland, Ohio. The Conference program reflects the evolution of the field from infancy through adolescence to maturity, as marked by the progression from single-objective modeling and optimization to multiple-objective deci sion making. Because the theoreticians, practitioners and students who attend these MCDM conferences necessarily have different needs and expectations, the program now offers fewer monologues and more panels, overview papers and tutorial sessions, focusing on case studies and other practical experiences.
Download or read book Multiple Criteria Decision Making written by H. Thiriez and published by Springer Science & Business Media. This book was released on 2013-04-17 with total page 419 pages. Available in PDF, EPUB and Kindle. Book excerpt: The conference was organized in order to assemble a group of researchers and practitioners in the area of Multiple Criteria Decision Making. The purpose was to discuss the current state of the art with respect to both theory and practice. This conference considered such points as recent t_heoretical developments in terms of models, the behavioral aspects of multiple criteria decision making, as well as practical applications already realized and 1n progress. In addition, there was interest in the problems of implementation of multiple-criteria methods, and the interface between theory and practice, Approximately 78 participants from 15 different countries attended the conference - both theorists and practitioners. A list of participants and their addresses is found on page 411 • Because of the relatively large number of papers presented, large morning sessions followed by smaller parallel afternoon sessions were employed'. In general a discussant commented on each paper. In addition, considerable time was reserved for small-group discussion and interaction. In addition to expressing our gratitude to the participants for their enthusiastic reception and participation in the conference, we want. to thank particularly the speakers, session chairmen and discussants. We also wish to thank the C.E.S.A. and the European Institute for their support, as well as Mrs. Randee Pomerantz and Miss Dina Nagler.~oth of the E.I.A.S.M.,for their active role in the organization and arrangements for the conference, and Mrs. Jessie Goveas, E.I.A.S.M. for typing the conference proceedings.
Download or read book Wonderful Solutions and Habitual Domains for Challenging Problems in Changeable Spaces written by Moussa Larbani and published by Springer. This book was released on 2016-08-24 with total page 293 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book introduces a new paradigm called ‘Optimization in Changeable Spaces’ (OCS) as a useful tool for decision making and problem solving. It illustrates how OCS incorporates, searches, and constructively restructures the parameters, tangible and intangible, involved in the process of decision making. The book elaborates on OCS problems that can be modeled and solved effectively by using the concepts of competence set analysis, Habitual Domain (HD) and the mental operators called the 7-8-9 principles of deep knowledge of HD. In addition, new concepts of covering and discovering processes are proposed and formulated as mathematical tools to solve OCS problems. The book also includes reformulations of a number of illustrative real-life challenging problems that cannot be solved by traditional optimization techniques into OCS problems, and details how they can be addressed. Beyond that, it also includes perspectives related to innovation dynamics, management, artificial intelligence, artificial and e-economics, scientific discovery and knowledge extraction. This book will be of interest to managers of businesses and institutions, policy makers, and educators and students of decision making and behavior in DBA and/or MBA.
Download or read book Psychological Aspects of Crisis Negotiation written by Thomas Strentz and published by CRC Press. This book was released on 2012-05-17 with total page 371 pages. Available in PDF, EPUB and Kindle. Book excerpt: While there are many books on crisis negotiation, most of the current literature focuses on the history and mechanics of this dynamic process, leaving out critical elements that are required for a successful encounter with a hostage-taker or other malfeasant. Psychological Aspects of Crisis Negotiation, Second Edition explores the methods and strategies for confronting the nine types of subjects typically encountered in hostage/suicide sieges by correctional staff and law enforcement crisis negotiators. Drawn from articles published by Thomas Strentz while serving at the FBI Academy* along with written versions of lectures developed and delivered since his retirement, the book highlights psychological dynamics of negotiations as they apply to the negotiator, the hostage, and the subject. It discusses the predictors of surrender versus the need for a tactical intervention and examines the phases of a hostage crisis and the changing focus as the crisis develops. Referencing historical events such as The Bay of Pigs invasion and the Challenger and Columbia incidents, the book demonstrates how faulty group decision making can spell tragedy. Enhanced with case studies to put the material into context, this second edition also includes new chapters on the first responder, hostage survival, and the Islamic belief system and culture. Steeped in sage advice from a national expert, this volume arms those tasked with confronting dangerous offenders with the knowledge and tools they need to subvert disaster and ensure the preservation of human life. *Articles were reviewed by the Academy Editorial/Review Board and approved by the Bureau for publication.
