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Author : Roger D. Hansen
Publisher :
ISBN 13 :
Total Pages : 252 pages
Book Rating : 4.3/5 (91 download)
Download or read book The "Global Negotiation" and Beyond written by Roger D. Hansen and published by . This book was released on 1981 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Guy Olivier Faure
Publisher : SAGE Publications, Incorporated
ISBN 13 :
Total Pages : 288 pages
Book Rating : 4.F/5 ( download)
Download or read book Culture and Negotiation written by Guy Olivier Faure and published by SAGE Publications, Incorporated. This book was released on 1993-09-28 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Culture and Negotiation was the outcome of cooperation between UNESCO and IIASA. The cultural factors bearing on international negotiations are a topic of importance, not least in the environmental field. The book's strength is its combination of a lucid and comprehensive discussion of issues and concepts with a series of case studies concerning specific rivers and the people who live and produce on their banks and tributaries. The result throws interesting light on the cultural parameters of human agreement and discord, and offers useful, practical pointers for the art of negotiation.
Author : Robert H. Mnookin
Publisher : Harvard University Press
ISBN 13 : 0674504100
Total Pages : 369 pages
Book Rating : 4.6/5 (745 download)
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.
Author : William Hernández Requejo
Publisher : St. Martin's Press
ISBN 13 : 1466886412
Total Pages : 273 pages
Book Rating : 4.4/5 (668 download)
Download or read book Global Negotiation written by William Hernández Requejo and published by St. Martin's Press. This book was released on 2014-12-02 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Each year American executives make nearly eight million trips overseas for international business. In the process, they leave billions of dollars on the negotiation table. Global Negotiation provides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures, John L. Graham and William Hernández Requejo have discovered how to create long-lasting commercial relationships around the world. The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.
Author : Roger Fisher
Publisher : Penguin
ISBN 13 : 1101218878
Total Pages : 256 pages
Book Rating : 4.1/5 (12 download)
Download or read book Beyond Reason written by Roger Fisher and published by Penguin. This book was released on 2005-10-06 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.” —Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People • Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution • In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.
Author : Roger D. Hansen
Publisher :
ISBN 13 : 9780899400037
Total Pages : 244 pages
Book Rating : 4.4/5 ( download)
Download or read book The Global Negotiation and Beyond written by Roger D. Hansen and published by . This book was released on 1981-10-01 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Amrita Narlikar
Publisher : Cambridge University Press
ISBN 13 : 1108244238
Total Pages : 223 pages
Book Rating : 4.1/5 (82 download)
Download or read book Poverty Narratives and Power Paradoxes in International Trade Negotiations and Beyond written by Amrita Narlikar and published by Cambridge University Press. This book was released on 2020-05-07 with total page 223 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this work, Amrita Narlikar argues that, contrary to common assumption, modern-day politics displays a surprising paradox: poverty - and the powerlessness with which it is associated - has emerged as a political tool and a formidable weapon in international negotiation. The success of poverty narratives, however, means that their use has not been limited to the neediest. Focusing on behaviours and outcomes in a particularly polarising area of bargaining - international trade - and illustrating wider applications of the argument, Narlikar shows how these narratives have been effectively used. Yet, she also sheds light on how indiscriminate overuse and misuse increasingly run the risk of adverse consequences for the system at large, and devastating repercussions for the weakest members of society. Narlikar advances a theory of agency and empowerment by focusing on the life-cycles of narratives, and concludes by offering policy-relevant insights on how to construct winning and sustainable narratives.
Author : Roger D. Hansen
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (164 download)
Download or read book The "Global Negotiation" and beyond written by Roger D. Hansen and published by . This book was released on 1980 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Deepak Malhotra
Publisher : Bantam
ISBN 13 : 0553384112
Total Pages : 354 pages
Book Rating : 4.5/5 (533 download)
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.
Author : Herminia Ibarra
Publisher :
ISBN 13 : 9781578511778
Total Pages : 139 pages
Book Rating : 4.5/5 (117 download)
Download or read book Negotiation written by Herminia Ibarra and published by . This book was released on 2001 with total page 139 pages. Available in PDF, EPUB and Kindle. Book excerpt: Business Fundamentals are collections of Harvard Business School background materials, reflecting HBS courses and supplemented by self-study aids. This collection presents an overview of negotiation strategy and tactics. Each piece offers practical frameworks and useful advice for managing different aspects of negotiation, an essential managerial skill. As part of the Business Fundamentals series, this collection contains materials used in Harvard Business School's MBA and executive education programs. The collection includes the following items: "Negotiation Analysis: An Introduction" by Michael A. Wheeler; "Rethinking 'Preparation' in Negotiation" by Michael Watkins; "Dealmaking Essentials: Creating and Claiming Value for the Long Term" by James K. Sebenius; "Two Psychological Traps in Negotiation" by George Wu; "How to Frame a Message: The Art of Persuasion and Negotiation" by Lyle Sussman; "Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1" by Robert J. Robinson; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "Building Coalitions" by Herminia Ibarra; "Six Habits of Merely Effective Negotiators" by James K. Sebenius; and "Dynamic Negotiation: Seven Propositions About Complex Negotiations" by Michael Watkins.
