Negotiation: Readings, Exercises, and Cases

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McGraw-Hill Higher Education #ad - The readings portion of the book is ordered into seven sections: 1 Negotiation Fundamentals, 5 Negotiation across Cultures, 3 Negotiation Contexts, 2 Negotiation Subprocesses, 4 Individual Differences, 6 Resolving Differences, and 7 Summary. Negotiation: readings, Exercises, and Cases 7e by Roy J. Saunders takes an experiential approach and 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.

Lewicki, bruce Barry, and David M. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. Negotiation is a critical skill needed for effective management. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.

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eBook Online Access for Essentials of Negotiation

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McGraw-Hill Higher Education #ad - 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 subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process. Essentials of negotiation, 6e is a condensed version of the main text, Negotiation, Seventh Edition.

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Negotiation: Negotiation

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McGraw-Hill Higher Education #ad - Saunders, and bruce berry explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. Negotiation 7e by Roy J. Negotiation is a critical skill needed for effective management. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.

Lewicki, David M.

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Negotiating Rationally

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Free Press #ad - They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. In negotiating rationally, max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party.

. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. A must read for business professionals.

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Getting to Yes: Negotiating Agreement Without Giving In

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Penguin Books #ad - One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. The key text on problem-solving negotiation-updated and revised Getting to Yes has helped millions of people learn a better way to negotiate.

Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken. Getting to yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict.

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Negotiation Harvard Business Essentials

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Harvard Business Review Press #ad - This guide helps managers to sharpen their skills and become more effective deal makers in any situation. Negotiation--whether brokering a deal, mediating a dispute, or writing up a contract--is both a necessary and challenging aspect of business life.

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Essentials for Government Contract Negotiators

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Berrett-Koehler Publishers #ad - With this book you will learn to:• select and apply negotiation skills in a government-unique environment to achieve a true-best value result• Develop a negotiation plan, including your BATNA• Recognize less-than-ethical tactics and be prepared to counter them• Properly conclude and document the negotiation• Use acquisition histories to gather appropriate data• Manage challengesFacilitate better negotiation outcomes.

Learn to negotiate by applying business-savvy negotiation strategies and tactics, anticipating and countering the other side's strategies and tactics, and concluding and documenting the negotiation successfully. Essentials for government contract Negotiators focuses on the distinctive aspects of government negotiations, helping you hold your own in an actual, sit-down negotiation session with a skilled counterpart.

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Getting Ready to Negotiate Penguin Business

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Penguin Books #ad - This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.

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Getting Past No: Negotiating in Difficult Situations

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Bantam #ad - It will help you deal with tough times, tough people, and tough negotiations. Instead, you can get what you want! You don’t have to get mad or get even. We all want to get to yes, or a deceitful coworker?in getting past no, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners.

You’ll learn how to:• stay in control under pressure• defuse anger and hostility• Find out what the other side really wants• Counter dirty tricks• Use power to bring the other side back to the table• Reach agreements that satisfies both sides' needsGetting Past No is the state-of-the-art book on negotiation for the twenty-first century.

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Everything Is Workable: A Zen Approach to Conflict Resolution

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Shambhala #ad - Seasoned mediator diane hamilton provides the skill set you need to engage conflict with wisdom and compassion, and even—sometimes—to be grateful for it. Conflict is going to be a part of your life—as long as you have relationships, a job, or dry cleaning to be picked up. She teaches us how to:   • cultivate the mirror-like quality of attention as your base   • identify three personal conflict styles and determine which ones you fall into   • Recognize the three fundamental perspectives in any conflict situation and learn to inhabit each of them   • Turn conflicts in families, at work, and in every kind of interpersonal situation into win-win situations Her unique approach unites Zen wisdom and Integral Spirituality with her own story and her experiences as a professional mediator in a way that shows you how to look at conflict in a new way: as an essentially spiritual practice.

Bracing yourself against it won’t make it go away, but if you approach it consciously, you can navigate it in way that not only honors everyone involved but makes it a source of deep insight as well.

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Ongoing Crisis Communication: Planning, Managing, and Responding

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SAGE Publications, Inc #ad - The fifth edition includes new coverage of social media, social networking sites, and terrorist threats and includes expanded discussions of internal crisis communication and intuition in decision making. Ongoing crisis communication: planning, Managing, and Responding provides an integrated approach to crisis communication that spans the entire crisis management process and crosses various disciplines.

A truly integrative and comprehensive text, this book explains how crisis management can prevent or reduce the threats of a crisis, providing guidelines for how best to act and react in an emergency situation.

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