Essentials of Negotiation

Essentials of Negotiation
Author: Roy J. Lewicki,David M. Saunders,Bruce Barry,Kevin Tasa
Release: 2020
Editor: Unknown
Pages: 202
ISBN: 1260065871
Language: en
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DESCRIPTION BOOK:

Essentials of Negotiation

Essentials of Negotiation
Author: Roy J. Lewicki,Bruce Barry,David M. Saunders
Release: 2007
Editor: Unknown
Pages: 294
ISBN: 0071254277
Language: en
Available for:

DESCRIPTION BOOK:

ESSENTIALS OF NEGOTIATION, 4e is a short paperback derivative from the main text, NEGOTIATION, 5e. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Fourteen of the 20 chapters from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact.

Essentials of Negotiation

Essentials of Negotiation
Author: Roy J. Lewicki,Bruce Barry,David M. Saunders
Release: 2007
Editor: Irwin Professional Pub
Pages: 294
ISBN: 0073102768
Language: en
Available for:

DESCRIPTION BOOK:

'Essentials of Negotiation' explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution.

Essentials of Negotiation

Essentials of Negotiation
Author: Roy J. Lewicki,Bruce Barry,David M. Saunders
Release: 2021
Editor: Unknown
Pages: 329
ISBN: 1260399451
Language: en
Available for:

DESCRIPTION BOOK:

"The objective of this shorter version is to provide the reader with the core concepts of negotiation in a more succinct presentation. Many faculty requested such a book for use in shorter academic course, executive education programs, or as a companion to other resource materials. It is suitable for courses in negotiation, labor relations, conflict management, human resource management, and the like"--

Negotiation Readings Exercises and Cases

Negotiation  Readings  Exercises  and Cases
Author: Roy Lewicki,Bruce Barry,David Saunders
Release: 2007
Editor: McGraw-Hill/Irwin
Pages: 734
ISBN: CORNELL:31924107195806
Language: en
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DESCRIPTION BOOK:

Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires.

Architect s Essentials of Negotiation

Architect s Essentials of Negotiation
Author: Ava J. Abramowitz
Release: 2009-03-16
Editor: John Wiley & Sons
Pages: 384
ISBN: 9780470426883
Language: en
Available for:

DESCRIPTION BOOK:

"Where do you turn if you are an architect or student wanting to deepen those skill sets that will make you a more successful professional? Well, taking a look at Ava Abramowitz's new book, "The Architect's Essentials of Negotiation" will be a step in the right direction." —Robert Greenstreet, Dean, University of Wisconsin at Milwaukee School of Architecture and Urban Planning This is an essential guide for architects and their clients and consultants who need professional advice on negotiations, from design development to agreements and fees. Contractors will want to read it, too, especially if they are involved with Integrated Project Delivery. This new edition offers updated insights related to negotiation, with references to the AIA Contract Documents, communication, collaboration, and handling disputes, change, and claims.

Harvard Business Essentials Guide To Negotiation

Harvard Business Essentials  Guide To Negotiation
Author: Harvard Business Essentials
Release: 2003-07
Editor: Harvard Business Press
Pages: 186
ISBN: 9781591391111
Language: en
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DESCRIPTION BOOK:

Negotiation-whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or making trade-offs between business units-is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating-and valuable-aspects of business today. Packed with practical advice and handy tools, Negotiation will help any manager sharpen skills and yield a sizable payoff. Contents include: Preparing the necessary information before a negotiation Managing multiparty negotiations Assessing the position of the opposing side Determining your sources of power and authority in a negotiation Recognizing the barriers to agreement and how to overcome them Plus, readers can access free interactive tools on the Harvard Business Essentials companion web site. Series Adviser: Michael Watkins Associate Professor Michael Watkins does research on negotiation and leadership. He is the coauthor of Right From the Start: Taking Charge in a New Leadership Role (HBS Press, 1999) and the author of Taking Charge in Your New Leadership Role: A Workbook (HBS Publishing, 2001), both of which examine how new leaders coming into senior management positions should spend their first six months on the job. Harvard Business Essentials The Reliable Source for Busy Managers The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience. To assure quality and accuracy, each volume is closely reviewed by a specialized content adviser from a world class business school. Whether you are a new manager interested in expanding your skills or an experienced executive looking for a personal resource, these solution-oriented books offer reliable answers at your fingertips.

Negotiation

Negotiation
Author: Roy J. Lewicki,David M. Saunders,Bruce Barry
Release: 2014-06-01
Editor: Unknown
Pages: 685
ISBN: 1259254399
Language: en
Available for:

DESCRIPTION BOOK:

Negotiation is a critical skill needed for effective management. Negotiation 7e by Roy J. Lewicki, David M. Saunders, and Bruce Berry explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.