Author : Mauro Galluccio
Publisher : Springer
ISBN 13 : 3319106872
Total Pages : 468 pages
Book Rating : 4.3/5 (191 download)
Download or read book Handbook of International Negotiation written by Mauro Galluccio and published by Springer. This book was released on 2014-12-04 with total page 468 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book reinforces the foundation of a new field of studies and research in the intersection between social sciences and specifically between political science, international relations, diplomacy, psychotherapy, and social-cognitive psychology. It seeks to promote a coherent and comprehensive approach to international negotiation from a multidisciplinary viewpoint generating a longer term of studies, researches, and networking process that both respond to changes and differences in our societies and to the unprecedented demand and opportunities for international conflict prevention and resolution. There is a need to increase cooperation, coherence, and efficiency of international negotiation. It is necessary to focus our shared attention on new ways to better formulate integrated and sustainable negotiating strategies for conflict resolution. This book acquires innovative relevance in and will impact on the new context of international challenges which do not have a one-off solution that can be settled through a single target-oriented negotiation process. The book brings together leading scholars and researchers into the field from different disciplines, diplomats, politicians, senior officials, and even a Cardinal of the Holy See to give their contributions and make proposals on how best to optimize the use of negotiation and diplomacy structures, tools, and instruments. However, unlike most studies and researches on international negotiation, this book emphasizes processes, not simply outcomes or even tools but the way in which tools are and can be used to achieve better outcomes in international reality-based negotiation.
Author : Roger D. Hansen
Publisher :
ISBN 13 :
Total Pages : 260 pages
Book Rating : 4.:/5 (43 download)
Download or read book The "Global Negotiation" and Beyond written by Roger D. Hansen and published by . This book was released on 1981 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)
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.
Author : Melanie Billings-Yun
Publisher : John Wiley & Sons
ISBN 13 : 0470471905
Total Pages : 306 pages
Book Rating : 4.4/5 (74 download)
Download or read book Beyond Dealmaking written by Melanie Billings-Yun and published by John Wiley & Sons. This book was released on 2010-01-26 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: Getting to yes is not the same as getting results. In Beyond Dealmaking, international negotiation expert and mediator Melanie Billings-Yun shows that the key to winning unbeatable, long-term results in today’s complex economic landscape is to negotiate solid long-term relationships. Traditionally, negotiation has been approached as an isolated activity, separate from the business relationship. But those who focus only on getting the deal closed often find their victory doesn’t translate into sustainable profits. Any deal is as fragile as the paper it’s written on. Countless disputes arise and deals easily collapse when the negotiation process leaves one party unhappy, feeling forced into unfair terms, or even disgruntled at a change in circumstances. In five clear steps, Billings-Yun takes the pain and fear out of negotiation with her proven GRASP method, showing how to: Understand the Goals of all parties, beyond the immediate deal Develop Routes to maximize mutual benefit and promote synergy among the parties Build openness, trust, and common understanding through valid Arguments Benchmark Substitutes to keep relationships from growing stale or one-sided Increase your Persuasion through empathetic communication and genuine care Filled with real-life examples of negotiations that have gone right and wrong, this groundbreaking book shows how fairness, honesty, empathy, flexibility, and mutual problem-solving lead to sustainable success. By following the powerful five-step GRASP negotiation process, anyone can learn to negotiate in a way that is positive, exciting, and rewarding. Most importantly, they will learn that the greatest victories come not through fighting battles, but through building alliances.
Author : Jeswald W. Salacuse
Publisher : St. Martin's Press
ISBN 13 : 1466889624
Total Pages : 321 pages
Book Rating : 4.4/5 (668 download)
Download or read book The Global Negotiator written by Jeswald W. Salacuse and published by St. Martin's Press. This book was released on 2015-01-13 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today's global business environment, an executive must have the skills and knowledge to navigate all stages of an international deal, from negotiations to managing the deal after it is signed. The aim of The Global Negotiator is to equip business executives with that exact knowledge. Whereas most books on negotiation end when the deal is made, Jeswald W. Salacuse will guide the reader from the first handshake with a potential foreign partner to the intricacies of making the international joint venture succeed and prosper, or should things go poorly, how to deal with getting out of a deal gone wrong. Salacuse illustrates the many ways in which an international deal may falter and the methods parties can use to save it, provides the necessary technical knowledge to structure specific business transactions, and explores the transformations to the international business landscape over the last decade.
