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Author: G. Richard Shell
Publisher: Penguin
ISBN: 1101221372
Category : Business & Economics
Languages : en
Pages : 306
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Book Description
BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track
Author: G. Richard Shell
Publisher: Penguin
ISBN: 1101221372
Category : Business & Economics
Languages : en
Pages : 306
Get Book Here
Book Description
BRAND NEW FOR 2019: A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track
Author: Klaus Kultti
Publisher:
ISBN:
Category :
Languages : en
Pages : 10
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Book Description
Author: Zvi Safra
Publisher:
ISBN:
Category :
Languages : en
Pages : 12
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Book Description
Author: Wilko Bolt
Publisher: Springer Science & Business Media
ISBN: 0306475391
Category : Business & Economics
Languages : en
Pages : 330
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Book Description
The game-theoretic modelling of negotiations has been an active research area for the past five decades, that started with the seminal work by Nobel laureate John Nash in the early 1950s. This book provides a survey of some of the major developments in the field of strategic bargaining models with an emphasize on the role of threats in the negotiation process. Threats are all actions outside the negotiation room that negotiators have ate their disposal and the use of these actions affect the bargaining position of all negotiators. Of course, each negotiator aims to strengthen his own position. Examples of threats are the announcement of a strike by a union in centralized wage bargaining, or a nation’s announcement of a trade war directed against other nations in negotiations for trade liberalization. This book is organized on the basis of a simple guiding principle: The situation in which none of the parties involved in the negotiations has threats at its disposal is the natural benchmark for negotiations where the parties can make threats. Also on the technical level, negotiations with variable threats build on and extend the techniques applied in analyzing bargaining situations without threats. The first part of this book, containing chapter 3-6, presents the no-threat case, and the second part, containing chapter 7-10, extends the analysis for negotiation situations where threats are present. A consistent and unifying framework is provided first in 2.
Author: Roger Fisher
Publisher: Houghton Mifflin Harcourt
ISBN: 9780395631249
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
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: K. G. Binmore
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 432
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Book Description
"This volume brings together all of Ken Binmore's influential experimental papers on bargaining along with newly written commentary in which Binmore discusses the underlying game theory and addresses the criticism leveled at it by behavioral economists."--BOOK JACKET.
Author: James B. Dworkin
Publisher: Praeger
ISBN:
Category : Political Science
Languages : en
Pages : 334
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Book Description
Author: Alvin E. Roth
Publisher: Cambridge University Press
ISBN: 0521267579
Category : Business & Economics
Languages : en
Pages : 402
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Book Description
This book provides a comprehensive picture of the new developments in bargaining theory.
Author: Elena Ristova
Publisher: GRIN Verlag
ISBN: 3346203913
Category : Business & Economics
Languages : en
Pages : 11
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Book Description
Seminar paper from the year 2014 in the subject Economics - International Economic Relations, grade: 1,7, Pforzheim University, language: English, abstract: This paper is about negotiations and the game theory. Negotiation has been since ever omnipresent. It can confront us in our daily life, for example the question who is doing the dishes today or in much more complex is-sues, such as in economics or politics. "Simply defined, negotiation is the process of attempting to get what one wants, through agreement with one or more other par-ties." There are different tools with which negotiations can be modeled. One of them is game theory. "GAME THEORY aims to help us understand situations in which decision-makers interact. A game in the everyday sense - a competitive activity in which players contend with each other according to a set of rules." According to the definition, game theory is an appropriate tool to apply for negotiations and get the best outcome of it. It can make it easier for us to analyze our own needs, the least acceptable agreement, and desires, the most desired outcome, but also the ones of our opponent. Consequently, game theory allows us to estimate the strategy the other party is going to use. Moreover, game theory reaches back far in history. There had been recognized some game theoretic situations even in the bible. But the major development started in the 1920s. First, game theory was a mathematic discipline. The two mathematicians, John von Neumann and Emile Borel worked on game theory and subsequently the book Theory of games and economic behavior was published by von Neumann and Oskar Morgenstern in 1944. Later, in the 1950s, game theory was not only considered to be a mathematician discipline, but it has been also applied in "economic theory and political science, and psychologists began studying how human subjects behave in experimental games."
Author: Jane Hannaway
Publisher: Harvard Education Press
ISBN: 1612500080
Category : Education
Languages : en
Pages : 396
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Book Description
This timely and comprehensive volume will spur and strengthen public debate over the role of teachers unions in education reform for years to come. Collective bargaining shapes the way public schools are organized, financed, staffed, and operated. Understanding collective bargaining in education and its impact on the day-to-day life of schools is critical to designing and implementing reforms that will successfully raise student achievement. But when it comes to public discussion of school reform, teachers unions are the proverbial elephant in the room. Despite the tremendous influence of teachers unions, there has not been a significant research-based book examining the role of collective bargaining in education in more than two decades. As a result, there is little basis for a constructive, empirically grounded dialogue about the role of teachers unions in education today.
