Download or read book Negotiation Theory and Practice written by John William Breslin and published by Pon Books. This book was released on 1993 with total page 482 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The past several years have witnessed a dramatic increase in the study and practice of negotiation. Through our association with Negotiation Journal and the Program on Negotiation at Harvard Law School, we have been privileged to witness, and be part of, this growth process. The collection of edited articles presented here, though by no means exhaustive, reflects the increasing interest in the field and, we hope, serves as a useful 'source book' on critical issues in contemporary negotiation scholarship and practice."--Preface
Download or read book Lawyer Negotiation written by Jay Folberg and published by Aspen Publishing. This book was released on 2021-09-14 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: The purchase of this ebook edition does not entitle you to receive access to the Connected eBook on CasebookConnect. You will need to purchase a new print book to get access to the full experience including: lifetime access to the online ebook with highlight, annotation, and search capabilities, plus an outline tool and other helpful resources. Designed to prepare law students to negotiate knowledgably and successfully as lawyers representing clients, Lawyer Negotiation: Theory, Practice, and Law, Fourth Edition features an integrated approach that combines theory, skills, negotiation strategy, ethics, and law. A sleek, readable, and lively text for any law school Negotiation course, this book reflects the authors’ experience as negotiators, mediators, ADR teachers, and trainers. Interesting notes, thoughtful problems, provocative questions, and new video resources throughout the text raise practical negotiation challenges and policy issues. The focus is on negotiating legal claims and issues on behalf of clients. Previous editions have proven popular because of the very readable and lively text, interesting notes, thoughtful problems, and provocative questions that raise practical negotiation challenges and issues, which are updated in this new edition. Carefully curated excerpts from other leading authors are included, allowing for diverse ideas to be presented on negotiation techniques and eliminating the need for supplemental material. Vivid examples are included from real cases and literature, which bring negotiation concepts and applications to life. The book is designed for experiential, interactive teaching utilizing provided role-plays, exercises, problems, and streaming video examples. In addition to direct negotiation, how to advantageously use assisted negotiation in the form of mediation advocacy is included. New to the Fourth Edition: Fresh material and perspective benefiting from a new co-author Each chapter has been updated with new insights and examples More video-based examples, problems, and resources—linked video excerpts can now be streamed showing different negotiation styles and techniques Streamlined presentation of outside excerpts Greater coverage of distance negotiation, including email and remote contexts Increased focus on #MeToo, gender, social activism, historical inequities, anti-racism, cultural and style differences, online negotiation, technological advances, and other crucial issues affecting negotiation and dispute resolution today Excerpts have been condensed or summarized to shorten reading assignments, allowing more time for experiential learning Professors and student will benefit from: Step-by-step organization and readings designed to be used as part of an active experiential class without sacrificing the deep knowledge expected in a law school course Informal writing style, interesting examples, practical advice, and thought-provoking questions, all written specifically for law students who will soon represent clients as negotiators Practice-based approach which helps students apply the concepts Exercises and accompanying role-plays that facilitate classroom discussion Assessment tools to aid in student learning and understanding Videos that show experienced lawyers, negotiators, and mediators performing role plays
Download or read book Legal Negotiation written by Donald G. Gifford and published by . This book was released on 2017 with total page 341 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Negotiation From Theory to Practice written by Jacques Rojot and published by Springer. This book was released on 2016-07-27 with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt: Professor Rojot's work links the theory of negotiation to its more practical aspects and bridges the gap between theoretical work and 'how to' manuals. The theoretical analysis is rooted in the field of sociology in general and in the strategic analysis of organisations in particular. This sets it apart from most treatises on negotiation which tend to be based on social-psychology, political science or economics.
Download or read book Negotiation written by Melissa L. Nelken and published by . This book was released on 2007 with total page 532 pages. Available in PDF, EPUB and Kindle. Book excerpt: This successor volume to Understanding Negotiation is a valuable resource for understanding the dynamics, strategies, and ethics of negotiating. This revised and updated edition includes two entirely new chapters on topics that are seldom covered in basic negotiation texts--gender and culture in negotiation and multiparty negotiation. The book offers law students the tools they need to develop effective legal negotiating skills. In addition to the foundational topics of distributive and integrative bargaining, Professor Nelken addresses the psychology of the negotiating process and, of particular importance to future attorneys, ethical issues and the lawyer-client relationship. Each chapter begins with introductory material from the author to provide a framework for understanding the readings that follow. The readings are a broad selection of the best scholarship in the area, including both classic texts and excellent research from other disciplines that is generally unfamiliar to lawyers.
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 Negotiation and Conflict Management written by I. William Zartman and published by Routledge. This book was released on 2007-12-20 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book presents a series of essays by I. William Zartman outlining the evolution of the key concepts required for the study of negotiation and conflict management, such as formula, ripeness, pre-negotiation, mediation, power, process, intractability, escalation, and order. Responding to a lack of useful conceptualization for the analysis of international negotiation, Zartman has developed an analytical framework and specific concepts that can serve as a basis for both study and practice. Negotiation is analyzed as a process, and is linked to other major themes in political science such as decision, structure, justice and order. This analysis is then applied to negotiations to manage particular types of conflicts and cooperation, including ethnic conflicts, civil wars and regime-building. It also develops typologies and strategies of mediation, dealing with such aspects as leverage, bias, interest, and roles. Written by the leading exponent of negotiation and mediation, Negotiation and Conflict Management will be of great interest to all students of negotiation, mediation and conflict studies in general.
