Download or read book Impact of Language Usage on E negotiation Behavior written by 鄧哲君 and published by . This book was released on 2008 with total page 104 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Impacts of Language Familiarity on E negotiation Strategies written by 林孟蓁 and published by . This book was released on 2007 with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book e Negotiations written by Nicholas Harkiolakis and published by CRC Press. This book was released on 2016-04-29 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: Practical negotiating skills, including those needed for cross-cultural negotiations have long been taught in classrooms, along with some of the theory that underpins them. Most of this has been based on the notion that negotiation will be interpersonal and face-to-face. In recent years, though, globalization, the telecommunications boom and the ever increasing need for today's professionals to conduct cross-cultural business transactions has led to a new way of negotiating, bargaining, and resolving disputes. In e-Negotiations, Nicholas Harkiolakis and his co-authors highlight the challenge that awaits the young professionals who are today training in business schools. Future dispute resolutions and bargaining will take place between faceless disputants involved in a new kind of social process. Any adolescent with a mobile phone and Internet access knows that most of today's social transactions take place via a hand held or other electronic device. In a world of video conferences, chat rooms, Skype, Facebook, and MySpace, critical financial, business and political decisions are made through interaction between two-dimensional characters on screens. Here, the authors compare and contrast e-negotiation as it currently is with traditional face-to-face negotiation. Case studies illustrate how cross-cultural negotiations can be managed through modern channels of social influence and information-sharing and shed light on the critical social, cognitive and behavioral role of the negotiator in resolving on-line, cross-cultural, conflicts and disputes, and generally in bargaining and negotiation. This book, with its practical exercises, will be of immense help to students and professionals needing to 'practice' with the new negotiating media.

Download or read book Language and Diplomacy written by Jovan Kurbalija and published by Diplo Foundation. This book was released on 2001 with total page 340 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book When Cultures Clash Electronically written by Ashleigh Shelby Rosette and published by . This book was released on 2014 with total page 39 pages. Available in PDF, EPUB and Kindle. Book excerpt: Hypotheses based on e-mail features and cultural norms predicted differences in the use of aggressive opening offers and individual gains between Hong Kong Chinese and U.S. negotiators. Study 1 examined intra-cultural negotiations and Study 2 investigated inter-cultural negotiations. Taken together, the two studies suggest that Hong Kong and U.S. negotiators vary substantially in the manner in which they negotiate via email and face-to-face, which resulted in differences in individual gains.

Download or read book The effect of emotion on negotiations written by Maximiliane Gläsle and published by GRIN Verlag. This book was released on 2014-08-22 with total page 24 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2014 in the subject Business economics - Business Management, Corporate Governance, grade: 1,3, Catholic University Eichstätt-Ingolstadt (WFI School of Management), course: Effective Meetings and Negotiations, language: English, abstract: Negotiations often create negative emotions and can become more powerful than present facts and figures. These emotions can change the primarily course and hence will determine the negotiation outcome. A therefore widely shared notion about effective negotiation behavior implies to not get emotional. Emotions in negotiations are viewed as loss of rational thinking. Showing them makes a person weak and vulnerable. But, even though people can suppress emotions, the emotional experience remains. Hence a cognitive arousal takes place and higher brain activity is needed. Against folk wisdom, the following paper will discuss how emotional awareness can affect the negotiator’s behavior and how emotions can positively enhance the negotiation outcome. In the first part of the paper factors influencing the negotiation environment will be identified. A short excursion into discoveries from evolutionary research explains the connection between reactions and emotions. An overview of personal prerequisites and what approaches exist in order to improve the own ability in regards to better identify emotions in ones self and in others are presented. Chapter three focuses on different strategies of how to apply emotions to in order to enhance the negotiation outcome. Different tactics, leading to either value enhancement for only one party or to value enhancement for both parties, are discussed. This part will be followed by practical instructions and easy to use techniques applicable during the negotiation process.

