Perspective Taking Processes In Negotiator Cognition

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Conflict, Negotiation and Perspective Taking

Author : Sandra Pineda de Forsberg
Publisher : Cambridge Scholars Publishing
ISBN 13 : 1527574393
Total Pages : 150 pages
Book Rating : 4.5/5 (275 download)

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Book Synopsis Conflict, Negotiation and Perspective Taking by : Sandra Pineda de Forsberg

Download or read book Conflict, Negotiation and Perspective Taking written by Sandra Pineda de Forsberg and published by Cambridge Scholars Publishing. This book was released on 2021-09-02 with total page 150 pages. Available in PDF, EPUB and Kindle. 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.

Psychological Processes in International Negotiations

Author : Francesco Aquilar
Publisher : Springer Science & Business Media
ISBN 13 : 0387713808
Total Pages : 188 pages
Book Rating : 4.3/5 (877 download)

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Book Synopsis Psychological Processes in International Negotiations by : Francesco Aquilar

Download or read book Psychological Processes in International Negotiations written by Francesco Aquilar and published by Springer Science & Business Media. This book was released on 2007-10-05 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: A unique collaboration between experts in cognitive psychotherapy and political science, this book emphasizes the value of human psychology in negotiation and mediation. Drawing on a wide range of theory and data, from neuroscientific findings and historical events to the rational-emotive model of behavior, the book explains how the negotiation process works, under both adverse and optimum conditions.

Improving Negotiators' Cognitive Processes

Author :
Publisher :
ISBN 13 :
Total Pages : 48 pages
Book Rating : 4.E/5 ( download)

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Book Synopsis Improving Negotiators' Cognitive Processes by :

Download or read book Improving Negotiators' Cognitive Processes written by and published by . This book was released on 1990 with total page 48 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Negotiator Cognition

Author : Max H Bazerman
Publisher : Legare Street Press
ISBN 13 : 9781019502167
Total Pages : 0 pages
Book Rating : 4.5/5 (21 download)

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Book Synopsis Negotiator Cognition by : Max H Bazerman

Download or read book Negotiator Cognition written by Max H Bazerman and published by Legare Street Press. This book was released on 2023-07-18 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this compelling book, John S. Carroll and Max H. Bazerman explore the complex cognitive processes involved in effective negotiation. Drawing on the latest research in psychology and negotiation theory, this book provides practical guidance for negotiators at all levels. This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. This work is in the "public domain in the United States of America, and possibly other nations. Within the United States, you may freely copy and distribute this work, as no entity (individual or corporate) has a copyright on the body of the work. Scholars believe, and we concur, that this work is important enough to be preserved, reproduced, and made generally available to the public. We appreciate your support of the preservation process, and thank you for being an important part of keeping this knowledge alive and relevant.

The Handbook of Negotiation and Culture

Author : Michele J. Gelfand
Publisher : Stanford University Press
ISBN 13 : 0804745862
Total Pages : 478 pages
Book Rating : 4.8/5 (47 download)

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Book Synopsis The Handbook of Negotiation and Culture by : Michele J. Gelfand

Download or read book The Handbook of Negotiation and Culture written by Michele J. Gelfand and published by Stanford University Press. This book was released on 2004 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

Negotiation Neuroscience

Author : Federico Addimando
Publisher : Springer Nature
ISBN 13 : 3031697545
Total Pages : 193 pages
Book Rating : 4.0/5 (316 download)

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Book Synopsis Negotiation Neuroscience by : Federico Addimando

Download or read book Negotiation Neuroscience written by Federico Addimando and published by Springer Nature. This book was released on with total page 193 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Negotiation as a Social Process

Author : Roderick M. Kramer
Publisher : SAGE
ISBN 13 : 0803957386
Total Pages : 365 pages
Book Rating : 4.8/5 (39 download)

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Book Synopsis Negotiation as a Social Process by : Roderick M. Kramer

Download or read book Negotiation as a Social Process written by Roderick M. Kramer and published by SAGE. This book was released on 1995-04-06 with total page 365 pages. Available in PDF, EPUB and Kindle. Book excerpt: A collection of 14 studies emphasizing the social dimensions of negotiation as a means of reducing the domination of the field by cognitive approaches. Among the topics are an information-processing perspective on the social context in negotiation, social factors that make freedom unattractive and more.

Effective Negotiation

Author : Ray Fells
Publisher : Cambridge University Press
ISBN 13 : 1107605385
Total Pages : 273 pages
Book Rating : 4.1/5 (76 download)

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Book Synopsis Effective Negotiation by : Ray Fells

Download or read book Effective Negotiation written by Ray Fells and published by Cambridge University Press. This book was released on 2012-05-08 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: 'Effective Negotiation' offers a realistic and practical understanding of negotiation and the skills required in order to reach an agreement.

