Essentials of Negotiation

Essentials of Negotiation
Author: Roy J. Lewicki,Bruce Barry,David M. Saunders
Publsiher: Unknown
Total Pages: 135
Release: 2021
ISBN: 9781260399455
Category: Negotiation
Language: EN, FR, DE, ES & NL

Essentials of Negotiation Book Excerpt:

"The objective of this shorter version is to provide the reader with the core concepts of negotiation in a more succinct presentation. Many faculty requested such a book for use in shorter academic course, executive education programs, or as a companion to other resource materials. It is suitable for courses in negotiation, labor relations, conflict management, human resource management, and the like"--

Essentials of Negotiation

Essentials of Negotiation
Author: Roy J. Lewicki,David M. Saunders,John W. Minton
Publsiher: McGraw-Hill/Irwin
Total Pages: 256
Release: 2001
ISBN: 1928374650XXX
Category: Negotiation
Language: EN, FR, DE, ES & NL

Essentials of Negotiation Book Excerpt:

This is a short derivative from the main Negotiation text. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. In this revision, the organization more closely follows both Negotiation and Negotiation: Readings, Cases, and Exercises. Events and contemporary media have been interspersed throughout the text to add to readability and student interest. Every chapter has been revised; major new sections include material on dispute framing, coalitions and types of relationships between negotiators.

Architect s Essentials of Negotiation

Architect s Essentials of Negotiation
Author: Ava J. Abramowitz
Publsiher: John Wiley & Sons
Total Pages: 384
Release: 2009-03-16
ISBN: 0470426888
Category: Architecture
Language: EN, FR, DE, ES & NL

Architect s Essentials of Negotiation Book Excerpt:

"Where do you turn if you are an architect or student wanting to deepen those skill sets that will make you a more successful professional? Well, taking a look at Ava Abramowitz's new book, "The Architect's Essentials of Negotiation" will be a step in the right direction." —Robert Greenstreet, Dean, University of Wisconsin at Milwaukee School of Architecture and Urban Planning This is an essential guide for architects and their clients and consultants who need professional advice on negotiations, from design development to agreements and fees. Contractors will want to read it, too, especially if they are involved with Integrated Project Delivery. This new edition offers updated insights related to negotiation, with references to the AIA Contract Documents, communication, collaboration, and handling disputes, change, and claims.

Harvard Business Essentials Guide To Negotiation

Harvard Business Essentials  Guide To Negotiation
Author: Harvard Business Essentials
Publsiher: Harvard Business Press
Total Pages: 170
Release: 2003-07
ISBN: 1591391113
Category: Electronic Book
Language: EN, FR, DE, ES & NL

Harvard Business Essentials Guide To Negotiation Book Excerpt:

Negotiation-whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or making trade-offs between business units-is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating-and valuable-aspects of business today. Packed with practical advice and handy tools, Negotiation will help any manager sharpen skills and yield a sizable payoff. Contents include: Preparing the necessary information before a negotiation Managing multiparty negotiations Assessing the position of the opposing side Determining your sources of power and authority in a negotiation Recognizing the barriers to agreement and how to overcome them Plus, readers can access free interactive tools on the Harvard Business Essentials companion web site. Series Adviser: Michael Watkins Associate Professor Michael Watkins does research on negotiation and leadership. He is the coauthor of Right From the Start: Taking Charge in a New Leadership Role (HBS Press, 1999) and the author of Taking Charge in Your New Leadership Role: A Workbook (HBS Publishing, 2001), both of which examine how new leaders coming into senior management positions should spend their first six months on the job. Harvard Business Essentials The Reliable Source for Busy Managers The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience. To assure quality and accuracy, each volume is closely reviewed by a specialized content adviser from a world class business school. Whether you are a new manager interested in expanding your skills or an experienced executive looking for a personal resource, these solution-oriented books offer reliable answers at your fingertips.

Essentials of Negotiation

Essentials of Negotiation
Author: Roy J. Lewicki
Publsiher: Unknown
Total Pages: 274
Release: 2003
ISBN: 9780071232548
Category: Negotiation
Language: EN, FR, DE, ES & NL

Essentials of Negotiation Book Excerpt:

Lewicki, Barry, Saunders, and Minton's: Essentials of Negotiations, 3e is a short paperback derivative from the main text, Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Nine of the 13 chapters from the main text have been shortened by about 1/3 for this volume. The other four chapters of the main text have also been shortened and are downloadable from the book website.

Loose Leaf for Essentials of Negotiation

Loose Leaf for Essentials of Negotiation
Author: Roy J. Lewicki,Bruce Barry,David M. Saunders
Publsiher: McGraw-Hill Education
Total Pages: 336
Release: 2020-01-27
ISBN: 9781260512564
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Loose Leaf for Essentials of Negotiation Book Excerpt:

Essentials of Negotiation, 7e is a condensed version of the main text, Negotiation, 8e. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation sub processes, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process. Accompanied by Connect®, and includes new SmartBook 2.0 to give your students a personalized reading and learning experience so they come to class more prepared. SmartBook 2.0 offers offline learning via a mobile device, required assignments, personalized review, and better accessibility.