Download or read book The Negotiation Process written by I. William Zartman and published by SAGE Publications, Incorporated. This book was released on 1978-10 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the John Holmes Library collection.
Download or read book The Yes Book written by Clive Rich and published by Random House. This book was released on 2013-03-28 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is fundamental to our lives; whether it’s getting your kids to eat their greens, making your case for a pay rise, or trying to secure a multi-million pound deal for your company. However, negotiation has changed. It's no longer about confrontation where there are winners and losers. Collaboration is now the name of the game. YouGov research commissioned for this book shows UK PLC is losing £9 million per hour from poor negotiating – £17 billion per year. Can you afford to be without a modern framework for deal-making? In The Yes Book, Clive Rich provides a method for generating success based on years of experience working for or with major organisations and super brands including Sony, Yahoo, Apple, the BBC, Tesco, and Simon Cowell's Syco, during a negotiating career in which he has brokered more than £10 billion worth of deals. By breaking negotiation into its three key elements of Attitude, Behaviour and Process, he helps you learn how to shape, create and close deals. You will discover what your negotiating style is, and how you can apply it to influence others and give yourself the edge. This is the ultimate guide to using the power of negotiation to get more of what you want, in both business and life outside the office.
Download or read book Advanced Negotiation and Mediation Theory and Practice written by Paul J. Zwier and published by Aspen Publishing. This book was released on 2015-12-17 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this new, updated edition of Advanced Negotiation and Mediation Theory and Practice, Paul Zwier and Thomas Guernsey present a strategic planning and integrated systematic approach to negotiation, which recognizes that both adversarial and problem-solving strategies have distinct advantages and that lawyers need to combine styles and strategies to achieve the best results for their clients. Zwier and Guernsey provide attorneys with an outline to plan and implement effective negotiation techniques, using up-to-date situations throughout the book to demonstrate how understanding negotiation theory and practice can help them partner with their clients to make better strategic use of negotiation. The authors break down the counseling process into stages and show what information the client needs to make an informed decision. They then suggest and give examples of the techniques and skills that might be used to implement that decision in a negotiation and or mediation setting.
Download or read book Legal Negotiation written by Donald G. Gifford and published by West Academic Publishing. This book was released on 1989 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: Provides for the first time a single text that describes competitive negotiation tactics and more collaborative approaches, such as problemsolving and cooperative tactics most likely to be effective in a given situation. For the professor teaching a Negotiation or Dispute Resolution course. Teaches law students practical techniques needed to negotiate more effectively. Sample dialogue illustrates specific negotiation tactics. The research of social scientists is discussed when their findings and theoretical models are directly relevant to the negotiating lawyer. Mediation, arbitration and other alternative dispute resolution techniques are described in a separate chapter that analyzes their impact on negotiation.
Download or read book The Practical Negotiation Handbook written by Melissa Davies and published by Kogan Page Publishers. This book was released on 2021-10-03 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: Effective negotiations lead to sustainable partnerships, help both parties to achieve higher goals than they would alone and allow organizations to avoid the costly price of conflict. This book outlines a simple and powerful method of negotiating, either in person or virtually. The Practical Negotiation Handbook outlines a tried and tested five-step process for negotiating lasting agreements, with best practice case examples, checklists and tools. This thoroughly practical guide brings together over 25 years of the author's experience negotiating in a variety of countries and contexts to give you the confidence to negotiate any kind of contract or agreement, large or small. Using a 'solution-focused' approach which centres around preferred outcomes rather than conflicts, and on questioning and listening to the other party rather than trying to convince or impose and making assumptions, this pragmatic book will help build your profile as an ethical and respected negotiator. From contextual analysis and goal preparation to the importance of communication and building an offer, it cuts through the theory and clearly outlines the skills needed to influence the outcome and implementation of any negotiation.
Download or read book The Theory and Practice of Representative Negotiation written by Colleen Hanycz and published by . This book was released on 2008 with total page 322 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Negotiation Analysis written by Howard Raiffa and published by Harvard University Press. This book was released on 2007-03-31 with total page 567 pages. Available in PDF, EPUB and Kindle. Book excerpt: This 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.
Download or read book International Negotiation in a Complex World written by Brigid Starkey and published by Rowman & Littlefield. This book was released on 2016-08-22 with total page 219 pages. Available in PDF, EPUB and Kindle. Book excerpt: The process of negotiation, standing as it does between war and peace in many parts of the globe, has never been a more vital process to understand than in today's rapidly changing international system. Students of negotiation must first understand key IR concepts as they try to incorporate the dynamics of the many anomalous actors that regularly interact with conventional state agents in the diplomatic arena. This hands-on text provides an essential introduction to this high-stakes realm, exploring the impact of complex multilateralism on traditional negotiation concepts such as bargaining, issue salience, and strategic choice. Using an easy-to-understand board game analogy as a framework for studying negotiation episodes, the authors include a rich array of real-world cases and examples—now updated with the results of the Paris climate change agreement—to illustrate key themes, including the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. Providing tools for analyzing why negotiations succeed or fail, this innovative text also presents effective exercises and learning approaches that enable students to understand the complexities of negotiation by engaging in the diplomatic process themselves.
Download or read book Negotiation Theory and Practice written by James A. Wall and published by Pearson Scott Foresman. This book was released on 1985 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt:
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 negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand 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 processescognition, 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.
