Download or read book The Negotiator s Fieldbook written by Andrea Kupfer Schneider and published by American Bar Association. This book was released on 2006 with total page 798 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides a comprehensive reference guide to negotiation and mediation. Negotiation skills can be learned--everything from managing fairness and power and understanding the other side and cultural differences to decision-making, creativity, and apology. Good negotiation is best approached from a multidisciplinary perspective that combines the best of theory and practice.

Download or read book The Negotiation Fieldbook Second Edition written by Grande Lum and published by McGraw Hill Professional. This book was released on 2010-10-15 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Foreword by Roger Fisher, author of the bestselling Getting to Yes Diagnostic test to help readers determine their own-and their opponent's-negotiating style Lum was named Director of the Center for Negotiation and Dispute Resolution at the University of California Hastings College of Law, the largest law school negotiation center in the country

Download or read book The Negotiation Fieldbook written by Grande Lum and published by McGraw-Hill. This book was released on 2005 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: Fresh perspectives and guidance for one of today's most essential business skills--negotiation Virtually every step in business involves negotiation of some kind, yet the actual process of conducting a successful negotiation is rarely taught. The Negotiation Fieldbook features proven as well as innovative strategies for handling each phase of negotiation with skill and confidence and provides yous with no-nonsense guidance that can be difficult, if not impossible, to find. The Negotiation Fieldbook explains how to create more value at the table by leading a negotiation first to collaboration and then to agreement. Offering concise, straightforward coverage of a topic too often shrouded in confusion and mystery, this hands-on book describes: Essentials negotiators must focus on to be successful How to sequence each move, from first to last Techniques for rescuing a negotiation that has "broken down"

Download or read book The Five Tool Negotiator The Complete Guide to Bargaining Success written by Russell Korobkin and published by Liveright Publishing. This book was released on 2021-04-06 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A must-read for lawyers, business people, and other professionals wanting helpful negotiation advice." -Robert Mnookin, author of Bargaining with the Devil: When to Negotiate, When to Fight "As social creatures, we are always trying to influence each other. Russell Korobkin’s book lays out five techniques that anyone can use to ensure you get what you want and leave enough on the table so others win, too. The book moves quickly, is full of examples, and provides step-by-step actionable instructions to help you negotiate anything. Everyone needs this book." -Paul J. Zak, author of Trust Factor: The Science of Creating High-Performance Companies From leading negotiation expert Russell Korobkin comes this revelatory guide that distills the keys to bargaining into five simple-yet-sophisticated tools that anyone can master. The Five Tool Negotiator stands apart in a category saturated with breezy, self-help volumes as a compulsively readable and highly researched must-have for anyone looking to improve their bargaining skills. Nationally renowned UCLA law professor Russell Korobkin distills insights drawn from his decades of studying and teaching the keys to successful negotiations into five simple-yet-sophisticated strategies: Bargaining Zone Analysis * Persuasion * Deal Design * Power * and Fairness Norms. Incorporating lively anecdotes and fascinating social science experiments, Korobkin brings to life concepts from the disparate fields of psychology, economics, and game theory. Designed for use at both the flea market and in the C-suite, this game-changing, universal approach provides a formula that a savvy reader can implement immediately: · Tool #1, Bargaining Zone Analysis, enables you to identify the range of agreements that will benefit both parties. · Tool #2, Persuasion, convinces your counterpart that reaching an agreement will benefit them more than they otherwise would have recognized, making them willing to give you more. · Tool #3, Deal Design, structures the agreement in ways that increase its value to both parties. · Tool #4, Power, forces your counterpart to agree to terms relatively more desirable to you. · Tool #5, Fairness Norms, enables you to seal a bargain that both parties can feel good about. From negotiating the price of a used car to closing a multimillion-dollar merger, Korobkin meticulously explains how to answer the following questions that arise in every negotiation: Should you make the first offer or let the other side go first? What makes some proposals seem more fair than others? How do you decide whether to accept an offer, reject it, or make a counteroffer? When should you propose an unusual agreement structure? What steps can you take to make a bluff believable? Readers will come away with a roadmap to becoming a truly complete negotiator, able to understand bargaining as both a strategic and social activity. Intuitively accessible and reassuringly persuasive, The Five Tool Negotiator promises to be a classic in the art of bargaining strategy.