Essentials of Negotiation

Essentials of Negotiation
Author: Roy J. Lewicki,David Saunders,Bruce Barry,John Minton, PH.
Publsiher: Turtleback
Total Pages: 135
Release: 2003-06-01
ISBN: 9780613923040
Category: Electronic Book
Language: EN, FR, DE, ES & NL

Essentials of Negotiation Book Excerpt:

Lewicki, Barry, Saunders, and Minton's: Essentials of Negotiation Third Edition is a short paperback derivative from the main text, Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.

Essentials of Negotiation

Essentials of Negotiation
Author: Lewicki/Barry/Saunders
Publsiher: Unknown
Total Pages: 135
Release: 2022
ISBN: 1928374650XXX
Category: Electronic Book
Language: EN, FR, DE, ES & NL

Essentials of Negotiation Book Excerpt:

ISE EBook Online Access for Essentials of Negotiation

ISE EBook Online Access for Essentials of Negotiation
Author: Roy J. Lewicki,David M. Saunders,Bruce Barry
Publsiher: Unknown
Total Pages: 373
Release: 2020
ISBN: 9781260579581
Category: Electronic books
Language: EN, FR, DE, ES & NL

ISE EBook Online Access for Essentials of Negotiation Book Excerpt:

Essentials of Negotiation

Essentials of Negotiation
Author: Lewicki
Publsiher: Unknown
Total Pages: 135
Release: 1996-09-01
ISBN: 9780071153737
Category: Electronic Book
Language: EN, FR, DE, ES & NL

Essentials of Negotiation Book Excerpt:

The Negotiator s Fieldbook

The Negotiator s Fieldbook
Author: Andrea Kupfer Schneider,Christopher Honeyman
Publsiher: American Bar Association
Total Pages: 768
Release: 2006
ISBN: 9781590315453
Category: Law
Language: EN, FR, DE, ES & NL

The Negotiator s Fieldbook 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.

The Essentials of Contract Negotiation

The Essentials of Contract Negotiation
Author: Stefanie Jung,Peter Krebs
Publsiher: Springer
Total Pages: 242
Release: 2019-06-14
ISBN: 3030128660
Category: Law
Language: EN, FR, DE, ES & NL

The Essentials of Contract Negotiation Book Excerpt:

This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations. The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.

Conflict Negotiation and Perspective Taking

Conflict  Negotiation and Perspective Taking
Author: Sandra Pineda de Forsberg,Roland Reichenbach
Publsiher: Cambridge Scholars Publishing
Total Pages: 150
Release: 2021-09-02
ISBN: 1527574393
Category: Psychology
Language: EN, FR, DE, ES & NL

Conflict Negotiation and Perspective Taking Book Excerpt:

In a world where conflicts are commonplace and almost unavoidable, negotiation is recommended as the preferred approach for productively handling the outcomes of disputes. In addition, negotiation is recognized as an enabler of a constructive, grounded attitude toward conflict. This book advocates that perspective-taking is a superior competency to effectively understand the points of view of others, as well as a means to create a beneficial outcome to a conflict, attain sustainable business and solutions, and develop healthier relationships. The three central themes presented in this book: conflict, negotiation, and interpersonal perspective-taking, provide different important insights into the handling of disputes and the practice of negotiation. In-depth understanding of these themes enables the negotiator to forge a “three-dimensional” instrument for effective conflict management. The concept of conflict is first introduced, followed by an examination of the negotiation process, including negotiation strategies, negotiation phases, negotiation competencies, and styles. Considerable attention is then paid to interpersonal perspective-taking and its critical role in successful interpersonal negotiation strategies, before a theoretical discussion on negotiation research models concludes the book. The intent throughout this book is to empower the reader to make the best of every conflict situation and contribute to harmonious and respectful working environments. Every individual, employee, and leader is encouraged to become a proficient negotiator who seeks mutually productive and successful results. The mutual wins require careful consideration of the other’s perspective and interests. Although this work primarily addresses professional contexts, the principles and their applications are also highly useful for everyday situations.

The Global Business Handbook

The Global Business Handbook
Author: David J. Newlands,Mark J. Hooper
Publsiher: Gower Publishing, Ltd.
Total Pages: 577
Release: 2009
ISBN: 9780566087479
Category: Business & Economics
Language: EN, FR, DE, ES & NL

The Global Business Handbook Book Excerpt:

The Global Business Handbook is based on the structure of the very successful IÃ0/00SEG International School of Management's programme on international management. Concentrating on the big developments that are currently happening internationally, the book considers how managers operating in the global business landscape must change what they do to create advantages and remain competitive.

