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Book A Behavioral Theory of Labor Negotiations

Download or read book A Behavioral Theory of Labor Negotiations written by Richard E. Walton and published by Cornell University Press. This book was released on 1991 with total page 468 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this book, Walton and McKersie attempt to describe a comprehensive theory of labor negotiation. The authors abstract and analyze four sets of systems of activities which they believe account for much of the behavior found in labor negotiations. The first system of activities, termed "distributive bargaining," comprises competitive behaviors that are intended to influence the division of limited resources. The second system is made up of activities that increase the joint gain available to the negotiating parties, referred to as "integrative bargaining." They are problem-solving behaviors and other activities which identify, enlarge and act upon the common interests of the parties. The third system includes activities that influence the attitudes of the parties toward each other and affect the basic relationship bonds between the social units involved. This process is referred to as "attitudinal structuring." The fourth system of activities, which occurs as an integral aspect of the inter-party negotiations, comprises the behaviors of a negotiator that are meant to achieve consensus within one's own organizations. This fourth process is called "intra-organizational bargaining." Each sub process has its own set of instrumental acts or tactics. Therefore, each of the four model chapters is followed by a chapter on the tactics which implement the process. These chapters translate the model into tactical assignments and include an abundance of supporting illustrations from actual negotiations. This study should be of interest to several audiences, including students and teachers of industrial relations, social scientists interested in the general field of conflict resolution, as well as practitioners of collective bargaining and other individuals directly involved in international negotiations. The overall theoretical framework has been derived by a mixture of inductive and deductive reasoning. Extensive fieldwork and several dozen printed case studies have provided the bulk of the empirical data. In terms of meaning, the study has three touchstones: the field of collective bargaining; the field of conflict resolutions; and the underlying disciplines of economics, psychology, and sociology.

Book Negotiation  Behavioral Perspectives

Download or read book Negotiation Behavioral Perspectives written by Lawrence Susskind and published by . This book was released on 1983 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Book Case Studies in Japanese Negotiating Behavior

Download or read book Case Studies in Japanese Negotiating Behavior written by Michael Blaker and published by US Institute of Peace Press. This book was released on 2002 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: Explores four recent US-Japanese negotiations - two over trade and two over security-related issues - looking for patterns in Japan's approach and behaviour. Each study explains the cultural, as well as the political, institutional and personal factors, and assesses their influence.

Book The Handbook of Negotiation and Culture

Download or read book The Handbook of Negotiation and Culture written by Michele J. Gelfand and published by Stanford University Press. This book was released on 2004 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

Book Getting to Yes

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.

Book Psychological Processes in International Negotiations

Download or read book Psychological Processes in International Negotiations written by Francesco Aquilar and published by Springer Science & Business Media. This book was released on 2007-10-05 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: A unique collaboration between experts in cognitive psychotherapy and political science, this book emphasizes the value of human psychology in negotiation and mediation. Drawing on a wide range of theory and data, from neuroscientific findings and historical events to the rational-emotive model of behavior, the book explains how the negotiation process works, under both adverse and optimum conditions.

Book Negotiation as a Social Process

Download or read book Negotiation as a Social Process written by Roderick M. Kramer and published by SAGE. This book was released on 1995-04-06 with total page 365 pages. Available in PDF, EPUB and Kindle. Book excerpt: A collection of 14 studies emphasizing the social dimensions of negotiation as a means of reducing the domination of the field by cognitive approaches. Among the topics are an information-processing perspective on the social context in negotiation, social factors that make freedom unattractive and more.

Book Quantum Negotiation

Download or read book Quantum Negotiation written by Karen S. Walch and published by John Wiley & Sons. This book was released on 2017-11-20 with total page 195 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this book shows you how to move beyond the traditional pseudo win-win to construct a deal in which all parties get what they need. By exploring who we are as negotiators in the context of social conditioning, this model examines the cognitive, psychological, social, physical, and spiritual aspects of negotiation to help you produce more sustainable, prosperous, and satisfying agreements. We often think of negotiation as taking place in a boardroom, a car dealership, or any other contract-centered situation; in reality, we are negotiating every time we ask for something we need or want. Building more robust negotiation behaviors that resonate beyond the boardroom requires a deep engagement with others and a clear mindset of interdependence. This book helps you shift your perspective and build these important skills through a journey of discovery, reflection, and action. Rethink your assumptions about negotiations, your self-perception, your counterpart, and the overall relationship Adopt new tools that clarify what you want, why you need it, and how your counterpart can also get what they want and need Challenge fundamental world views related to negotiation, and shift from adversarial to engaging and satisfying Understand the unseen forces at work in any negotiation, and prevent them from derailing your success In the interest of creating an environment that elevates everyone’s participation and assists them in reaching their full potential, Quantum Negotiation addresses the reality of hardball and coercion with a focus on engaging the human spirit to create new opportunities and resources.

Book Negotiations and Change

Download or read book Negotiations and Change written by Thomas A. Kochan and published by Cornell University Press. This book was released on 2018-09-05 with total page 368 pages. Available in PDF, EPUB and Kindle. Book excerpt: Major changes within and between organizations are now generally negotiated by the parties that have a stake in the consequences of the changes. This was not always so. In 1965, with A Behavioral Theory of Labor Negotiations, Richard Walton and Robert McKersie laid the analytical foundation for much of the innovation in the practice of negotiation that has occurred over the last thirty-nine years. Since that time, however, the field has undergone significant changes, and Walton and McKersie's ideas have been applied to a wide variety of situations beyond labor negotiations. Negotiations and Change represents the next generation of thinking. Experts on negotiations, management, and organizational behavior take stock of what has been learned since 1965. They extend and apply the concepts of Walton and McKersie and of other leaders in the study of negotiations to a broad range of business, professional, and personal concerns: workplace teams, conflict management systems, corporate governance, and environmental disputes. While building on those foundations, the essays demonstrate the continued robustness and relevance of Walton and McKersie's behavioral theory by suggesting ways it could be used to improve the management of change. Returning to its roots, the volume concludes with a retrospective by Richard Walton and Robert McKersie.

