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Author: David Solomon Weiss
Publisher: Kingston, Ont. : IRC Press
ISBN:
Category : Business & Economics
Languages : en
Pages : 16
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Book Description
Explores three approaches to negotiations: the competitive, the collaborative and the contextual approach. Presents a case study of interest-based negotiations involving Bell Canada and the Communications, Energy and Paper Workers' Union to show how the negotiation approach changes according to context.
Author: David Solomon Weiss
Publisher: Kingston, Ont. : IRC Press
ISBN:
Category : Business & Economics
Languages : en
Pages : 16
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Book Description
Explores three approaches to negotiations: the competitive, the collaborative and the contextual approach. Presents a case study of interest-based negotiations involving Bell Canada and the Communications, Energy and Paper Workers' Union to show how the negotiation approach changes according to context.
Author: Michael L Spangle
Publisher: SAGE Publications
ISBN: 1506319262
Category : Language Arts & Disciplines
Languages : en
Pages : 459
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Book Description
Negotiation is not formulaic. How we negotiate is determined largely by the context in which the negotiation process takes place. Negotiation: Communication for Diverse Settings provides the reader with a comprehensive overview of the negotiation process as it applies to a wide variety of contexts. Skillfully weaving practitioner interviews and real world examples throughout the book, Michael Spangle and Myra Warren Isenhart emphasize the day-to-day relevance of negotiation skill. The authors provide knowledge vital to successful negotiation in a variety of situations, including interpersonal relations, the workplace, shopping and other consumer settings, community relations, and international affairs. Discussions of the moral and ethical dilemmas of negotiation-as well as the detail provided in various sections, such as international negotiations will undoubtedly prove useful to novice and seasoned negotiators alike. Features of this text Takes a communication perspective, analyzing the negotiation process and how different settings and elements affect negotiation strategies and techniques; Discusses the cultural context of conflict in U.S. society throughout; Introduces basic theoretical principles and practical steps in the negotiating process; Moves on a continuum from micro (interpersonal) to macro (international) levels of negotiation; Addresses the interpersonal skills necessary for effective negotiation, factors that cause negotiations to break down, and what to do when that happens; Includes "Professional Profiles" interviews with professional negotiators from a variety of backgrounds; Brings concepts to life for students through the use of boxed negotiation examples from a variety of contexts. Recommended for upper-level undergraduate and graduate students taking courses in conflict management and negotiation. Also useful for students in applied programs, such as training and adult education courses in management development, conflict management, and negotiation.
Author: R. Hanson Lawton
Publisher:
ISBN: 9780890893364
Category : Dispute resolution (Law)
Languages : en
Pages : 0
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Book Description
In Contextual Negotiation, the authors combine the theoretical with the practical to create a unique coursebook. In addition to articles and other discussions of negotiation theory, the book includes problems that enable students to develop and refine their negotiating skills. The book begins with general negotiation theory, progresses to simulations that allow students to hone their negotiation skills, and then offers readers the opportunity to study and practice negotiations in various contexts (e.g., family law, commercial law, and criminal law).
Author: Melissa Davies
Publisher: Kogan Page Publishers
ISBN: 1398601810
Category : Business & Economics
Languages : en
Pages : 249
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Book Description
Effective negotiations lead to sustainable partnerships, help both parties to achieve higher goals than they would alone and allow organizations to avoid the costly price of conflict. This book outlines a simple and powerful method of negotiating, either in person or virtually. The Practical Negotiation Handbook outlines a tried and tested five-step process for negotiating lasting agreements, with best practice case examples, checklists and tools. This thoroughly practical guide brings together over 25 years of the author's experience negotiating in a variety of countries and contexts to give you the confidence to negotiate any kind of contract or agreement, large or small. Using a 'solution-focused' approach which centres around preferred outcomes rather than conflicts, and on questioning and listening to the other party rather than trying to convince or impose and making assumptions, this pragmatic book will help build your profile as an ethical and respected negotiator. From contextual analysis and goal preparation to the importance of communication and building an offer, it cuts through the theory and clearly outlines the skills needed to influence the outcome and implementation of any negotiation.