World Of Negotiation, The: Theories, Perceptions And Practice

Author : Amira Galin
Publisher : World Scientific Publishing Company
ISBN 13 : 9814619345
Total Pages : 330 pages
Book Rating : 4.8/5 (146 download)

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Book Synopsis World Of Negotiation, The: Theories, Perceptions And Practice by : Amira Galin

Download or read book World Of Negotiation, The: Theories, Perceptions And Practice written by Amira Galin and published by World Scientific Publishing Company. This book was released on 2015-10-16 with total page 330 pages. Available in PDF, EPUB and Kindle. Book excerpt: The book will take its readers on a short tour of the world of negotiation, and provide them with a systematic understanding of a wide array of negotiation topics. The book includes the most essential points of importance and interest related to negotiation, such as theories and conceptions, basic negotiation processes and situations (including negotiating a hostage crisis), the impact of culture, negotiation values, and the uses of third-party intervention in negotiation. Each chapter concludes with a Practical Application section, giving readers an opportunity to implement the insights and make better decisions in future negotiation situations.

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.

Negotiation in Groups

Author : Jennifer Overbeck
Publisher : Emerald Group Publishing
ISBN 13 : 0857245600
Total Pages : 274 pages
Book Rating : 4.8/5 (572 download)

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Book Synopsis Negotiation in Groups by : Jennifer Overbeck

Download or read book Negotiation in Groups written by Jennifer Overbeck and published by Emerald Group Publishing. This book was released on 2011-06-09 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Part of the "Research on Managing Groups and Teams" series, this title examines the particular challenges, opportunities, and dynamics that confront groups engaged in negotiation. It is of interest to readers and scholars from management, psychology, sociology, communications, law, political science, and public policy.

Advanced Introduction to Negotiation

Author : Thompson, Leigh
Publisher : Edward Elgar Publishing
ISBN 13 : 1789909120
Total Pages : 193 pages
Book Rating : 4.7/5 (899 download)

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Book Synopsis Advanced Introduction to Negotiation by : Thompson, Leigh

Download or read book Advanced Introduction to Negotiation written by Thompson, Leigh and published by Edward Elgar Publishing. This book was released on 2022-09-15 with total page 193 pages. Available in PDF, EPUB and Kindle. Book excerpt: Providing a comprehensive overview of the key theories and concepts that have guided the field of negotiation for several decades, Leigh Thompson and Cynthia Wang demonstrate how collaborative multi-disciplinary research has enriched the study of negotiation.

War is Obsolete

Author : David Hoicka
Publisher : Singapore Mediation Solutions
ISBN 13 :
Total Pages : 186 pages
Book Rating : 4./5 ( download)

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Book Synopsis War is Obsolete by : David Hoicka

Download or read book War is Obsolete written by David Hoicka and published by Singapore Mediation Solutions. This book was released on 2024-08-02 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: In an age of frequent wars, conflicts, and existential risks that transcend borders, the old paradigm of war is a moral abomination and in effect a suicide pact for humanity. The forces of violence, tribalism, and domination are deeply entrenched. Finding peace demands a revolution of the human spirit - one that begins with each of us. War is Obsolete draws on insights from psychology, history, and inspiring peacemakers. It demonstrates the shattering costs of armed conflict, that require a roadmap to a more just and sustainable future. At its core, this book is about the choices before us as a civilization: will we remain captive to cycles of trauma, dehumanization, and escalating violence? Or bring Peace, Happiness and Prosperity to our Homelands? With chapters on transforming conflict through nonviolence, the power of diplomacy, and envisioning a peace economy, War is Obsolete offers a comprehensive roadmap. But it is more than techniques; it nurtures the qualities of empathy, compassion, and moral imagination that make peace possible. From the interpersonal to the international, it shows how we can all be agents rejecting domination and ushering in a new paradigm of partnership. Blending narrative storytelling, incisive analysis, and profound spiritual vision, War is Obsolete issues an urgent summons to our better angels. In these pages, the path of peace emerges not as a utopian dream but a practical necessity - the only way to meet our generational calling to create a just, sustainable, and truly human future. The choice is ours. To ensure broad accessibility, this book is priced affordably. It is my sincere hope that by making this resource widely available, it can have a meaningful, positive impact. If my book "War is Obsolete: How to bring Peace, Happiness, Prosperity to your Homeland, instead of war and death", can save even one life or bring a measure of happiness to a single individual, I will feel a deep sense of fulfillment and happiness myself. I will be grateful to be able to make a difference through this work.