Download or read book Communication and Negotiation written by Linda L. Putnam and published by SAGE Publications. This book was released on 1992-04-10 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: This first edition of Communication and Negotiation, edited by Linda L. Putnam and Michael E. Roloff, provides a much needed discussion of the links between communication and negotiation . . . In fact, this text would be an excellent resource guide for psychologists, social psychologists, psychotherapists, and marriage counselors, as well as all other parties interested in managing conflict through negotiation. --Contemporary Psychology "References to contributors . . . for whom applied issues in industrial relations have been to the fore--are fairly frequent. This is testimony to the sheer thoroughness of the organization of the book, and to the conscientious approach of the authors commissioned to write the relevant separate chapters. . . . This book is a useful pointer to the knowledge we have to hand." --The Occupational Psychologist "This publication is a profound review of the state of the art of that speciality of communication research which deals with human negotiation or bargaining activities. . . . [The book] provides an interesting and well-structured entry to the understanding of the variety of factors involved in the communication processes that constitute a two-party negotiation. To LIS researchers, in particular in the fields of information management and information (seeking) behavior, this publication may offer important insights and methodologies as well as novel ideas with respect to investigating particular phenomena occurring prior to, during, or preceding the use of information (retrieval) systems. . . . Communication and Negotiation is a useful companion to researchers who wish to dig deeper into empirical and theoretical investigations of the aspects of the negotiation processes. . . . Communication and Negotiation brings forth many ideas relevant to LIS research, and within its firm communication approach the publication serves well as a profound review of research in a historical context of the negotiation and bargaining phenomena." --The Library Quarterly "Communication and Negotiation is volume 20 in Sage′s Annual Reviews of Communication Research series, and offers the professional presentation and excellent quality one would expect from a work that is part of such a long tradition. . . . This volume offers quite a valuable summary of the state of the art in communication theory as it applies to negotiation. Researchers in other primary disciplines need to be aware of this work as it overlaps heavily with other disciplinary viewpoints. . . ." --The Alternative Newsletter In recent years, a number of universities have established formal centers for studying conflict and dispute resolution. Scholars, too, have created new journals to focus exclusively on the study of conflict processes. Communication and Negotiation provides a synthesis of the research in this area by consolidating alternative perspectives on communication and negotiation, reviewing the work of noted communication scholars, and suggesting directions for future research. Contributors explore three major aspects of negotiation communication: a) strategies, tactics, and negotiation processes; b) interpretive processes and language analysis; and c) negotiation situation and context. In addition, these studies examine bargaining planning, frames and reframing, and relational communication with opponents, constituents, and audiences. A showcase for communication scholars as well as an extremely useful reference book for negotiation theorists, Communication and Negotiation is one of those rare books with wide interdisciplinary appeal. Scholars and students in political science, psychology, economics, management and organizational behavior, sociology, law, and industrial relations as well as the communications fields will especially profit from this remarkable new collection.

Download or read book Group Decision and Negotiation A Socio Technical Perspective written by Mareike Schoop and published by Springer. This book was released on 2017-07-24 with total page 233 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book constitutes the refereed proceedings of the 17th International Conference on Group Decision and Negotiation, GDN 2017, held in Stuttgart, Germany, in August 2017. 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 87 submissions. They were organized in topical sections named: general topics in group decision and negotiation; conflict resolution; emotions in group decision and negotiation; negotiation support systems and studies; and preference modeling for group decision and negotiation. The book also contains two invited talks in full paper length.

Download or read book HBR Guide to Emotional Intelligence HBR Guide Series written by Harvard Business Review and published by Harvard Business Press. This book was released on 2017-06-06 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book Negotiation Theory and Research written by Leigh L. Thompson and published by Psychology Press. This book was released on 2006-01-13 with total page 299 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.

Download or read book Collective Decisions Theory Algorithms And Decision Support Systems written by Tomasz Szapiro and published by Springer Nature. This book was released on 2021-10-13 with total page 268 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is a token of appreciation for Professor Gregory E. Kersten (1949–2020), one of the most prominent and active researchers and scholars in the broadly perceived field of collective decisions, notably negotiations, the author of numerous influential papers, books, and edited volumes, a great scientist, mentor, and a loyal friend and colleague. This book contains some papers in the fields of group and collective decisions, voting, social choice, negotiations, and related topics, with examples of real applications. The authors are top researchers and scholars from all over the world whose life and academic career has been inspired and influenced by Professor Kersten.

