Author: Nancy Shoemaker
Publisher: Routledge
ISBN: 1136042628
Category : History
Languages : en
Pages : 244
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Book Description
Negotiators of Change covers the history of ten tribal groups including the Cherokee, Iroquois and Navajo -- as well as tribes with less known histories such as the Yakima, Ute, and Pima-Maricopa. The book contests the idea that European colonialization led to a loss of Native American women's power, and instead presents a more complex picture of the adaption to, and subversion of, the economic changes introduced by Europeans. The essays also discuss the changing meainings of motherhood, women's roles and differing gender ideologies within this context.
Author: David A. Lax
Publisher: Harvard Business Press
ISBN: 1422143449
Category : Business & Economics
Languages : en
Pages : 298
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Book Description
When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.
Author: Christian Downie
Publisher: Edward Elgar Publishing
ISBN: 1783472111
Category : Science
Languages : en
Pages : 225
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Book Description
The Politics of Climate Change Negotiations describes the successes and failures of long international negotiations and most importantly, examines the lessons they hold for the future. Drawing on more than 100 interviews with climate change insiders in
Author: Richard E. Walton
Publisher: Cornell University Press
ISBN: 9780801486975
Category : Business & Economics
Languages : en
Pages : 408
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Book Description
Strategic Negotiations examines the current changes in labor-management relations. The authors identify & explain three key negotiating strategies: forcing change, fostering cooperative attitudes & solutions, & escaping the relationship. They illustrate how these strategies succeed or fail in real organizations by drawing on in-depth examples from 13 companies in 3 industries: pulp & paper, railroads, & auto supply. The resulting theory has broad implications for strategic negotiations in many settings.
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: Carola Klöck
Publisher: Routledge
ISBN: 1000259242
Category : Science
Languages : en
Pages : 176
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Book Description
This edited volume provides both a broad overview of cooperation patterns in the UNFCCC climate change negotiations and an in-depth analysis of specific coalitions and their relations. Over the course of three parts, this book maps out and takes stock of patterns of cooperation in the climate change negotiations since their inception in 1995. In Part I, the authors focus on the evolution of coalitions over time, examining why these emerged and how they function. Part II drills deeper into a set of coalitions, particularly "new" political groups that have emerged in the last rounds of negotiations around the Copenhagen Accord and the Paris Agreement. Finally, Part III explores common themes and open questions in coalition research, and provides a comprehensive overview of coalitions in the climate change negotiations. By taking a broad approach to the study of coalitions in the climate change negotiations, this volume is an essential reference source for researchers, students, and negotiators with an interest in the dynamics of climate negotiations.
Author: Carrie Menkel-Meadow
Publisher: John Wiley & Sons
ISBN: 0787973637
Category : Business & Economics
Languages : en
Pages : 594
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Book Description
What's Fair is a landmark collection that focuses exclusively on the crucial topic of ethics in negotiation. Edited by Carrie J. Menkel-Meadow and Michael Wheeler, What's Fair contains contributions from some of the best-known practitioners and scholars in the field including Roger Fisher, Howard Raiffa, and Deborah Kolb. The editors and distinguished contributors offer an examination of why ethics matter individually and socially, and explain the essential duties and values of negotiation beyond formal legal requirements. Throughout the book, these experts tackle difficult questions such as: What do we owe our counterparts (if anything) in the way of candor or disclosure? To what extent should we use financial or legal pressure to force settlement? Should we worry about whether an agreement is fair to all the parties, or the effects our negotiated agreements might have on others?
Author: Linda Babcock
Publisher: Piatkus Books
ISBN: 9780749929503
Category : Achievement motivation in women
Languages : en
Pages : 272
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Book Description
Did you know that by failing to negotiate her starting salary for her first job, a woman may sacrifice over a half a million pounds in earnings by the end of her career? Yet, as research reveals, men are four times as likely to ask for higher pay than are women with the same qualifications. In this eye-opening book, Linda Babcock and Sara Laschever draw on research in psychology, sociology, economics and organisational behaviour as well as dozens of interviews to explore the personal and societal reasons why women seldom ask for what they need, want and deserve at work and at home. Why Women Don't Ask - a sensation when published in the US in 2003 - is a call to arms that will help you recognise the ways in which our culture perpetuates inequalities - and how you can begin to overcome them.
Author: Chris Voss
Publisher: HarperCollins
ISBN: 0062407813
Category : Business & Economics
Languages : en
Pages : 203
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Book Description
A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
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.