Contemporary Issues In Mediation - Volume 5

Author : Joel Lee
Publisher : World Scientific
ISBN 13 : 9811220549
Total Pages : 187 pages
Book Rating : 4.8/5 (112 download)

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Book Synopsis Contemporary Issues In Mediation - Volume 5 by : Joel Lee

Download or read book Contemporary Issues In Mediation - Volume 5 written by Joel Lee and published by World Scientific. This book was released on 2020-10-12 with total page 187 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contemporary Issues in Mediation (CIIM) Volume 5 builds on the success of the past four volumes as testament to a growing interest of authors and readers in the wide variety of issues that arise with mediation. Readers stand to benefit from a diverse range of topics selected for their high quality of research and novelty. With the recent signing of the Singapore Convention on Mediation in August 2019, there is no doubt that mediation is and will continue to be extremely pertinent in the world of dispute resolution. Edited by Singapore's leading expert on mediation and negotiation, Professor Joel Lee (National University of Singapore, Faculty of Law), the Chief Executive Officer of SIMI, Mr. Marcus Lim, and Assistant Professor Dorcas Quek-Anderson (Singapore Management University, Faculty of Law), CIIM Volume 5 is a unique and valuable addition to the growing body of literature in mediation and dispute resolution.

Psychological and Political Strategies for Peace Negotiation

Author : Francesco Aquilar
Publisher : Springer Science & Business Media
ISBN 13 : 144197430X
Total Pages : 278 pages
Book Rating : 4.4/5 (419 download)

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Book Synopsis Psychological and Political Strategies for Peace Negotiation by : Francesco Aquilar

Download or read book Psychological and Political Strategies for Peace Negotiation written by Francesco Aquilar and published by Springer Science & Business Media. This book was released on 2010-11-15 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: Peace is one of the most sought after commodities around the world, and as a result, individuals and countries employ a variety of tactics to obtain it. One of the most common practices used to accomplish peace is negotiation. With its elevated role in the dialogue surrounding peace, negotiation is often steeped in politics and focused on managing parties in conflict. However, the art and science of negotiation can and should be viewed more broadly to include a psychological and cognitive approach. Psychological and Political Strategies for Peace Negotiation gathers the foremost authors in the field and combines their expertise into a volume which addresses the complexity of peace negotiation strategies. To further underscore the importance of successful negotiation strategies, the editors have also included the unique perspective of authors with personal experience with political upheaval in Serbia and Lebanon. Though each chapter focuses on a different topic, they are integrated to create a foundation for future research and practice. Specific topics included in this volume embrace: • Changing minds and the multiple intelligence (MI) framework • Personal schemas in the negotiation process • Escalation of image in international conflicts • Representative decision making • Transformative leadership for peace negotiation Psychological and Political Strategies for Peace Negotiation is an essential reference for psychologists, negotiators, mediators, and conflict managers, as well as for students and researchers in international, cross-cultural and peace psychology studies.

Essentials of Organizational Behavior

Author : Terri A. Scandura
Publisher : SAGE Publications
ISBN 13 : 1506388450
Total Pages : 726 pages
Book Rating : 4.5/5 (63 download)

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Book Synopsis Essentials of Organizational Behavior by : Terri A. Scandura

Download or read book Essentials of Organizational Behavior written by Terri A. Scandura and published by SAGE Publications. This book was released on 2017-12-13 with total page 726 pages. Available in PDF, EPUB and Kindle. Book excerpt: The tools you need to manage and lead. Concise, practical, and based on the best available research, Essentials of Organizational Behavior: An Evidence-Based Approach, Second Edition equips students with the necessary skills to become effective leaders and managers. Author Terri A. Scandura uses an evidence-based approach to introduce students to new models proven to enhance the well-being, motivation, and productivity of people in the work place. Experiential exercises, self-assessments, and a variety of real-world cases and examples provide students with ample opportunity to apply OB concepts and hone their critical thinking abilities. A Complete Teaching & Learning Package SAGE Premium Video Included in the interactive eBook! SAGE Premium Video tools and resources boost comprehension and bolster analysis. Watch this video on Leadership and Motivation for a preview. Learn more. Interactive eBook Includes access to SAGE Premium Video, multimedia tools, and much more! Save when you bundle the interactive eBook with the new edition. Order using bundle ISBN: 978-1-5443-2108-0. Learn more. SAGE coursepacks FREE! Easily import our quality instructor and student resource content into your school’s learning management system (LMS) and save time. Learn more. SAGE edge FREE online resources for students that make learning easier. See how your students benefit.

Negotiation Theory and Research

Author : Leigh L. Thompson
Publisher : Psychology Press
ISBN 13 : 1135423520
Total Pages : 250 pages
Book Rating : 4.1/5 (354 download)

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Book Synopsis Negotiation Theory and Research by : Leigh L. Thompson

Download or read book Negotiation Theory and Research written by Leigh L. Thompson and published by Psychology Press. This book was released on 2006-01-13 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.