The Essentials of Contract Negotiation

The Essentials of Contract Negotiation
Author: Stefanie Jung,Peter Krebs
Release: 2019-06-14
Editor: Springer
Pages: 242
ISBN: 9783030128661
Language: en
Available for:

DESCRIPTION BOOK:

This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations. The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.

Negotiation Essentials for Lawyers

Negotiation Essentials for Lawyers
Author: Andrea Kupfer Schneider,Christopher Honeyman
Release: 2019
Editor: Unknown
Pages: 346
ISBN: 1641054808
Language: en
Available for:

DESCRIPTION BOOK:

This practical guide covers more than fifty key negotiation topics. It is the only book on negotiation that takes an array of crucial negotiation elements and makes them easy not only to read, but to use. All chapters share a standard format, so lawyers can find the essentials quickly. Subject matter experts from a variety of fields summarize the best and most recent research and theoretical advances in negotiation.

Essentials for Government Contract Negotiators

Essentials for Government Contract Negotiators
Author: Legette McIntyre
Release: 2006-07-01
Editor: Berrett-Koehler Publishers
Pages: 394
ISBN: 9781523096329
Language: en
Available for:

DESCRIPTION BOOK:

Learn to negotiate by applying business-savvy negotiation strategies and tactics, anticipating and countering the other side's strategies and tactics, and concluding and documenting the negotiation successfully. Essentials for Government Contract Negotiators focuses on the distinctive aspects of government negotiations, helping you hold your own in an actual, sit-down negotiation session with a skilled counterpart. With this book you will learn to: • Select and apply negotiation skills in a government-unique environment to achieve a true-best value result • Develop a negotiation plan, including your BATNA • Recognize less-than-ethical tactics and be prepared to counter them • Properly conclude and document the negotiation • Use acquisition histories to gather appropriate data • Manage challenges Facilitate better negotiation outcomes

Getting to Yes

Getting to Yes
Author: Roger Fisher,William Ury,Bruce Patton
Release: 1991
Editor: Houghton Mifflin Harcourt
Pages: 242
ISBN: 0395631246
Language: en
Available for:

DESCRIPTION BOOK:

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.

How to Negotiate Anything

How to Negotiate Anything
Author: Neil Hoechlin
Release: 2018-03-26
Editor: Unknown
Pages: 52
ISBN: 1980665656
Language: en
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DESCRIPTION BOOK:

The Secrets of Winning in Negotiations The purpose of this book is to teach you the many areas and aspects of the negotiation process. In so doing, you can acquire the necessary skills or tools, identity your strong and weaker areas and pinpoint and improve the problematic areas. This book will teach you about the game of negotiation, and to play to win, without stepping on other people. The goal is Win-Win! By getting what you want, and likewise making sure the other parties don't lose either. This book will level-up your game! And it will help you see Negotiations as an exchange of values, rather than manipulation and one-upmanship! You will learn the following: PREPARE YOURSELF FOR NEGOTIATION TOOLS FOR SUCCESSFUL NEGOTIATION BUILDING YOUR NEGOTIATION PROCESS SET GOALS & LIMITS BE A GOOD LISTENER BE CLEAR COMMUNICATION A KEY SKILL OF A GOOD NEGOTIATOR STAY CALM WHILE CONDUCTING THE MEETING PUSH THE PAUSE BUTTON CLOSING THE DEAL PUTTING YOUR IDEAS INTO ACTION HANDLING ALL TYPES OF NEGOTIATIONS EFFECTIVE WAYS TO IMPROVE YOUR NEGOTIATION SKILLS ELEMENTS OF SUCCESSFUL NEGOTIATING SKILLS INTERNATIONAL NEGOTIATIONS NEGOTIATIONS AMONG MEN & WOMEN NEGOTIATION OVER THE PHONE AND THE INTERNET ELEMENTS INFLUENCING THE NEGOTIATION PROCESS SETTING YOUR GOALS AND PLANNING TO ACHIEVE THEM ENVISIONING YOUR FUTURE MAKING A COMMITMENT IDENTIFYING YOUR VALUES PLANNING WAYS TO ACHIEVE YOUR VISION THE 3 YEAR PLAN MAXIMIZING GAINS MUST BE YOUR MAIN AIM BEHIND THE NEGOTIATIONS DRESSING FOR SUCCESS MAPPING THE OPPOSITION GATHERING INFORMATION SETTING A GOOD GOAL SETTING THE OPENING OFFER SETTING & ENFORCING LIMITS COMPONENTS FOR A SUCCESSFUL BUSINESS NEGOTIATION HOW TO CONVEY YOUR MESSAGE TO THE OTHER PERSON WHEN YOU HAVE DECIDED TO WALK AWAY THE ROLE OF LISTENING IN THE NEGOTIATION PROCESS STRATEGIES TO SUCCEED WITH DIFFICULT CUSTOMERS DURING NEGOTIATION ASKING THE RIGHT QUESTIONS BATTLING THE JARGON GUIDELINES TO ASK QUALITY QUESTIONS ROLE OF BODY LANGUAGE WHILE LISTENING TUNE IN WITH YOUR INNER VOICE BEING CRYSTAL CLEAR BY EXPRESSING YOUR VIEWS ORGANIZING YOUR THOUGHTS KEEP YOUR COMMITMENTS WRITE IT DOWN ENCOURAGING OTHERS TO CLARIFY CAPTURING THE AUDIENCE BARRIERS TO CLARITY TURN OFF THE ANGER BUTTONS BY PUSHING THE PAUSE BUTTONS HUMAN BEINGS ARE FULL OF EMOTIONS & RESPONSES YOUR ATTITUDE PLAYS A BIG ROLE DURING A NEGOTIATION DEALING WITH DISCOURAGEMENT DEALING WITH DIFFICULT SITUATIONS AND PEOPLE THINGS THAT CAN HELP YOU ENHANCE YOUR NEGOTIATION OUTCOMES CLOSING THE DEAL- THE GLORY MOMENT ASSESSING THE DEAL WIN-WIN DEALS PSYCHOLOGICAL BARRIERS TO CLOSING and much, much more! Benefit and DOWNLOAD THIS BOOK TODAY tags: best negotiation books, negotiation genius, negotiation skills, how to negotiate, art of negotiation, negotiation yes, salary negotiation, century negotiations, negotiation styles, essentials of negotiation, business negotiation, contract negotiation, real estate negotiation, hostage negotiation, negotiation never split the difference, negotiation skills training, negotiation training, negotiation techniques, negotiation case studies, negotiation books, negotiations, the art of negotiation, how to negotiate anything, you can negotiate anything, negotiate books, negotiate, negotiate like your life depended on it