Download or read book Attracted to Conflict Dynamic Foundations of Destructive Social Relations written by Robin R. Vallacher and published by Springer Science & Business Media. This book was released on 2014-07-08 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Conflict is inherent in virtually every aspect of human relations, from sport to parliamentary democracy, from fashion in the arts to paradigmatic challenges in the sciences, and from economic activity to intimate relationships. Yet, it can become among the most serious social problems humans face when it loses its constructive features and becomes protracted over time with no obvious means of resolution. This book addresses the subject of intractable social conflict from a new vantage point. Here, these types of conflict represent self-organizing phenomena, emerging quite naturally from the ongoing dynamics in human interaction at any scale—from the interpersonal to the international. Using the universal language and computational framework of nonlinear dynamical systems theory in combination with recent insights from social psychology, intractable conflict is understood as a system locked in special attractor states that constrain the thoughts and actions of the parties to the conflict. The emergence and maintenance of attractors for conflict can be described by means of formal models that incorporate the results of computer simulations, experiments, field research, and archival analyses. Multi-disciplinary research reflecting these approaches provides encouraging support for the dynamical systems perspective. Importantly, this text presents new views on conflict resolution. In contrast to traditional approaches that tend to focus on basic, short-lived cause-effect relations, the dynamical perspective emphasizes the temporal patterns and potential for emergence in destructive relations. Attractor deconstruction entails restoring complexity to a conflict scenario by isolating elements or changing the feedback loops among them. The creation of a latent attractor trades on the tendency toward multi-stability in dynamical systems and entails the consolidation of incongruent (positive) elements into a coherent structure. In the bifurcation scenario, factors are identified that can change the number and types of attractors in a conflict scenario. The implementation of these strategies may hold the key to unlocking intractable conflict, creating the potential for constructive social relations.

Download or read book Skilled Interpersonal Communication written by Owen Hargie and published by Taylor & Francis. This book was released on 2016-10-04 with total page 659 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is a fundamental, powerful, and universal desire amongst humans to interact with others. People have a deep-seated need to communicate, and the greater their ability in this regard the more satisfying and rewarding their lives will be. The contribution of skilled interpersonal communication to success in both personal and professional contexts is now widely recognised and extensively researched. As such, knowledge of various types of skills, and of their effects in social interaction, is crucial for effective interpersonal functioning. Previous editions have established Skilled Interpersonal Communication as the foremost textbook on communication. This thoroughly revised and expanded 6th edition builds on this success to provide a comprehensive and up-to-date review of the current research, theory and practice in this popular field of study. The first two chapters introduce the reader to the nature of skilled interpersonal communication and review the main theoretical perspectives. Subsequent chapters provide detailed accounts of the fourteen main skill areas, namely: nonverbal communication; reinforcement; questioning; reflecting; listening; explaining; self-disclosure; set induction; closure; assertiveness; influencing; negotiating; and interacting in, and leading, group discussions. Written by one of the foremost international experts in the field and founded solidly in research, this book provides a key reference for the study of interpersonal communication. This theoretically informed yet practically oriented text will be of interest both to students of interpersonal communication in general, and to qualified personnel and trainees in many fields.

Download or read book Alternative Dispute Resolution in Energy Industries written by Mustafa Oğuz Tuna and published by Routledge. This book was released on 2022-04-03 with total page 189 pages. Available in PDF, EPUB and Kindle. Book excerpt: The disputes that arise between host states and investors in the energy sector put a high number of valuable and vital projects in the countries at risk. Investment treaty arbitration mechanisms, as the traditional remedy, have provided a solution to these problems for decades. However, as the number of disputes increases, the sufficiency of arbitration in responding to disputes became questionable in addition to the long-lasting and costly cases. Accordingly, ADR mechanisms outside the arbitration cannon have triggered growing interest among practitioners. Despite the attraction and the apparent benefits of ADR such as being cheaper, faster and with better outcomes compared to arbitration, there are also hurdles in front that hinder the application of ADR. This has lead to the underuse of ADR in appropriate contexts. This study has been conducted to research the gap for the applicability of the ADR methods for investment disputes in the energy sector with the doctrinal analysis of the existing literature either promoting or opposing ADR. Its findings provide guidance for alternative dispute resolution practitioners on when to use ADR, how to use ADR and on what disputes ADR to be used to resolve conflicts in International Energy Investment.