Negotiations in the Indigenous World

Negotiations in the Indigenous World
Author: Ciaran O'Faircheallaigh
Publsiher: Routledge
Total Pages: 224
Release: 2015-09-16
ISBN: 1317511549
Category: Political Science
Language: EN, FR, DE, ES & NL

Negotiations in the Indigenous World Book Excerpt:

Negotiated agreements play a critical role in setting the conditions under which resource development occurs on Indigenous land. Our understanding of what determines the outcomes of negotiations between Indigenous peoples and commercial interests is very limited. With over two decades experience with Indigenous organisations and communities, Ciaran O’Faircheallaigh's book offers the first systematic analysis of agreement outcomes and the factors that shape them, based on evaluative criteria developed especially for this study; on an analysis of 45 negotiations between Aboriginal peoples and mining companies across all of Australia’s major resource-producing regions; and on detailed case studies of four negotiations in Australia and Canada.

Selling Sales Management

Selling   Sales Management
Author: Lisa Spiller
Publsiher: SAGE
Total Pages: 552
Release: 2021-09
ISBN: 1529766672
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Selling Sales Management Book Excerpt:

A step-by-step "how-to" guide to selling in the contemporary world with a focus on storytelling to enhance relationship building and help drive sales; alongside skills development for sales management and today’s role for sales data analytics.

Arms Control

Arms Control
Author: Robert E. Williams,Paul R. Viotti
Publsiher: ABC-CLIO
Total Pages: 784
Release: 2012
ISBN: 0275998207
Category: Political Science
Language: EN, FR, DE, ES & NL

Arms Control Book Excerpt:

Set against a backdrop of terrorism, rogue states, non-conventional warfare, and deteriorating diplomacy, this encyclopedia offers a comprehensive, multidisciplinary, up-to-date reference on the recent history and contemporary practice of arms control and nonproliferation. * 30 illustrations and photos * Sidebars including brief biographical profiles and quotations * Charts and graphs * Primary documents * Timelines * Glossary and list of acronyms

Essential Negotiation

Essential Negotiation
Author: Gavin Kennedy
Publsiher: Bloomberg Press
Total Pages: 240
Release: 2004-09-01
ISBN: 9781861975706
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Essential Negotiation Book Excerpt:

A new title from the 'Essentials' series. Everything you need to know about successful negotiation in a striking paperback format with flaps. Following an introduction about the art of negotiation - different styles and approaches to negotiation and how it is affected by culture, the bulk of the book is an expansive A-Z with several hundred entries that explain the essentials of successful negotiation, with entries that stretch from Apples and pears and bagatelle, through Hooker's principle and lock-out, all the way to Russian front and win-win... ...and including one on children, who are described as"the world's best negotiators, who know how to get what they want, are utterly ruthless, have no sense of responsibility, have no sense of shame and have no long-term plans" whereas "parents give in to their children, give in to each other, are easily shamed and in constant states of remorse, and have long-term hopes and plans." Result "children win hands down."

The Negotiation Handbook

The Negotiation Handbook
Author: Andrea Cordell
Publsiher: Routledge
Total Pages: 144
Release: 2018-08-16
ISBN: 135123952X
Category: Business & Economics
Language: EN, FR, DE, ES & NL

The Negotiation Handbook Book Excerpt:

Negotiation is an essential skill for all those operating commercially on behalf of their organisations. The ability to negotiate quotations, tenders, proposals, internal and external stakeholders, licensing agreements and so on, could form a critical part of any employee’s role, be it on the buy or supply side. The Negotiation Handbook is a useful guide for all those wanting to understand how to apply tools and techniques to the negotiation process. This handbook has been subdivided into seven key sections, each representing a key phase in the negotiation process. The models and concepts are presented so that both a pictorial and explanatory commentary is available to the reader. This practical handbook supports all those working in a commercial capacity, so that they may apply commonly used tools and techniques and gain maximum benefit on behalf of their employers.

Workplace Communication

Workplace Communication
Author: Joanna Crossman
Publsiher: Taylor & Francis
Total Pages: 304
Release: 2022-08-01
ISBN: 1000627195
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Workplace Communication Book Excerpt:

Workplace Communication highlights how we can build interpersonal relationships through effective communication and why this is essential to workplace wellbeing. Well-supported by contemporary, reputable empirical studies, the book also comes with exercises and open-ended questions based on the subject matter. The book provides a comprehensive overview on creating an inclusive workplace and managing workplace diversity; covers a wide range of salient, up-to-date reputable literature on a wide range of management and business topics; contains practical, ‘road-tested’ activities to promote student reflection, experiential learning, critical thinking, research skills, and application of theory to practice and vice versa; examines how we communicate effectively to an increasingly diverse workforce. Designed for a broad audience, this book will appeal to academics and students in the fields of business management and communications. It will also be a useful reference for organisational practitioners and leaders.