Negotiating Cooperation

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Manager as Negotiator

Author : David A. Lax
Publisher : Simon and Schuster
ISBN 13 : 1439105200
Total Pages : 619 pages
Book Rating : 4.4/5 (391 download)

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Book Synopsis Manager as Negotiator by : David A. Lax

Download or read book Manager as Negotiator written by David A. Lax and published by Simon and Schuster. This book was released on 1987-01-05 with total page 619 pages. Available in PDF, EPUB and Kindle. Book excerpt: This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, constantly shaping agreements and informal understandings throughout the complex web of relationships in an organization. Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Yet they also have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict. In such situations, The Manager as Negotiator shows how to creatively further the totality of one's interests, including important relationships -- in a way that Richard Walton, Harvard Business School Professor of Organizational Behavior, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process." This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive ("Get yours and most of theirs, too") or the cooperative ("Everyone can always win"). Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining. Based on the authors' extensive experience with hundreds of cases, and peppered with a number of wide-ranging examples, The Manager as Negotiator will be invaluable to novice and experienced negotiators, public and private managers, academics, and anyone who needs to know the state of the art in this important field.

Negotiating Cooperation

Author :
Publisher : Stanford University Press
ISBN 13 : 0804764646
Total Pages : 364 pages
Book Rating : 4.8/5 (47 download)

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Book Synopsis Negotiating Cooperation by :

Download or read book Negotiating Cooperation written by and published by Stanford University Press. This book was released on 1997-05 with total page 364 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the 1970s and 1980s the United States and China developed cooperative relations to enhance security against the USSR. Conventional wisdom claims Washington and Beijing agreed to 'shelve' conflictual issues; where conflict occurred, diplomatic error or domestic politics are blamed. This book shows, however, that US-China cooperation was fragile precisely because of ongoing conflicts, notably that over Taiwan. The author disputes Kissinger's claim that only he and Nixon understood Taiwan's unimportance. China never found the US stance on Taiwan acceptable, and the issue required constant attention. The book shows how the two powers built cooperative relations despite Taiwan. It explains how negotiations were conducted, and why the two powers at times compromised and at times accepted the status quo. It examines why relations on occasion became acrimonious and why the acrimony subsided.--China Review International "Columbia University"

How Effective Negotiation Management Promotes Multilateral Cooperation

Author : Kai Monheim
Publisher : Routledge
ISBN 13 : 1317632087
Total Pages : 308 pages
Book Rating : 4.3/5 (176 download)

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Book Synopsis How Effective Negotiation Management Promotes Multilateral Cooperation by : Kai Monheim

Download or read book How Effective Negotiation Management Promotes Multilateral Cooperation written by Kai Monheim and published by Routledge. This book was released on 2014-10-24 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: Multilateral negotiations on worldwide challenges have grown in importance with rising global interdependence. Yet, they have recently proven slow to address these challenges successfully. This book discusses the questions which have arisen from the highly varying results of recent multilateral attempts to reach cooperation on some of the critical global challenges of our times. These include the long-awaited UN climate change summit in Copenhagen, which ended without official agreement in 2009; Cancún one year later, attaining at least moderate tangible results; the first salient trade negotiations after the creation of the WTO, which broke down in Seattle in 1999 and were only successfully launched in 2001 in Qatar as the Doha Development Agenda; and the biosafety negotiations to address the international handling of Living Modified Organisms, which first collapsed in 1999, before they reached the Cartagena Protocol in 2000. Using in-depth empirical analysis, the book examines the determinants of success or failure in efforts to form regimes and manage the process of multilateral negotiations. The book draws on data from 62 interviews with organizers and chief climate and trade negotiators to discover what has driven delegations in their final decision on agreement, finding that with negotiation management, organisers hold a powerful tool in their hands to influence multilateral negotiations. This comprehensive negotiation framework, its comparison across regimes and the rich and first-hand empirical material from decision-makers make this invaluable reading for students and scholars of politics, international relations, global environmental governance, climate change and international trade, as well as organizers and delegates of multilateral negotiations. This research has been awarded the German Mediation Scholarship Prize for 2014 by the Center for Mediation in Cologne.