Book Strategic Negotiations

Download or read book Strategic Negotiations written by Richard E. Walton and published by Cornell University Press. This book was released on 2000 with total page 408 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strategic Negotiations examines the current changes in labor-management relations. The authors identify & explain three key negotiating strategies: forcing change, fostering cooperative attitudes & solutions, & escaping the relationship. They illustrate how these strategies succeed or fail in real organizations by drawing on in-depth examples from 13 companies in 3 industries: pulp & paper, railroads, & auto supply. The resulting theory has broad implications for strategic negotiations in many settings.

Book International Dimensions of Organizational Behavior

Download or read book International Dimensions of Organizational Behavior written by Nancy J. Adler and published by South Western Educational Publishing. This book was released on 2002 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt: This popular and highly successful book helps readers understand the implications of world cultures in the workplace. The book takes the point of view that culture does impact the organization, and that it has its most significant impact at the micro level--at the level of people communicating, working, and negotiating with other people.

Book Negotiating Parent Adolescent Conflict

Download or read book Negotiating Parent Adolescent Conflict written by Arthur L. Robin and published by Guilford Press. This book was released on 2002-12-18 with total page 356 pages. Available in PDF, EPUB and Kindle. Book excerpt: Parent-adolescent discord is often handled from a unitary perspective, whether the focus is on enhancing parenting skills, resolving conflicts in family relationships, or working to improve the behavior of the individual child. This important work shows the clinician how to incorporate all of these crucial elements into a single, research-based treatment program. Presented is the authors' influential integration of cognitive-behavioral constructs and family systems theory, grounded in consideration of adolescent developmental concerns. The book describes effective ways to conceptualize and assess the problems of embattled parents and teens; use assessment data in treatment planning; overcome resistance and other therapeutic hurdles; and implement carefully sequenced skills training, cognitive restructuring, and functional/structural interventions. The theoretical and empirical bases of the treatment approach are also discussed in depth.

Book Basic Group Processes

    Book Details:
  • Author : P. B. Paulus
  • Publisher : Springer Science & Business Media
  • Release : 2012-12-06
  • ISBN : 1461255783
  • Pages : 357 pages

Download or read book Basic Group Processes written by P. B. Paulus and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 357 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research on groups has been a major focus of concern among psychologists and sociologists for many years. The study of groups certainly deserves a central role in these disciplines since much of our behavior occurs in groups and many important social phenomena involve groups. Issues such as leadership, conformity, group decision-making, group task performance, and coalition formation have had a long history of research. However, recently a number of other areas of research have blossomed that provide interesting new perspectives on group processes (e.g., social impact). In addition, topics of research have developed outside the commonly ac cepted domain of group dynamics (e.g., self-disclosure) which seem to be concerned with rather basic group processes. Basic Group Processes was designed to bring together in one volume a repre sentative sample of the broad range of work currently being done in the area of groups. Some of the chapters provide a review of the literature while others focus more specifically on current programs of research. All, however, provide new insights into basic group processes and a number provide broad integrative schemes. All of the authors were asked to emphasize theoretical issues rather than a detailed presenta tion of research. Basic Group Processes suggests that research on groups is a lively enterprise and forging interesting new theoretical and empirical directions.

Book Getting Past No

Download or read book Getting Past No written by William Ury and published by Bantam. This book was released on 2007-04-17 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to: • Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements that satisfies both sides' needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!

Book Nobody Will Play with Me

    Book Details:
  • Author : Kwame Christian
  • Publisher :
  • Release : 2018-11-04
  • ISBN : 9780578414362
  • Pages : 175 pages

Download or read book Nobody Will Play with Me written by Kwame Christian and published by . This book was released on 2018-11-04 with total page 175 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Book Negotiation Theory and Research

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 250 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.

Book Psychological and Political Strategies for Peace Negotiation

Download or read book Psychological and Political Strategies for Peace Negotiation written by Francesco Aquilar and published by Springer Science & Business Media. This book was released on 2010-11-15 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: Peace is one of the most sought after commodities around the world, and as a result, individuals and countries employ a variety of tactics to obtain it. One of the most common practices used to accomplish peace is negotiation. With its elevated role in the dialogue surrounding peace, negotiation is often steeped in politics and focused on managing parties in conflict. However, the art and science of negotiation can and should be viewed more broadly to include a psychological and cognitive approach. Psychological and Political Strategies for Peace Negotiation gathers the foremost authors in the field and combines their expertise into a volume which addresses the complexity of peace negotiation strategies. To further underscore the importance of successful negotiation strategies, the editors have also included the unique perspective of authors with personal experience with political upheaval in Serbia and Lebanon. Though each chapter focuses on a different topic, they are integrated to create a foundation for future research and practice. Specific topics included in this volume embrace: • Changing minds and the multiple intelligence (MI) framework • Personal schemas in the negotiation process • Escalation of image in international conflicts • Representative decision making • Transformative leadership for peace negotiation Psychological and Political Strategies for Peace Negotiation is an essential reference for psychologists, negotiators, mediators, and conflict managers, as well as for students and researchers in international, cross-cultural and peace psychology studies.