Focal Points In Negotiation PDF Download
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Author | : Rudolf Schuessler |
Publisher | : Springer Nature |
Total Pages | : 240 |
Release | : 2019-12-05 |
Genre | : Mathematics |
ISBN | : 3030279014 |
Download Focal Points in Negotiation Book in PDF, ePub and Kindle
Focal Points in Negotiation is the first work of its kind to analyze the use of focal points beyond the controlled setting of the laboratory or the stylized context of mathematical game theory, in the real world of negotiation. It demonstrates that there are many more ways focal points influence real life situations than the specific, predetermined roles ascribed to them by game theory and rational choice. The book establishes this by identifying the numerous different, often decisive, modes in which focal points function in the various phases of complex negotiations. In doing so, it also demonstrates the necessity of a thorough understanding of focal points for mediators, negotiators, and others. A scholarly work in nature, Focal Points in Negotiation is also suitable for use in the classroom and accessible for a multidisciplinary audience.
Author | : Roger Fisher |
Publisher | : Houghton Mifflin Harcourt |
Total Pages | : 242 |
Release | : 1991 |
Genre | : Business & Economics |
ISBN | : 9780395631249 |
Download Getting to Yes Book in PDF, ePub and Kindle
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 | : G. Richard Shell |
Publisher | : |
Total Pages | : 286 |
Release | : 2001 |
Genre | : Negotiation |
ISBN | : 9780140289312 |
Download Bargaining for Advantage Book in PDF, ePub and Kindle
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 | : Gary Goodpaster |
Publisher | : BRILL |
Total Pages | : 309 |
Release | : 2023-10-16 |
Genre | : Law |
ISBN | : 9004638245 |
Download A Guide to Negotiation and Meditation Book in PDF, ePub and Kindle
A Guide to Negotiation and Mediation is written in a progressive, building-block fashion, moving from simple to more complex ideas. The first section covers basic negotiating strategies, concepts, and tactics; the next discusses cognitive and psychological aspects of negotiation. The book goes on to explore elements that may complicate negotiations-in particular coalition-formation and bargaining for constituencies-and concludes with a chapter on negotiation preparation and planning. Published under the Transnational Publishers imprint.
Author | : I. William Zartman |
Publisher | : Cambridge University Press |
Total Pages | : 360 |
Release | : 2005-12-08 |
Genre | : History |
ISBN | : 9780521856645 |
Download Escalation and Negotiation in International Conflicts Book in PDF, ePub and Kindle
This volume examines the point where the concepts and practices of escalation and negotiation meet.
Author | : Horacio Falcao |
Publisher | : FT Press |
Total Pages | : 578 |
Release | : 2012-12-11 |
Genre | : Business & Economics |
ISBN | : 0133410013 |
Download Value Negotiation Book in PDF, ePub and Kindle
Value Negotiation: How to Finally Get the Win-Win Right examines the complicated world of negotiation and provides a simple and practical approach in helping negotiators learn how to consistently deliver the highest possible value at the lowest possible risk in the widest range of situations. The textbook consists of three parts: in Become a Negotiator, challenge yourself to rethink your foundations and assumptions about negotiation, in Prepare for Negotiation, find out how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation and in Negotiate!, uncover how you can connect with negotiating parties, work towards gaining mutual value, and finally, make the best possible decision. In each part, a wide variety of dialogues, scenarios, discussion questions and exercises have been specially designed to prepare you for commonly experienced situations and settings in negotiation. For university professors, adopting the Value Negotiation book entitles you to request a comprehensive Instructor’s Package that includes an Instructor’s Manual and a set of teaching slides.
Author | : Jim Thomas |
Publisher | : Harper Collins |
Total Pages | : 324 |
Release | : 2009-10-13 |
Genre | : Business & Economics |
ISBN | : 0061750182 |
Download Negotiate to Win Book in PDF, ePub and Kindle
Discover the Power Of Better Negotiating Negotiation is one skill everyone needs in order to get more of what they want -- to sell more, to keep costs down, to manage better, to strengthen relationships -- to win! Thomas shows you exactly how the best negotiators reach long-lasting positive solutions that build profits, performance, and relationships. This indispensable guide covers all you'll ever need to know about negotiating, including: The 21 rules of successful negotiating -- and how to defend against them! "Quickies" -- specific tips on how to successfully negotiate with bosses, children, car dealers, contractors, auto mechanics, and many others Why Americans are among the worst negotiators on Earth How to overcome your natural reluctance to bargain Why win-win negotiating is so vital How to thoroughly prepare for your negotiations How to deal with counterparts who intimidate or harass you How to negotiate ethically -- and deal with those who don't How to negotiate more successfully across cultural lines Thomas's Truisms -- 50 memorable negotiating maxims The psychology of negotiating, historical illustrations, day-to-day applications, and much, much more!
Author | : Christoph Pfeiffer |
Publisher | : Springer Nature |
Total Pages | : 139 |
Release | : 2023-04-18 |
Genre | : Business & Economics |
ISBN | : 3658408685 |
Download Game Theory - Successful Negotiation in Purchasing Book in PDF, ePub and Kindle
Applied game theory in purchasing has become an important tool in many companies for systematically achieving success in negotiations. The central building block of game-theoretically optimized awards are purchasing auctions. A basic knowledge of auctions and game theory is therefore particularly important for purchasers. This book describes very clearly many helpful methods as well as their application in practice. Procurement situations which have a high volume, which are interesting for suppliers and whose performance can be well specified are particularly suitable for the use of game theory in purchasing. It also shows how cartels or restrained competition between suppliers can be identified using a purely data-based method. Every purchase involves a sale. The book is therefore not only aimed at buyers. Auctions in procurement and the underlying game-theoretical principles also play an equally significant role for sellers.Applied game theory in purchasing has become an important tool in many companies for systematically achieving success in negotiations. The central building block of game-theoretically optimized awards are purchasing auctions. A basic knowledge of auctions and game theory is therefore particularly important for purchasers. This book describes very clearly many helpful methods as well as their application in practice. Procurement situations which have a high volume, which are interesting for suppliers and whose performance can be well specified are particularly suitable for the use of game theory in purchasing. It also shows how cartels or restrained competition between suppliers can be identified using a purely data-based method. Every purchase involves a sale. The book is therefore not only aimed at buyers. Auctions in procurement and the underlying game-theoretic principles also play an equally significant role for sellers.
Author | : Peter Sander |
Publisher | : Simon and Schuster |
Total Pages | : 256 |
Release | : 2017-06-06 |
Genre | : Business & Economics |
ISBN | : 1507202695 |
Download Negotiating 101 Book in PDF, ePub and Kindle
A quick-and-easy guide to core business and career concepts—no MBA required! The ability to negotiate a deal. Confidence to oversee staff. Complete, accurate monitoring of expenses. In today’s business world, these are must-have skills. But all too often, comprehensive business books turn the important details of best practices into tedious reading that would put even a CEO to sleep. From hiring and firing to strategizing and calculating revenues, Negotiating 101 is an easy-to-understand roadmap of today’s complex business world, packed with hundreds of entertaining tidbits and concepts that can’t be found anywhere else. So whether you’re a new business owner, a middle manager, or an entry-level employee, this 101 series has the answers you need to conduct business in a smarter way.
Author | : Latz |
Publisher | : Brisance Books |
Total Pages | : 352 |
Release | : 2018-06-26 |
Genre | : Business & Economics |
ISBN | : 9781944194475 |
Download The Real Trump Deal Book in PDF, ePub and Kindle