Cooperative Negotiation

Author : Dajana Morak
Publisher : GRIN Verlag
ISBN 13 : 3640356462
Total Pages : 20 pages
Book Rating : 4.6/5 (43 download)

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Book Synopsis Cooperative Negotiation by : Dajana Morak

Download or read book Cooperative Negotiation written by Dajana Morak and published by GRIN Verlag. This book was released on 2009-06-24 with total page 20 pages. Available in PDF, EPUB and Kindle. Book excerpt: Essay from the year 2008 in the subject Business economics - Business Ethics, Corporate Ethics, grade: A, Jagiellonian University in Krakow (Cracow University of Economics), course: International Negotiation, language: English, abstract: Negotiating is essential. The world, nowadays, is more and more interactive and we find ourselves dealing with all different kinds of cultures and possibilities. It’s getting more complicated since the world opened up. We can multiply our profits by negotiating and trading worldwide. One can find a lot of interesting information about negotiation and its diverse tactics to make money, but another topic is the ethical or social aspect behind negotiating. This is something one can also not so easily deny because it’s part of the game. It is known under the catchphrase “Social Dilemma”. It’s about the conflict of the individual in ordinary life and the decision to cooperate or defect. The decision is based on the best outcome for the individual and should be for the collectivist while achieving a maximum individual result. The purpose of this paper is based on the nature of negotiation and should give an insight especially to the cooperative style of negotiations and should also touch on the related ethical point of view.

Getting Past No

Author : William Ury
Publisher : Bantam
ISBN 13 : 0553903640
Total Pages : 210 pages
Book Rating : 4.5/5 (539 download)

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Book Synopsis Getting Past No by : William Ury

Download or read book Getting Past No written by William Ury and published by Bantam. This book was released on 2007-04-17 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, 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' needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!

Getting to Yes

Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)

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Book Synopsis Getting to Yes by : Roger Fisher

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.

Climate Change Negotiations

Author : Gunnar Sjöstedt
Publisher : Routledge
ISBN 13 : 1136252290
Total Pages : 480 pages
Book Rating : 4.1/5 (362 download)

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Book Synopsis Climate Change Negotiations by : Gunnar Sjöstedt

Download or read book Climate Change Negotiations written by Gunnar Sjöstedt and published by Routledge. This book was released on 2013-04-12 with total page 480 pages. Available in PDF, EPUB and Kindle. Book excerpt: As the Kyoto Protocol limps along without the participation of the US and Australia, on-going climate negotiations are plagued by competing national and business interests that are creating stumbling blocks to success. Climate Change Negotiations: A Guide to Resolving Disputes and Facilitating Multilateral Cooperation asks how these persistent obstacles can be down-scaled, approaching them from five professional perspectives: a top policy-maker, a senior negotiator, a leading scientist, an international lawyer, and a sociologist who is observing the process. The authors identify the major problems, including great power strategies (the EU, the US and Russia), leadership, the role of NGOs, capacity and knowledge-building, airline industry emissions, insurance and risk transfer instruments, problems of cost benefit analysis, the IPCC in the post-Kyoto situation, and verification and institutional design. A new key concept is introduced: strategic facilitation. 'Strategic facilitation' has a long time frame, a forward-looking orientation and aims to support the overall negotiation process rather than individual actors. This book is aimed at academics, university students and practitioners who are directly or indirectly engaged in the international climate negotiation as policy makers, diplomats or experts.

Getting Past No

Author : William Ury
Publisher :
ISBN 13 :
Total Pages : 189 pages
Book Rating : 4.:/5 (834 download)

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Book Synopsis Getting Past No by : William Ury

Download or read book Getting Past No written by William Ury and published by . This book was released on 1991 with total page 189 pages. Available in PDF, EPUB and Kindle. Book excerpt:

International Negotiations

Author : Alexander Mühlen
Publisher : LIT Verlag Münster
ISBN 13 : 3643108249
Total Pages : 303 pages
Book Rating : 4.6/5 (431 download)

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Book Synopsis International Negotiations by : Alexander Mühlen

Download or read book International Negotiations written by Alexander Mühlen and published by LIT Verlag Münster. This book was released on 2010 with total page 303 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is the "great unknown" of human communication. When a baby demands or refuses food, when an international peace conference decides on the future of peoples and nations, everybody interacts with everybody. Power and balance, methods and styles, often dictated by the negotiator's cultural background, influence the outcome. The aim is cooperation, based on common interests. The way to get there quite often starts with confrontation and includes the competition of ideas and proposals. The author, an experienced diplomat who supports his theories with innumerable and often amusing anecdotes, shows politicians, business people and students how to do it - and improve their skills.