Download or read book How is Global Dialogue Possible written by Johanna Seibt and published by Walter de Gruyter GmbH & Co KG. This book was released on 2014-12-11 with total page 610 pages. Available in PDF, EPUB and Kindle. Book excerpt: Intercultural dialogue is often invoked in vague reference to a method that can build cross-cultural understanding and facilitate global policy-making. This book clarifies the theoretical foundations of intercultural dialogue and demonstrates the practical significance of intercultural value inquiry, combining the perspectives of philosophy, conflict research, religious studies, and education.

Download or read book Handbook of Organizational and Managerial Wisdom written by Eric H. Kessler and published by SAGE. This book was released on 2007-05-16 with total page 657 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A brilliant and comprehensive introduction to the most seminal component of leadership: wisdom. The diversity of the readings and wisdom of the authors make this a most original and valuable addition to the management canon." —Warren Bennis, Distinguished Professor of Management, University of Southern California and author of On Becoming a Leader "This wonderful compilation proves that management is as much art as science, and that deep thinking can inform and inspire practice to be more humane, ethical, and, yes, wise." —Rosabeth Moss Kanter, Harvard Business School Professor and best-selling author of Confidence: How Winning Streaks and Losing Streaks Begin and End "If you'll forgive a pun, this is a wise book about organizational and managerial wisdom. It shows what's possible when some of our best thinkers turn their collective attention to such timely subjects as EQ, negotiation, global politics, and individual and organizational ethics." —Steve Kerr, Chief Learning Officer, Goldman Sachs, and Past President of the Academy of Management "One of the 'most promising' forthcoming management books." —EUROPEAN ACADEMY OF MANAGEMENT "To wade into the topic wisdom is to see organizing differently. To wade into this volume is to see wisdom differently. Both forms of effort embody a wonderful moment of wisdom itself." –Karl E. Weick, Distinguished Professor of Organizational Behavior and Psychology,University of Michigan Some interesting issues emerge when one views organizations from a wisdom-based perspective. Does technology promote or inhibit wisdom? How do HR systems, organizational forms, management practices, and operational capabilities relate to wisdom? What are the ethical and social dimensions of wisdom? What makes a wise leader? Can wisdom be developed and utilized strategically? Do conceptions and manifestations of wisdom vary across cultures? Can one teach wisdom? Editors Eric Kessler and James Bailey have produced a ground-breaking compendium of globally renowned thinkers in the Handbook of Organizational and Managerial Wisdom. This Handbook systematically explores the characteristics of understanding, applying, and developing organizational and managerial wisdom. Key Features Organizes wisdom around the five primary philosophical branches—logic, ethics, aesthetics, epistemology, and metaphysics Applies wisdom in organizations and management through international examples that synthesize a set of practical principles for academics and practicing managers Offers an outstanding collection of world-renowned scholars who give profound insights regarding wisdom

Download or read book The Art of Capital Restructuring written by H. Kent Baker and published by John Wiley & Sons. This book was released on 2011-06-07 with total page 612 pages. Available in PDF, EPUB and Kindle. Book excerpt: The most up-to-date guide on making the right capital restructuring moves The Art of Capital Restructuring provides a fresh look at the current state of mergers, acquisitions, and corporate restructuring around the world. The dynamic nature of M&As requires an evolving understanding of the field, and this book considers several different forms of physical restructuring such as divestitures as well as financial restructuring, which refers to alterations in the capital structure of the firm. The Art of Capital Restructuring not only explains the financial aspects of these transactions but also examines legal, regulatory, tax, ethical, social, and behavioral considerations. In addition to this timely information, coverage also includes discussion of basic concepts, motives, strategies, and techniques as well as their application to increasingly complex, real-world situations. Emphasizes best practices that lead to M&A success Contains important and relevant research studies based on recent developments in the field Comprised of contributed chapters from both experienced professionals and academics, offering a variety of perspectives and a rich interplay of ideas Skillfully blending theory with practice, this book will put you in a better position to make the right decisions with regard to capital restructuring in today's dynamic business world.