Negotiating Essentials

Negotiating Essentials
Author: Michael R. Carrell,Christina Heavrin
Release: 2008
Editor: Pearson
Pages: 292
ISBN: UVA:X030110210
Language: en
Available for:

DESCRIPTION BOOK:

For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or Labor Relations, which can be found in various departments such as business, law, education, engineering, psychology, and public administration. With its unique and appealing student-centered focus, Carrell & Heavrin helps students of all disciplines master the concepts, skills, and practices of effective negotiations.

Think Before You Speak

Think Before You Speak
Author: Roy J. Lewicki,Alexander Hiam,Karen Wise Olander
Release: 1996-04-12
Editor: John Wiley & Sons
Pages: 308
ISBN: 9780471013211
Language: en
Available for:

DESCRIPTION BOOK:

Think Before You Speak Think Before You Speak takes you through the entire negotiationprocess in all its variations and contexts, both in business andeveryday life. By preparing you to think clearly and strategically,this invaluable guide gives you an edge that will help you toachieve success while maintaining the best possible relations withthose opposing you. Here's an outline of how Think Before You Speakleads you through the strategic negotiation process: CHAPTER & TOPIC * Overview/Plan * Assess Your Position * Assess Other Party * Analyze Context * Selecting a Strategy * Competition * Collaboration * Other Strategies * Building Collaboration * Resolving Conflict * Third Party Help * Communicating * Legal/Ethical Issues * Multiple Parties * Global Negotiation * Improving Negotiation STEP IN PROCESS * ANALYZE STRATEGIC ISSUES * SELECT A STRATEGY * INITIATE THE NEGOTIATION PROCESS * MANAGE THE NEGOTIATION PROCESS * OBTAIN OUTCOMES AND LEARN FROM THE EXPERIENCE Practical, authoritative, and comprehensive, Think Before You Speakgives you the tools to handle any negotiation with confidence.

Speechless

Speechless
Author: Bruce Barry
Release: 2009-01-09
Editor: ReadHowYouWant.com
Pages: 586
ISBN: 9781442957251
Language: en
Available for:

DESCRIPTION BOOK:

