Download or read book Interpersonal Negotiations written by Len LERITZ and published by AMACOM Div American Mgmt Assn. This book was released on 1994-09-30 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: Finally...a negotiation framework that encourages a positive outcome for both parties. This book takes the "win/win" concept a step further to make negotiating a more gratifying experience—even if you don’t get exactly what you want. Interpersonal Negotiations: Breaking Down the Barriers builds on mutual understanding and respect for each other's needs and provides a proven framework for fulfilling them. You’ll discover the secrets that can help turn an adversary into an advocate. You will learn how to: • Ensure a safe, fair, and effective negotiation process • Direct the negotiation process to create mutual understanding and acceptance • Recognize and understand your own needs and those of the other person • Make it easy for others to understand your needs • Be creative and persistent to address and resolve blocks to successful negotiation • Assess the other person's behavioral and emotional responses • Acknowledge your own and the other person's perceptions and beliefs • Avoid getting mired in the process. This is an ebook version of the AMA Self-Study course. If you want to take the course for credit you need to either purchase a hard copy of the course through amaselfstudy.org or purchase an online version of the course through www.flexstudy.com.

Download or read book Interpersonal Negotiations written by Len Leritz and published by AMACOM Div American Mgmt Assn. This book was released on 1994-09-16 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: Finally ... a negotiation framework that encourages a positive outcome for both parties. This book takes the ""win/win"" concept a step further to make negotiating a more gratifying experience-even if you don't get exactly what you want. Interpersonal Negotiations: Breaking Down the Barriers builds on mutual understanding and respect for each other's needs and provides a proven framework for fulfilling them. You'll discover the secrets that can help turn an adversary into an advocate. You will learn how to: Ensure a safe, fair, and effective negotiation process Direct the negotiation process to.

Download or read book Experimental Studies of Threats in Interpersonal Negotiations written by and published by Ardent Media. This book was released on with total page 28 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Handbook of International Negotiation written by Mauro Galluccio and published by Springer. This book was released on 2014-12-04 with total page 468 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book reinforces the foundation of a new field of studies and research in the intersection between social sciences and specifically between political science, international relations, diplomacy, psychotherapy, and social-cognitive psychology. It seeks to promote a coherent and comprehensive approach to international negotiation from a multidisciplinary viewpoint generating a longer term of studies, researches, and networking process that both respond to changes and differences in our societies and to the unprecedented demand and opportunities for international conflict prevention and resolution. There is a need to increase cooperation, coherence, and efficiency of international negotiation. It is necessary to focus our shared attention on new ways to better formulate integrated and sustainable negotiating strategies for conflict resolution. This book acquires innovative relevance in and will impact on the new context of international challenges which do not have a one-off solution that can be settled through a single target-oriented negotiation process. The book brings together leading scholars and researchers into the field from different disciplines, diplomats, politicians, senior officials, and even a Cardinal of the Holy See to give their contributions and make proposals on how best to optimize the use of negotiation and diplomacy structures, tools, and instruments. However, unlike most studies and researches on international negotiation, this book emphasizes processes, not simply outcomes or even tools but the way in which tools are and can be used to achieve better outcomes in international reality-based negotiation.

Download or read book Negotiation written by Michael L Spangle and published by SAGE Publications. This book was released on 2002-09-24 with total page 456 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is not formulaic. How we negotiate is determined largely by the context in which the negotiation process takes place. Negotiation: Communication for Diverse Settings provides the reader with a comprehensive overview of the negotiation process as it applies to a wide variety of contexts. Skillfully weaving practitioner interviews and real world examples throughout the book, Michael Spangle and Myra Warren Isenhart emphasize the day-to-day relevance of negotiation skill. The authors provide knowledge vital to successful negotiation in a variety of situations, including interpersonal relations, the workplace, shopping and other consumer settings, community relations, and international affairs. Discussions of the moral and ethical dilemmas of negotiation-as well as the detail provided in various sections, such as international negotiations will undoubtedly prove useful to novice and seasoned negotiators alike.