Download or read book Encyclopedia of Criminal Justice Ethics written by Bruce A. Arrigo and published by SAGE Publications. This book was released on 2014-07-17 with total page 1799 pages. Available in PDF, EPUB and Kindle. Book excerpt: Federal, state, county, and municipal police forces all have their own codes of conduct, yet the ethics of being a police officer remain perplexing and are often difficult to apply in dynamic situations. The police misconduct statistics are staggering and indicate that excessive use of force comprises almost a quarter of misconduct cases, with sexual harassment, fraud/theft, and false arrest being the next most prevalent factors. The ethical issues and dilemmas in criminal justice also reach deep into the legal professions, the structure and administration of justice in society, and the personal characteristics of those in the criminal justice professions. The Encyclopedia of Criminal Justice Ethics includes A to Z entries by experts in the field that explore the scope of ethical decision making and behaviors within the spheres of criminal justice systems, including policing, corrections, courts, forensic science, and policy analysis and research. This two-volume set is available in both print and electronic formats. Features: Entries are authored and signed by experts in the field and conclude with references and further readings, as well as cross references to related entries that guide readers to the next steps in their research journeys. A Reader′s Guide groups related entries by broad topic areas and themes, making it easy for readers to quickly identify related entries. A Chronology highlights the development of the field and places material into historical context; a Glossary defines key terms from the fields of law and ethics; and a Resource Guide provides lists of classic books, academic journals, websites and associations focused on criminal justice ethics. Reports and statistics from such sources as the FBI, the United Nations, and the International Criminal Court are included in an appendix. In the electronic version, the Reader′s Guide, index, and cross references combine to provide effective search-and-browse capabilities. The Encyclopedia of Criminal Justice Ethics provides a general, non-technical yet comprehensive resource for students who wish to understand the complexities of criminal justice ethics. Key Themes: History of Criminal Justice Ethics General Criminal Justice Ethics Police Ethics Legal Ethics Correctional Ethics Criminal Justice Cases and Controversies Technology, Crime, and Ethics Ethics and Critical Criminology

Download or read book Collaborative Divorce Handbook written by Forrest S. Mosten and published by John Wiley & Sons. This book was released on 2009-10-01 with total page 282 pages. Available in PDF, EPUB and Kindle. Book excerpt: Forrest S. Mosten Collaborative Divorce Handbook Helping families without going to court Praise for Collaborative Divorce Handbook "There are many roads to peace. Whether you engage in collaborative practice, which by definition includes the provision that professionals will not represent the parties in litigation, or some other process for respectful conflict resolution, you will find Collaborative Divorce Handbook to be an invaluable resource for deepening your understanding and enhancing your skills as a peacemaker." Talia L. Katz, JD, executive director, International Academy of Collaborative Professionals "Collaborative lawyering is a promising new way of resolving disputes through joint problem solving rather than adversary litigation that has particular appeal for divorce cases. Whether you are a client who seeks to learn more about it or a lawyer using it who desires a wise guiding hand, this book is an invaluable resource." Frank E. A. Sander, Bussey Professor Emeritus, Harvard Law School "Written by one of the innovative thinkers in the field, Collaborative Divorce Handbook is a treasure of information for all professionals interested in collaborative divorce. Easy to read, expansive, and chock-full of resources, it is bound to become a classic." Constance Ahrons, PhD, author, The Good Divorce and We're Still Family, and professor emerita, University of Southern California "Family law is changing. As more people realize that the adversarial process is expensive, degrading, and stressful, they look for alternatives and find it in various forms of alternative dispute resolution. Woody Mosten is the nationally recognized leader of this movement, and his book on collaborative practice literally will be 'The Handbook' we will all follow." Garrett C. Dailey, Esq., CFLS, AAML, president, Attorney's BriefCase, Inc.