Author: D. Marc Kilgour
Publisher: Springer Science & Business Media
ISBN: 9048190975
Category : Mathematics
Languages : en
Pages : 473
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Book Description
Publication of the Handbook of Group Decision and Negotiation marks a milestone in the evolution of the group decision and negotiation (GDN) eld. On this occasion, editors Colin Eden and Marc Kilgour asked me to write a brief history of the eld to provide background and context for the volume. They said that I am in a good position to do so: Actively involved in creating the GDN Section and serving as its chair; founding and leading the GDN journal, Group Decision and Negotiation as editor-in-chief, and the book series, “Advances in Group Decision and Negotiation” as editor; and serving as general chair of the GDN annual meetings. I accepted their invitation to write a brief history. In 1989 what is now the Institute for Operations Research and the Management Sciences (INFORMS) established its Section on Group Decision and Negotiation. The journal Group Decision and Negotiation was founded in 1992, published by Springer in cooperation with INFORMS and the GDN Section. In 2003, as an ext- sion of the journal, the Springer book series, “Advances in Group Decision and Negotiation” was inaugurated.
Author: Anselm L. Strauss
Publisher:
ISBN:
Category : Language Arts & Disciplines
Languages : en
Pages : 304
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Book Description
Author: Deborah M. Kolb
Publisher: John Wiley & Sons
ISBN: 1118420470
Category : Business & Economics
Languages : en
Pages : 290
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Book Description
Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context—of organizational culture, of prior negotiations, of power relationships—that dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the status quo and we build out the path for others to negotiate those issues after us. In this way, negotiating for ourselves at work can create small wins that can grow into something bigger, for ourselves and our organizations. Seen in this way, negotiation becomes a tool for addressing ineffective practices and outdated assumptions, and for creating change. Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work. It does so within the context of organizational dynamics, recognizing that to negotiate with someone who has more power adds a level of complexity. The is true when we negotiate with our superiors, and also true for individuals currently under represented in senior leadership roles, whose managers may not recognize certain issues as barriers or obstacles. Negotiating at Work is rooted in real-life cases of professionals from a wide range of industries and organizations, both national and international. Strategies to get the other person to the table and engage in creative problem solving, even when they are reluctant to do so Tips on how to recognize opportunities to negotiate, bolster your confidence prior to the negotiation, turn 'asks' into a negotiation, and advance negotiations that get "stuck" A rich examination of research on negotiation, conflict management, and gender By using these strategies, you can negotiate successfully for your job and your career; in a larger field, you can also alter organizational practices and policies that impact others.
Author: Biscaccianti
Publisher: Tate Publishing
ISBN: 1617771910
Category : Science
Languages : en
Pages : 286
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Book Description
Alessandro Biscaccianti, Mark Esposito, and Lloyd C. Williams have come together to write a modern new textbook on the theory of contextual change, presenting original ideas tested and ready to implement in their highly informative book,The M3C Model of Cooperative Contextual Change.The authors posit that to increase effectiveness of change, it's necessary to introduce dynamic stability into a system. The whole organization and each individual should have a sense of security, and M3C can become the vehicle for this change. One especially new element is the contextual drivership method, which integrates leadership and management into organizational practices and processes that assure opportunity and capacity for success among employees. So if you're ready to increase action coordination, proactively anticipate possible issues, enhance information sharing, and become willing to look for solutions instead of focusing on problems, pick upThe M3C Model of Cooperative Contextual Changefor some brand-new insight.
Author: Emma Parry
Publisher: Oxford University Press
ISBN: 0190861169
Category : Business & Economics
Languages : en
Pages : 705
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Book Description
In recent years scholars and practitioners have increasingly recognized that human resource management (HRM) has paid insufficient attention to the impact of context. While research has been devoted to examining the impact of national context on HRM systems, this literature has been largely separate from that focused on other levels of context affecting organizational choices in HRM strategies, such as the impact of the organizational environment, industry sector, occupation or workforce characteristics. In addition, research has tended to consider elements of context in isolation rather than considering its impact at different levels. The goal of The Oxford Handbook of Contextual Approaches to Human Resource Management is to provide a more holistic approach to developing a contextual understanding of HRM. This Handbook offers a comprehensive understanding of the influence of contextual characteristics on the design and implementation of HRM systems. Rather than focusing on a single level or approach to examining context, the Handbook provides both conceptual and empirical analyses of different elements of context using a range of different lenses and measures. In order to explore the influence of contextual factors at multiple levels, the volume assembles a range of detailed accounts of how context affects the design, implementation and impact of HRM activities.
Author: Qiping Zhang
Publisher:
ISBN:
Category : Communication and culture
Languages : en
Pages : 270
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Book Description