Download or read book Interpersonal Negotiations written by Len Leritz and published by . This book was released on 1994 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Effects of Punishment Magnitude and Threat Usage on Interpersonal Negotiations in a Bilateral Situation written by Eugene D. Cohen and published by . This book was released on 1972 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Carl J Couch and the Iowa School written by and published by Emerald Group Publishing. This book was released on 2017-09-11 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume includes new Iowa School founder, Carl J. Couch’s previously unpublished memoir The Romance of Discovery, alongside personal reflections from friends and colleagues. It also includes an unpublished essay by Couch reflecting on his methodology and unique theoretical approach of the Iowa School of symbolic interactionism.

Download or read book Handbook of Adolescent Psychology Volume 1 written by Richard M. Lerner and published by John Wiley & Sons. This book was released on 2009-04-06 with total page 801 pages. Available in PDF, EPUB and Kindle. Book excerpt: The study of and interest in adolescence in the field of psychology and related fields continues to grow, necessitating an expanded revision of this seminal work. This multidisciplinary handbook, edited by the premier scholars in the field, Richard Lerner and Laurence Steinberg, and with contributions from the leading researchers, reflects the latest empirical work and growth in the field.

Download or read book Best Practice Workplace Negotiations written by Richard A. LUECKE and published by AMACOM Div American Mgmt Assn. This book was released on 2010-03-17 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt: Best Practice Workplace Negotiations offers a systematic approach to developing negotiating skills. It serves as an introduction to current best practices in negotiation that can be applied across a broad range of business situations. This up-to-the-minute course covers win-win vs. win-lose negotiations; the BATNA concept (best alternative to a negotiated agreement—what every negotiator should have in his mind before entering into any negotiation); walk-away price, or reserve point; negotiation as a logical set of process steps—preparation, initial moves, application of tactics, and post-deal evaluation; and the power of persuasive communication in negotiations. This is an ebook version of the AMA Self-Study course. If you want to take the course for credit you need to either purchase a hard copy of the course through amaselfstudy.org or purchase an online version of the course through www.flexstudy.com.

Download or read book Intergroup Misunderstandings written by Stephanie Demoulin and published by Psychology Press. This book was released on 2013-02 with total page 358 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines how misunderstandings occur in intergroup interactions as a consequence of the divergences between interactants’ subjective realities (i.e., interpretations), goals, and strategies and beyond their positive or negative intentions.

Download or read book Strategic Negotiations for Sustainable Value written by Stefanos Mouzas and published by Taylor & Francis. This book was released on 2022-07-05 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strategic Negotiations for Sustainable Value is a guide to learning how to conclude lasting business deals that are environmentally, socially and economically sustainable in an international business context. Managers today need to negotiate with multiple stakeholders, such as suppliers, customers, agencies, governments and authorities, to be able to access the resources that they need. Creating and capturing sustainable value is not a fixed entity but rather the outcome of long and time-consuming negotiations that affect further negotiations. Providing illustrative international case studies throughout each chapter, this book explores: the strategic challenges that managers face in their markets today; the practical, analytical tools that needed to create and capture value that is sustainable; the behavioral biases and cognitive errors in strategic negotiations; the various ways by which negotiators manifest their business agreements in contracts; the managerial implications of strategic negotiations. The book is ideal for advanced undergraduate and postgraduate students in negotiation, business administration, management, or related courses such as business marketing, and customer or key account management. It is equally valuable to industry professionals, managers involved in negotiating with customers, suppliers or partners and those pursuing professional qualifications or accreditation in marketing, sales or management.