Download or read book Emotion in Group Decision and Negotiation written by Bilyana Martinovsky and published by Springer. This book was released on 2015-07-01 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: The 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.

Download or read book Exploring the Grand Challenges for Next Generation E Business written by Raj Sharman and published by Springer Science & Business Media. This book was released on 2011-02-04 with total page 323 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is based on a selection of thoroughly revised and extended best papers from the 8th Workshop on E-Business (WEB 2009) held in Phoenix, AZ, USA, on December 15th, 2009. The 29 papers, which were selected from 70 presentations at the workshop, highlight the enormous developments and potential of e-business at a time when new technologies like cloud computing, collective intelligence, and multi-sided platforms are burgeoning. Among the topics covered are Web-based information systems, RFID and supply chain management, process modeling and standardization, security and privacy issues, social networking and mobility, e-services and market mechanisms, IT portfolio management, and other special topics in e-business such as electronic invoicing.

Download or read book U S Negotiating Behavior written by Nigel Quinney and published by . This book was released on 2002 with total page 12 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Social Psychology and Cultural Context written by John Adamopoulos and published by SAGE Publications. This book was released on 1999-07-28 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Individually and collectively, the pieces balance cross-cultural psychology′s interest in the large scale community with psychology′s traditional emphasis on small groups, interpersonal processes, and individual thought, feeling, and action. The chapters range in topic, in level of analysis, and in emphasis on theory and application, but they harmonize to map the field - identifying where it has been and how it might develop. The central theme is that culture and individual psychology are inseparable and that understanding both will lead to a more comprehensive understanding of human behavior than either perspective in isolation. The book delivers: It offers important insights on the commonalties, universality, and uniqueness of human behavior. The book is dedicated to Harry C. Triandis and is truly a tribute to his work." — John F. Dovidio, Department of Psychology, Colgate University "In this book, cross-cultural psychologists from around the world honor the discipline′s founding father, Harry C. Triandis. The book has become a perfect overview of the state of the art in cross-cultural psychology." — Geert Hofstede, Tilburg University, The Netherlands "The past 10 years or so have seen a sharp increase in the number of college and university courses throughout the world that focus on culture as a powerful force that shapes the thought and behavior of all humans. It would be most difficult to organize and teach one of these courses without mentioning Triandis′s influence numerous times. I am extremely pleased that this book has been added to the cross-cultural literature." — from the Foreword by Walter J. Lonner, Western Washington State University This book celebrates Harry Triandis′s overall contribution to culture and social psychology in general, and his most original and significant contribution to this area, the concept of subjective culture. In this volume, top cross-cultural researchers who are deeply familiar with Triandis′s work critically examine the concept of subjective culture from a number of perspectives and extend it in many new directions of basic and applied social psychology. The result is an up-to-date examination of various topics and areas of social psychology from the unique perspective of subjective culture. One significant feature of this book is an attempt at framing and situating the concept of subjective culture within the current theoretical discourse on culture and psychology. Social Psychology and Cultural Context is the first survey of social psychology to integrate cross-cultural issues. This book not only utilizes several variants of the construct of subjective culture but also reflects the current state of affairs in the social domain of cross-cultural psychology. Written by world-renowned specialists, the chapters reflect valuable insights to students and researchers in both cross-cultural and social psychology.

Download or read book The Global Negotiator written by Jeswald W. Salacuse and published by St. Martin's Press. This book was released on 2015-01-13 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today's global business environment, an executive must have the skills and knowledge to navigate all stages of an international deal, from negotiations to managing the deal after it is signed. The aim of The Global Negotiator is to equip business executives with that exact knowledge. Whereas most books on negotiation end when the deal is made, Jeswald W. Salacuse will guide the reader from the first handshake with a potential foreign partner to the intricacies of making the international joint venture succeed and prosper, or should things go poorly, how to deal with getting out of a deal gone wrong. Salacuse illustrates the many ways in which an international deal may falter and the methods parties can use to save it, provides the necessary technical knowledge to structure specific business transactions, and explores the transformations to the international business landscape over the last decade.

Download or read book Handbook of Research on Negotiation written by Mara Olekalns and published by Edward Elgar Publishing. This book was released on 2013-01-01 with total page 561 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations. Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.