Negotiation and Persuasion

Author : Marco Behrmann
Publisher : Hogrefe Publishing GmbH
ISBN 13 : 1616764678
Total Pages : 134 pages
Book Rating : 4.6/5 (167 download)

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Book Synopsis Negotiation and Persuasion by : Marco Behrmann

Download or read book Negotiation and Persuasion written by Marco Behrmann and published by Hogrefe Publishing GmbH. This book was released on 2016-12-19 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt: How to be more persuasive and successful in negotiations: the science of winning people over with a fair and cooperative attitude Scientific research shows that the most successful negotiators analyze the situation thoroughly, self-monitor wisely, are keenly aware of interpersonal processes during the negotiation – and, crucially, enter negotiations with a fair and cooperative attitude. This book is a clear and compact guide on how to succeed by means of such goal-oriented negotiation and cooperative persuasion. Readers learn models to understand and describe what takes place during negotiations, while numerous figures, charts, and checklists clearly summarize effective strategies for analyzing context, processes, competencies, and the impact of our own behavior. Real-life case examples vividly illustrate the specific measures individuals and teams can take to systematically improve their powers of persuasion and bargaining strength. The book also describes a modern approach to raising negotiation competencies as part of personnel development, making it suitable for use in training courses as well as for anyone who wants to be a more persuasive and successful negotiator.

Better Negotiating

Author : Jutta Portner
Publisher : iUniverse
ISBN 13 : 153201368X
Total Pages : 153 pages
Book Rating : 4.5/5 (32 download)

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Book Synopsis Better Negotiating by : Jutta Portner

Download or read book Better Negotiating written by Jutta Portner and published by iUniverse. This book was released on 2017-03-10 with total page 153 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do you still argue or start negotiating with family and friends? With business partners? Nearly every day, were called on to solve conflict of interests. Quite often, we do it unconsciously and are surprised when it ends up deadlocked. Real pros know they achieve better results if they have knowledge and experience in negotiating. In Better Negotiating, author Jutta Portner demonstrates, with the help of many real-life case studies, how to negotiate more effectively. Portner discusses how negotiation plays an integral role in daily life. In this guide, she introduces the Harvard method and shares a process for improving these skills. She tells how to prepare a NEGO in short time structure the conversation to come to an agreement be empathetic to convince your partners to cooperate apply body language professionally achieve long-lasting results that satisfy the needs of both sides. Portner, an international expert in teaching negotiation in organization, has more than twenty years of experience. In Better Negotiating, she clearly illustrates general principles that will help you persuade your counterpart. The interactive book starts each chapter with a self-assessment to better understand your abilities and make room for improvement.

Negotiating Genuinely

Author : Shirli Kopelman
Publisher : Stanford University Press
ISBN 13 : 0804792119
Total Pages : 100 pages
Book Rating : 4.8/5 (47 download)

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Book Synopsis Negotiating Genuinely by : Shirli Kopelman

Download or read book Negotiating Genuinely written by Shirli Kopelman and published by Stanford University Press. This book was released on 2014-04-16 with total page 100 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master the delicate art of balancing competition and cooperation: “A powerful guide that will help you redo something you do every day.” —Karl E. Weick, coauthor of Managing the Unexpected We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But what if you could just be you in business? Taking a positive approach, this concise book distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely. One of the most fundamental and challenging battlegrounds in our work lives, negotiation calls on us to both compete and cooperate to do our jobs well and achieve extraordinary results. But, the biggest challenge in a negotiation is to be strategic while also being real. Shirli Kopelman, executive director of the International Association for Conflict Management, argues that this duality is both possible and powerful. In Negotiating Genuinely, she teaches how to reconcile the disparate hats you wear in everyday life—with families, friends, and colleagues—bringing one “integral hat” to the negotiation table. Kopelman develops and shares techniques that illuminate this approach—and exercises along the way help you negotiate more naturally, positively, and successfully.