Download or read book The Social Psychology of Bargaining and Negotiation written by Jeffrey Z. Rubin and published by Elsevier. This book was released on 2013-10-22 with total page 372 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Social Psychology of Bargaining and Negotiation focuses on the integrative survey of work done in social psychology on the processes of negotiation and bargaining. The publication first takes a look at bargaining relationship, an overview of social psychological approaches to the study of bargaining, and the social components of bargaining structure. Discussions focus on the number of parties involved in the bargaining exchange, factors affecting bargaining effectiveness, structural and social psychological characteristics of bargaining relationships, and availability of third parties. The text then examines the issue components of bargaining structure and bargainers as individuals, including individual differences in personality and background, interpersonal orientation, issue incentive magnitude and reward structure, and intangible issues in bargaining. The book ponders on social influence and influence strategies and interdependence. Topics include motivational orientation, parameters of interdependence in bargaining, overall pattern of moves and countermoves, and appeals and demands. The publication is a valuable source of data for researchers interested in the social psychology of bargaining and negotiation.

Download or read book Managing Interpersonal Conflict written by William A. Donohue and published by SAGE Publications. This book was released on 1992-07-01 with total page 185 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book explores the process of interpersonal conflict - from the initial decision as to whether or not to confront differences through to how to plan the actual confrontation. It deals extensively with negotiation and, where negotiation proves unsuccessful, with third-party dispute resolution. To avoid destructive or violent behaviour, Donohue emphasizes the importance of keeping conflicts under control and of focusing on the pertinent issues. He argues that the key to managing conflict is to address differences collaboratively so that the parties can create better solutions and, ultimately, strengthen their relationships.

Download or read book Multilingualism in the Australian Suburbs written by Ruth Fielding and published by Springer. This book was released on 2015-04-25 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book introduces a framework for examining bilingual identity and presents the cases of seven individual children from a study of young students’ bilingual identities in an Australian primary school. The new Bilingual Identity Negotiation Framework brings together three elements that influence bilingual identity development – sociocultural connection, investment and interaction. The cases comprise individual stories about seven young, bilingual students and are complemented by some more general investigations of bilingual identity from a whole class of students at the school. The framework is explained and supported using the students’ stories and offers readers a new concept for examining and thinking about bilingual identity. This book builds upon past and current theories of identity and bilingualism and expands on these to identify three interlinking elements within bilingual identity. The book highlights the need for greater dialogue between different sectors of research and education relating to languages and bilingualism. It adds to the increasing call for collaborative work from the different fields interested in language learning and teaching such as TESOL, bilingualism, and language education. Through the development of the framework and the students’ stories in this study, this book shows how multilingual children in one school in Australia developed their identities in association with their home and school languages. This provides readers with a model for examining bilingual identity in their own contexts, or a theoretical construct to consider in their thinking on bilingualism, language and identity.

Download or read book The Effects of Threat Attraction and Balance on Interpersonal Bargaining written by Louis G. Tornatzky and published by . This book was released on 1969 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Discourse of Negotiation written by A. Firth and published by Elsevier. This book was released on 2014-06-28 with total page 453 pages. Available in PDF, EPUB and Kindle. Book excerpt: The study of negotiation has attracted considerable scholarly attention in recent decades, yet rarely have discourse analysts applied their particular concerns and interests to the phenomenon. Although a fundamental characteristic of negotiation is linguistic action, the detailed study of negotiation as a communicative, discourse activity is in its infancy. In the first collection of its kind, Alan Firth has brought together 14 original studies of negotiation discourse. Drawing on insights and methodologies from discourse and conversation analysis, pragmatics, ethnography and ethnomethodology, the book examines negotiations in a wide range of workplaces, including the US Federal Trade Commission, management-union meetings, doctors' surgeries, travel agencies, international trading houses in Denmark, Belgium and Australia, Swedish social welfare offices, and consumer helplines. Collectively, the book explores the notion of negotiation both as a formal encounter and as a gloss for more informal decision-making activities. Questions specifically addressed include: what is the interactional character of negotiation? How are negotiations related to the work context? And how are negotiations undertaken linguistically - as discourse-based activities? Answers are sought by utilising transcripts of real-life instances of negotiation. This allows for finely-detailed descriptions of the observed activities, providing important insight into the discourse-context relationship, the interactional bases of work acitivities, and the communicative processes of negotiation.