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 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.
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 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 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 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.
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 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.
Download or read book Negotiation Games written by Steven J. Brams and published by Psychology Press. This book was released on 2003 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: Steven J. Brams is one of the leading game theorists of his generation. This new edition includes brand new material on topics such as fallback bargaining and principles of rational negotiation.
Download or read book Negotiation Theory and Strategy written by Russell Korobkin and published by . This book was released on 2009 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Companion Website: www.aspenlawschool.com/books/korobkin Negotiation: Theory and Strategy combines narrative text, materials from the social sciences, and cutting-edge legal scholarship. Organized into a logical analytic framework, Korobkin's conceptual approach provides students with an effective structure for understanding the negotiation process and improving their skills. This concise casebook, along with simulations included in the teacher's manual, teaches students how to analyze and apply strategic concepts through analysis and problem solving. Negotiation: Theory and Strategy, Second Edition, features: introductions to theoretical perspectives that provide different avenues for approaching negotiation: economics and game theory cognitive and social psychology legal and business analysis excerpts from leading negotiation scholars that reflect a variety of fields, such as law, business, psychology, and economics complete teaching materials that will support a two-, three-, or four-unit negotiation course and include: narrative text and excerpted materials questions and problems for in-class discussion negotiation simulation exercises (in the Teacher's Manual*) a modular chapter design that adapts to a variety of teaching objectives clear and engaging writing generous use of hypotheticals and examples Updated throughout, the Second Edition offers: expanded discussion of the role of emotions and aspirations additional coverage of multiparty negotiation, gender, trust, and the use of mediation additional negotiation simulations to encourage students to practice on core topics With its flexible organization that is easily adapted to a variety of teaching objectives, Negotiation: Theory and Strategy, Second Edition, promises a stimulating class experience along with generous teaching support. *A Teacher's Manual may be available for this book. Teacher's Manuals are a professional courtesy offered to professors only. For more information or to request a copy, please contact Aspen Publishers at 800-950-5259 or [email protected].
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 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.
Download or read book Bargaining Theory with Applications written by Abhinay Muthoo and published by Cambridge University Press. This book was released on 1999-08-19 with total page 378 pages. Available in PDF, EPUB and Kindle. Book excerpt: Graduate textbook presenting abstract models of bargaining in a unified framework with detailed applications involving economic, political and social situations.
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 331 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 Negotiation written by David Churchman and published by University Press of America. This book was released on 1995 with total page 108 pages. Available in PDF, EPUB and Kindle. Book excerpt: This study outlines and defines key terms and concepts behind negotiation tactics that have been effective throughout history. It is completed with a glossary of over 50 terms used in negotiations.
Download or read book The Strategy of Conflict written by Thomas C. Schelling and published by Harvard University Press. This book was released on 1980 with total page 332 pages. Available in PDF, EPUB and Kindle. Book excerpt: Analyzes the nature of international disagreements and conflict resolution in terms of game theory and non-zero-sum games.