A factory worker is fired because her boss disagrees with her political bumper sticker. A stockbroker feels pressure to resign from an employer who disapproves of his off-hours political advocacy. A flight attendant is grounded because her airline doesn't like what she's writing in her personal blog. Is it legal to fire people for speech that makes employers uncomfortable, even if the content has little or nothing to do with their job or workplace? For most American workers, the alarming answer is yes. Speechless takes on the state of free expression in the American workplace, exploring its history, explaining how and why Americans have come to take freedom of speech for granted, and demonstrating how employers can legally punish employees for speaking their minds. Bruce Barry shows how constitutional law erects formidable barriers to free speech in workplaces, while employment law gives employers wide latitude to suppress speech with impunity--even speech that is unrelated to the job or the company. Employers, with rights of property ownership over not just what they manage but how they manage, can decide just how much employee speech they will tolerate. Workers have little choice but to accept conditions of employment or go elsewhere. Barry argues that a toxic combination of law, conventional economic wisdom, and accepted managerial practice has created an American workplace in which freedom of speech--that most crucial of civil liberties in a healthy democracy--is something you do after work, on your own time, and even then (for many), only if your employer approves. Barry proposes changes both to the law and to management practice that would expand employees' expressive rights without jeopardizing the legitimate interests of employers. In defense of freer speech in and around the workplace, Barry argues that a healthy democracy depends in part on the experience of liberty at work. Workplaces are key venues for shared experience and public discourse, so workplace speech rights matter deeply for advancing citizenship, community, and democracy in a free society.

Negotiation

Negotiation
Author: Roy Lewicki
Release: 1994
Editor: Unknown
Pages: 478
ISBN: 0071144994
Language: en
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DESCRIPTION BOOK:

And His Lovely Wife

      And His Lovely Wife
Author: Connie Schultz
Release: 2008-05-13
Editor: Random House Trade Paperbacks
Pages: 306
ISBN: 9780812976878
Language: en
Available for:

DESCRIPTION BOOK:

Writing with warmth and humor, Connie Schultz reveals the rigors, joys, and absolute madness of a new marriage at midlife and campaigning with her husband, Sherrod Brown, now the junior senator from Ohio. She describes the chain of events leading up to Sherrod’s decision to run for the Senate (he would not enter the fray without his wife’s unequivocal support), and her own decision to step down from writing her Pulitzer Prize-winning column during the course of one of the nation’s most intensely watched races. She writes about the moment her friends in the press became not so friendly, the constant campaign demands on her marriage and family life, and a personal tragedy that came out of the blue. Schultz also shares insight into the challenges of political life: dealing with audacious bloggers, ruthless adversaries, and political divas; battling expectations of a political wife; and the shock of having staffers young enough to be her children suddenly directing her every move. Connie Schultz is passionate and outspoken about her opinions–in other words, every political consultant’s nightmare, and every reader’s dream. “[Schultz is] a Pulitzer Prize—winning journalist with a mordant wit. . . . The [campaign memoir] genre takes on new life.” –The Washington Post Book World “With her characteristic wit and reportorial thoroughness, [Schultz] describes the behind-the-scenes chaos, frustration and excitement of a political campaign and the impact it has on a candidate’s family.” –Minneapolis Star Tribune “Witty and anecdotal, whether read by a Democrat or a Republican.” –Deseret Morning News “Frank and feisty . . . a spunky tribute to the survival of one woman’s spirit under conditions in which it might have been squelched.” –The Columbus Dispatch

Collective Bargaining Preparation Essentials

Collective Bargaining Preparation Essentials
Author: Hugh J. Finlayson
Release: 2020-09-30
Editor: FriesenPress
Pages: 250
ISBN: 9781525554254
Language: en
Available for:

DESCRIPTION BOOK:

Something is essential if it is of the utmost importance: basic, indispensable, necessary. This book is just that, essential. Negotiation, in simple terms, is the basic means of getting what you want from others. It is back and forth communication designed to reach an agreement when you and the other party have some interests that are shared and others that are opposed. We are all negotiators. Whether you sometimes disagree with a colleague or spouse, buy a car, lead a project or work group, you negotiate and need to know how to do it given the specific circumstance and nature of the interactions. While we may negotiate in many forums and have a variety of negotiating experiences, we don’t bargain collectively all the time! Collective Bargaining Preparation Essentials—The Handbook is about collective bargaining—the negotiation or renegotiation of employees’ terms and conditions of employment—and alternatives. What emerges from your planning, negotiation and implementation efforts is a codification of what the union and the employer agree on to regulate their conduct and dealings over a certain period. All based on the parties’ choice of alternatives. Collective Bargaining Preparation Essentials—The Handbook is a resource. It will broaden your perspective on your union-employer relationship and your bargaining style, and provide preparation guidelines and strategies to successfully negotiate a collective agreement.

Mastering Business Negotiation

Mastering Business Negotiation
Author: Roy J. Lewicki,Alexander Hiam
Release: 2011-01-11
Editor: John Wiley & Sons
Pages: 315
ISBN: 9781118046944
Language: en
Available for:

DESCRIPTION BOOK:

Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations. Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to: Understand the game so you can better control what happens Predict the sequence of negotiation activities and move from disagreement toward agreement Identify the strategies and tactics of other players in the game. Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success