Author : Joshua N. Weiss
Publisher : John Wiley & Sons
ISBN 13 : 1119616220
Total Pages : 320 pages
Book Rating : 4.1/5 (196 download)
Download or read book The Book of Real-World Negotiations written by Joshua N. Weiss and published by John Wiley & Sons. This book was released on 2020-07-24 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Real world negotiation examples and strategies from one of the most highly respected authorities in the field This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table. The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, you’ll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether you’re a student, instructor, or anyone who wants to negotiate successfully, you’ll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realms—domestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about: Exactly how to achieve Win-Win outcomes The critical role of underlying interests The kind of thinking that goes into generating creative options How to consider your and the other negotiator’s Best Alternative to a Negotiated Agreement (BATNA) Negotiating successfully in the face of power Achieving success when negotiating cross-culturally Once you come to understand through these cases that negotiation is the art of the possible, you’ll stop saying "a solution is impossible." With the knowledge and self-assurance you gain from this book, you’ll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome!
Author : Aurélien Colson
Publisher :
ISBN 13 : 9789089790552
Total Pages : 306 pages
Book Rating : 4.7/5 (95 download)
Download or read book International Negotiation written by Aurélien Colson and published by . This book was released on 2013 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: CHRISTOPHE DUPONT (1922-2010), after a career in international negotiations as an economist at the International Monetary Fund and then the European Investment Bank, was active in the conflict and negotiation field as a professor, consultant and researcher. He contributed to the establishment of negotiation research in France and beyond, writing extensively on negotiation, and inspiring a generation of conflict management scholars in the francophone world. A practitioner turned scholar, Dupont successfully bridged theory and practice, and can be considered as one of the thought leaders of our field. Many of his contributions are presented in this volume along with chapters from several well-known colleagues influenced by his work. This book inaugurates a new mini-series titled Careers in Negotiation and Conflict Management Research. It aims to honor outstanding scholars who have opened original paths in uncharted areas, as well as to shed new light on their legacy thanks to the contributions of colleagues. "This is a remarkable initiative concerning a prominent figure in negotiation research, Christophe Dupont. I was privileged to be a close colleague for more than three decades. His exceptional work on synthesis, classification, and framework development helped our academic community to organize the considerable amount of research published during the past few decades. An economist who ventured well beyond that discipline, his broad vision brought him into contact with scholars from sociology, psychology, and political science. These collaborations contributed in important ways to our understanding of the complex world that must be navigated by negotiators. This book, dedicated to his contributions to negotiation scholarship, is an excellent start for a ground-breaking series on thought leaders." Professor Guy-Olivier Faure, Sorbonne University & China Europe International Business School Contents I: DUPONT, THE QUINTESSENTIAL PRACTITIONER TURNED SCHOLAR Ch. 1 Cooperating to agree or confronting to defeat? Ch. 2 Christophe Dupont's legacy in the field of negotiation - A. Colson Ch. 3 Encounters with Christophe Dupont - P. Audebert-Lasrochas& H. Touzard II: SELECTED WRITINGS BY DUPONT Ch. 4 Negotiation as coalition building - C. Dupont Ch. 5 The negotiation process - C. Dupont & Guy-Olivier Faure Ch. 6 The Congress of Vienna negotiations - C. Dupont & P. Audebert-Lasrochas Ch. 7 Frameworks and methods - C. Dupont Ch. 8 Perspectives: Negotiation theory and practice - C. Dupont III: BUILDING ON DUPONT'S WORKS Ch. 9 Frameworks, cases and risk: Dupont's legacy - D. Druckman Ch. 10 Negotiation: post-modern or eternal? - I. William Zartman Ch. 11 Diplomatic negotiation, evolution, and effectiveness - P. Meerts Ch. 12 Chiaroscuro in negotiations - A. Colson Ch. 13 Tipping points in the dynamics of peace and war - S. Kaufman & M. Kaufman Christophe Dupont's professional experience and academic publications Index About the Editors AURELIEN COLSON is Associate Professor of Political Science at ESSEC Business School, and Director of the Institute for Research and Education on Negotiation (IRENE Paris & Singapore). DANIEL DRUCKMAN is Professor of Public and International Affairs at George Mason University and an Eminent Scholar at Macquarie University in Sydney. He received the 2003 Lifetime Achievement Award from IACM and was a recent president of the Association. WILLIAM DONOHUE is Distinguished Professor of Communication at Michigan State University and has been President of the International Association for Conflict Management (IACM).
