Download or read book Bargaining Power Tactics and Outcomes written by Samuel B. Bacharach and published by . This book was released on 1981 with total page 264 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Power and Tactics in International Negotiation written by William Mark Habeeb and published by . This book was released on 1988 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Focusing explicitly on negotiations between states unequal in power capabilities, Habeeb proposes a mode for understanding such asymmetrical dialogues and their outcomes. He argues that conceptualizing power primarily in terms military capabilities is misleading. Although such capabilities are important determinants of negotiation outcomes, they operate on the basis of the parties' commitments to achieve a settlement; their abilities to unilaterally control an outcome; and the number and feasibility of each party's alternatives to continuing the negotiations. ISBN 0-8018-3620-4: $25.00.
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 Genius written by Deepak Malhotra and published by Bantam. This book was released on 2008-08-26 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.
Download or read book Bargaining for Advantage written by G. Richard Shell and published by . This book was released on 2001 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.
Download or read book The Power of Nice written by Ronald M. Shapiro and published by John Wiley & Sons. This book was released on 1998-09-29 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book features the negotiating strategies of one of the most famous deal makers in sports history. Ronald M. Shapiro's approach is centered around the importance of building relationships. The book includes chapters on win-lose negotiation, win-win negotiation, listening, preparation, proposals, personality types, and unlocking deadlocks.
Download or read book Negotiation Made Simple written by S.L. Rao and published by Excel Books India. This book was released on 2009 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: The book deals with the techniques of handling situations which could crop up at home as well as in the international arena while negotiating business . . . With globalization, it marks a new age for the Indian industry. For players and observers alike in this age, the book will serve as a practical guide. Business World Almost all sections of the book carry examples and problems to help the reader hone his skills in the art of negotiation. . . This book, simple and easy to read, yet laden with intellectually stimulating facts and guidelines, holds the key to successful negotiation. The Economic TimesAlmost all transactions barring acts of pure altruism involve varying degrees of give and take, otherwise known as the fine art of negotiating. This book explains how all parties to a negotiation could be winners. Negotiators need to understand that it is not necessary that only one party wins; if they will only take the trouble to find out what the other party really wants, and then go about designing a package that gives it to them, they can gain what they themselves want from the process. It is this careful peeling away of the unwanted elements that leads to successful negotiation. This book contains all the secrets used by canny negotiators to achieve their objectives. Negotiation is a process, not an event that can be learnt. All the steps that lead to mutually satisfying outcomes are described here: creating the climate, identifying interests, and selecting BATNA (Best Alternative to a Negotiated Agreement) outcomes that you will go through in any negotiation. Studded with many examples, valuable tips from great negotiators, and many interesting cases, this book allows the reader to hone his skills while mastering the concepts involved in this crucial area of management. With practice, you will gain skill at facilitating each step of the process, and as your skill increases, you'll discover that negotiating can be fun.
Download or read book Practical Guide to Negotiating in the Military written by Stefan Eisen and published by . This book was released on 2019 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: "A Practical Guide to Negotiating in the Military, 3rd edition outlines and provides frameworks for assessing and using five essential negotiating strategies tailored to the military environment. It includes applications to enhance the readers' understanding of these five strategies, properly evaluate situations, and select the most appropriate strategy"--Provided by publisher.
Download or read book Bargaining for Advantage written by G. Richard Shell and published by Penguin. This book was released on 2006-05-02 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track
Download or read book The Social Influence Processes written by James T. Tedeschi and published by Routledge. This book was released on 2017-07-12 with total page 442 pages. Available in PDF, EPUB and Kindle. Book excerpt: Social psychologists have always been concerned with two-person interactions and the factors enabling one person to gain dominance. Although social psychology has devised a revolutionary set of techniques to investigate the phenomenon of power, hypotheses are too often ambiguously stated, research programs end in cul-de-sacs, and experiments take on the character of one-shot studies. In an attempt to stimulate new directions in research and to provide cumulative emphasis on the development of scientific theory in the area of power relations, Tedeschi has assembled original and path breaking essays from a dozen outstanding scholars and researchers in the behavioral sciences. More tightly integrated than leading books in the field of power relations, The Social Influence Processes focuses on two-person interactions. A full explanation of the terms "power" and "influence" is followed by an analysis of the major variables in connections between two persons that must be taken into account in a scientific theory of social influence. The subsequent chapters respond to the categories established, attempting a comprehensive construction of social reality and offering suggestions and techniques for measuring and ordering its complexity. Particular areas of research and theory are isolated for consideration in depth--such topics as personality as a power construct (Power and Personality by Henry L. Minton), influence in exchange theory (The Tactical Use of Social Power by Andrew Michener and Robert W. Suchner), and leadership through charisma (Interpersonal Attraction and Social Influence by Elaine Walster and Darcy Abrahams). In the final chapter, Tedeschi, Thomas Bonoma, and Barry R. Schlenker attempt to provide a general theory of social influence processes as they affect the target individual by reviewing the research literature in their own theoretical terms. This remarkable volume will be of interest to students as well
Download or read book Beyond Winning written by Robert H. Mnookin and published by Harvard University Press. This book was released on 2004-04-15 with total page 369 pages. Available in PDF, EPUB and Kindle. Book excerpt: Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don’t settle, relationships fall apart, justice is delayed. Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques. In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the bargaining table with one’s own client and across the table with the other side. They offer clear, candid advice about ways lawyers can search for beneficial trades, enlarge the scope of interests, improve communication, minimize transaction costs, and leave both sides better off than before. But lawyers cannot do the job alone. People who hire lawyers must help change the game from conflict to collaboration. The entrepreneur structuring a joint venture, the plaintiff embroiled in a civil suit, the CEO negotiating an employment contract, the real estate developer concerned with environmental hazards, the parent considering a custody battle—clients who understand the pressures and incentives a lawyer faces can work more effectively within the legal system to promote their own best interests. Attorneys exhausted by the trench warfare of cases that drag on for years will find here a positive, proven approach to revitalizing their profession.
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 written by Lavinia Hall and published by SAGE. This book was released on 1993 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: Comprises a collection of papers discussing the issue of negotiation. Presents a set of ideas, organized around frameworks for improving negotiation; the challanges to applying these ideas in organizational settings; and some analysis of individual behaviour in negotiation.
Download or read book Power and Negotiation written by I. William Zartman and published by University of Michigan Press. This book was released on 2000 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: Examines perceived power on the basis of which symmetries and asymmetries in the relations between parties can be identified
Download or read book Simulation und Planspiel in den Sozialwissenschaften written by Dietmar Herz and published by LIT Verlag Münster. This book was released on 2000 with total page 390 pages. Available in PDF, EPUB and Kindle. Book excerpt:
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 Distributive and Procedural Justice written by Kjell Törnblom and published by Routledge. This book was released on 2016-05-23 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: This interdisciplinary and cross-national volume brings together theory and research by prominent scholars within the areas of distributive and procedural justice, not only featuring work within each area separately, as is commonly done, but also showing how combinations of the two justice orientations might operate to affect justice judgments and guide behaviour. Chapters cover various levels of analysis, from intra-personal to interpersonal to group and societal levels. The volume is divided into four sections: distributive justice, procedural justice, distributive and procedural justice, and methodological issues. Each section is subdivided into two parts, basic research and applied research re: current and important societal issues. Each chapter contains an overview of theoretical and empirical research on a particular topic. The volume is designed for use on courses in social psychology, psychology, sociology, political philosophy, and law.
