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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: Peter J. Carnevale
Publisher: Republic of Letters
ISBN: 9789004148581
Category : Political Science
Languages : en
Pages : 0
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Book Description
International Negotiation Series, 2 (International Studies Library, 2) This volume presents a focused thematic effort that reviews the state-of-the-art on research methods in negotiation. It provides a series of chapters that span both traditional and innovative methods, common and less than common, all that move the field forward. It shows that there is a wealth of methodological tools that negotiation and conflict researchers have at hand, and each has strengths and weaknesses. The 25 chapters cover a lot of ground: general techniques and approaches - field research, case studies, laboratory work, and so on - and some cover relatively specialised domains or statistical techniques. The depth and breath of this volume reflect well on the application of the scientific approach to understanding conflict and negotiation. Winner of the 2008 outstanding book award from the International Association for Conflict Management (IACM). Table of Contents Introduction Methods of Negotiation Research II 1. The Joys of Field Research - James A. Wall, Jr. 2. How Much Do We Know About Real Negotiations? - David Matz 3. Studying Negotiations in Context - Ray Friedman 4. The Problem-Solving Workshop as a Method of Research - Ronald J. Fisher 5. Time-Series Designs and Analyses - Daniel Druckman 6. Social Research and the Study of Mediation - Jacob Bercovitch 7. Reflections on Simulation and Experimentation in the Study of Negotiation - Jonathan Wilkenfeld 8. Quantitative Coding of Negotiation Behavior - Laurie R. Weingart, Mara Olekalns, & Philip L. Smith 9. The Use of Questionnaires in Conflict Research - Aukje Nauta & Esther Kluwer 10. A Multilevel Approach to Investigating Cross-National Differences in Negotiation Processes - Xu Huang & Evert Van de Vliert 11. Methodological Challenges in the Study of Negotiator Affect - Bruce Barry & Ingrid Smithey Fulmer 12. Comparative Case Studies - I. William Zartman 13. Discourse Analysis - Linda Putnam 14. Field Experiments on Social Conflict -Dean G. Pruitt 15. Laboratory Experiments on Social Conflict - Peter J. Carnevale & Carsten K.W. De Dreu 16. Managing Conflict in the Literature - Alice F. Stuhlmacher & Treena L. Gillespie 17. When, Where and How: The Use of Multidimensional Scaling Methods in the Study of Negotiation and Social Conflict - Robin S. Pinkley, Michele J. Gelfand, & Lili Duan 18. Markov Chain Models of Communication Processes in Negotiation - Philip L. Smith, Mara Olekalns, & Laurie R. Weingart 19. All that Glitters is Not Gold - Yeow Siah Cha 20. The Method of Experimental Economics - Rachel Croson 21. Empirical Research in Law and Negotiation - Rebecca Hollander-Blumoff 22. Methodologies for Studying Personality Processes in Interpersonal Conflict - Lauri A. Jensen-Campbell & William G. Graziano 23. The Heart of Darkness: Advice on Navigating Cross-Cultural Research - Catherine H. Tinsley 24. Disparate Methods and Common Findings in the Study of Negotiation - Carsten K.W. De Dreu & Peter J. Carnevale Index About the Editor Peter Carnevale is an expert on negotiation, mediation, group problem solving, and creativity. His work is published in leading psychology and management journals including Journal of Personality and Social Psychology, Organizational Behavior and Human Decision Processes, Psychological Science, Journal of Experimental Social Psychology, and Journal of Applied Psychology. Carsten K.W. De Dreu (PhD, 1993) is professor of psychology at the University of Amsterdam, the Netherlands. Prior to his appointment, he was a postdoctoral fellow with the Royal Netherlands Academy
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: Lavinia Hall
Publisher: SAGE
ISBN: 9780803948501
Category : Business & Economics
Languages : en
Pages : 228
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Book Description
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.
Author: G. Richard Shell
Publisher: Penguin
ISBN: 1101221372
Category : Business & Economics
Languages : en
Pages : 306
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Book Description
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: Michele J. Gelfand
Publisher: Stanford University Press
ISBN: 0804745862
Category : Business & Economics
Languages : en
Pages : 478
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Book Description
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.
Author: Roderick M. Kramer
Publisher: SAGE
ISBN: 0803957386
Category : Language Arts & Disciplines
Languages : en
Pages : 365
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Book Description
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.
Author: G. Richard Shell
Publisher:
ISBN: 9780140289312
Category : Negotiation
Languages : en
Pages : 286
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Book Description
Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.
Author: Michael Wheeler
Publisher: Simon and Schuster
ISBN: 1451690444
Category : Business & Economics
Languages : en
Pages : 320
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Book Description
A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.
Author: Ho-Won Jeong
Publisher: Cambridge University Press
ISBN: 1316432068
Category : Political Science
Languages : en
Pages : 299
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Book Description
Negotiation has always been an important alternative to the use of force in managing international disputes. This textbook provides students with the insight and knowledge needed to evaluate how negotiation can produce effective conflict settlement, political change and international policy making. Students are guided through the processes by which actors make decisions, communicate, develop bargaining strategies and explore compatibilities between different positions, while attempting to maximize their own interests. In examining the basic ingredients of negotiation, the book draws together major strands of negotiation theories and illustrates their relevance to particular negotiation contexts. Examples of well-known international conflicts and illustrations of everyday situations lead students to understand how theory is utilized to resolve real-world problems, and how negotiation is applied to diverse world events. The textbook is accompanied by a rich suite of online resources, including lecture notes, case studies, discussion questions and suggestions for further reading.
Author: Sandra Pineda de Forsberg
Publisher: Cambridge Scholars Publishing
ISBN: 1527574393
Category : Psychology
Languages : en
Pages : 152
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Book Description
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.