Download or read book Negotiation Theory and Strategy written by Russell Korobkin and published by Aspen Publishing. This book was released on 2024-02-01 with total page 604 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text’s conceptual approach draws on psychology, economics, and law to provide students with an in-depth understanding of the cognitive and interpersonal underpinnings of negotiation. A total of 21 original negotiation simulations and exercises, with private information for each party, are provided to adopters outside of the text, enable students to apply the lessons of each chapter in context-rich environments in a variety of transactional and litigation settings. New to the 4th Edition: Significant revisions to Chapter 10 (“Gender and Culture”), incorporating the significant amount of scholarship on gender differences in negotiation that has been published in the last decade. Significant revisions to Chapter 14 (“Deceit”), reflecting the burgeoning literature in the field of behavioral ethics. Minor updates and revisions to other chapters. Minor updates to existing simulations and additional new simulations. Professors and students will benefit from: Rigorous, social science-based approach to understanding negotiation as a fundamental process of human interaction. Modular organization, so instructors can choose to assign the chapters in a different order than presented, to better suit their conception of the course without creating undue confusion on the part of students. Each chapter of the book exposes students to challenging theoretical concepts through a combination of narrative material, excerpts of published books and articles, and note material that further explains and builds on points made in the narrative and excerpted sections. The “Discussion Questions and Problems” that end each chapter provide an opportunity for students to explore and apply the reading material in a class discussion format.

Download or read book Environmental Leadership written by Deborah Rigling Gallagher and published by SAGE. This book was released on 2012-09-19 with total page 1027 pages. Available in PDF, EPUB and Kindle. Book excerpt: This reference handbook tackles issues relevant to leadership in the realm of the environment and sustainability.

Download or read book Negotiation Identity and Justice written by Daniel Druckman and published by Taylor & Francis. This book was released on 2023-04-25 with total page 438 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume presents contributions made by Daniel Druckman on the topics of negotiation, national identity, and justice. Containing research conducted and published over a half century, the volume is divided into seven thematic parts that cover: the multifaceted career, flexibility in negotiation, values and interests, turning points, national identity, and process and outcome justice. It rounds off with a reflective and forward-looking conclusion. Each part is prefaced with an introduction that highlights the chapters to follow. The chapters comprise empirical, theoretical, and state-of-the-art articles. These essays offer an array of research approaches, which include experiments, simulations, and case studies, with topics ranging from boundary roles and turning points in negotiation to nationalism and war, and the way that research is used in skills training for diplomats and in the development of government policies. In addition, the book provides rare glimpses of behind-the-scenes networks, sponsors, and events, with personal stories that also make evident that there is more to a career than what appears in print. The articles chosen for inclusion are a small set of the total number of career publications by the author but are the ones that made a substantial impact in their respective fields. The concluding section looks back at how the author’s career connects to classical ideas and the value of an evidence-based approach to scholarship and practice. It also looks forward to directions for future research in six areas. This book will be of considerable interest to students of international negotiation, conflict resolution, security studies, and international relations.

Download or read book Staying with Conflict written by Bernard S. Mayer and published by John Wiley & Sons. This book was released on 2009-03-03 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner of the 2009 CPR Award for Outstanding Book In this groundbreaking book, Bernard Mayer, a pioneer in the field of conflict resolution, offers a new paradigm for dealing with long-term disputes. Mayer explains that when dealing with enduring conflict, mediators and other conflict resolution specialists need to move past the idea of how quickly they can resolve the conflict. Instead, they should focus on how they can help people prepare to engage with an issue over time. Once their attention is directed away from a speedy resolution to a long-term approach, new avenues of intervention become apparent.

Download or read book How Leading Lawyers Think written by Randall Kiser and published by Springer Science & Business Media. This book was released on 2011-08-14 with total page 275 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this book, 78 leading attorneys in California and New York describe how they evaluate, negotiate and resolve litigation cases. Selected for their demonstrated skill in predicting trial outcomes and knowing when cases should be settled or taken to trial, these attorneys identify the key factors in case evaluation and share successful strategies in pre-trial discovery, negotiation, mediation, and trials. Integrating law and psychology, the book shows how skilled attorneys mentally frame cases, understand jurors’ perspectives, develop persuasive themes and arguments and achieve exceptional results for clients.