Transboundary Environmental Negotiation

Author : Lawrence Susskind
Publisher : John Wiley & Sons
ISBN 13 : 0787966592
Total Pages : 496 pages
Book Rating : 4.7/5 (879 download)

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Book Synopsis Transboundary Environmental Negotiation by : Lawrence Susskind

Download or read book Transboundary Environmental Negotiation written by Lawrence Susskind and published by John Wiley & Sons. This book was released on 2002-10-08 with total page 496 pages. Available in PDF, EPUB and Kindle. Book excerpt: Transboundary Environmental Negotiation is an important collection of articles generated by faculty and graduate students at MIT, the Fletcher School of Law and Diplomacy at Tufts University, and the Program on Negotiation at Harvard Law School. The contributors emphasize the ways in which global environmental treaty-making can be improved. They highlight new environmental problems that pose difficult global negotiation challenges and suggest new strategies for involving a range of nongovernmental actors in ways that can overcome the obstacles to transboundary environmentalism.

Negotiation

Author : Lavinia Hall
Publisher : SAGE
ISBN 13 : 9780803948501
Total Pages : 228 pages
Book Rating : 4.9/5 (485 download)

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Book Synopsis Negotiation by : Lavinia Hall

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.

Getting to We

Author : J. Nyden
Publisher : Springer
ISBN 13 : 1137344156
Total Pages : 234 pages
Book Rating : 4.1/5 (373 download)

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Book Synopsis Getting to We by : J. Nyden

Download or read book Getting to We written by J. Nyden and published by Springer. This book was released on 2013-09-09 with total page 234 pages. Available in PDF, EPUB and Kindle. Book excerpt: Drawing on best practices and real examples from companies who are achieving record results, Getting to We flips conventional negotiation on its head, shifting the perspective from a tug of war between parties to a collaborative partnership where both sides effectively pull against a business problem.

From Conflict to Cooperation

Author : Potter
Publisher : Ronin Publishing
ISBN 13 : 9780914171799
Total Pages : 196 pages
Book Rating : 4.1/5 (717 download)

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Book Synopsis From Conflict to Cooperation by : Potter

Download or read book From Conflict to Cooperation written by Potter and published by Ronin Publishing. This book was released on 1996-02-26 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Conflict - when handled effectively - is an opportunity to clarify expectations, build cohesiveness and create a problem solving atmosphere. From Conflict To Cooperation presents effective techniques for resolving disputes - powerful tools for managers, supervisors, coaches, parents, teachers, friends, counselors, neighborhood leaders, police officers and anyone caught in the middle of other people's disputes. Best selling author, Dr. Beverly Potter, shows how effective mediators can bring people together to produce creative solutions. From Conflict To Cooperation is a sensible manual filled with hands-on techniques, illustrations, and realistic scenarios. This book shows how to intervene to control bickering and hostile outbursts while uncovering how each party sees the issues. Using detailed examples, Dr. Beverly Potter demonstrates how to mediate an agreement between disputants which includes an action plan that specifies what will be done, who will do it and when.

International Relations as Negotiation

Author : Brian R Urlacher
Publisher : Routledge
ISBN 13 : 131725743X
Total Pages : 188 pages
Book Rating : 4.3/5 (172 download)

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Book Synopsis International Relations as Negotiation by : Brian R Urlacher

Download or read book International Relations as Negotiation written by Brian R Urlacher and published by Routledge. This book was released on 2015-12-03 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiations are central to the operation of the international system, found at the heart of every conflict and every act of cooperation. Negotiation is the primary vehicle that states use to manage conflict and build prosperity in a complicated and dangerous international system. International Relations as Negotiation provides an overview of world politics that is both approachable and detailed. It explores the factors that help or undermine efforts to negotiate solutions to international problems. Key topics including international conflict and security, the global economy, international law and governance, and environmental sustainability are explored in turn. The history of the international system is traced through major treaty agreements and peace conferences, and the future of the international system is projected. The result is a survey of world politics that provides a seamless narrative about conflict and cooperation in the international system.