📒 Bargaining For Advantage by G. Richard Shell

Genre : Business & Economics
Publisher : Penguin
ISBN_10 : 0143036971
Copyright Year : 2006
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File Download : 294
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E-BOOK EXCERPT

An authoritative guide to business negotiation explores the complex psychological factors in each bargaining situation and examines six key leverage points that promote bargaining success. Reprint. 15,000 first printing.

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📒 Bargaining For Advantage by G. Richard Shell

Genre : Negotiation
Publisher :
ISBN_10 : 0140289313
Copyright Year : 2001
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File Download : 286
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E-BOOK EXCERPT

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.

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📒 Getting To Yes by Roger Fisher

Genre : Business & Economics
Publisher : Houghton Mifflin Harcourt
ISBN_10 : 0395631246
Copyright Year : 1991
File Format : All Formats
File Download : 200
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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

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📒 The Negotiation Book by Steve Gates

Genre : Business & Economics
Publisher : John Wiley & Sons
ISBN_10 : 9781119155515
Copyright Year : 2015-10-08
File Format : All Formats
File Download : 232
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E-BOOK EXCERPT

Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage

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📒 Human Resource Management by Nelarine Cornelius

Genre : Business & Economics
Publisher : Cengage Learning EMEA
ISBN_10 : 1861526105
Copyright Year : 2001
File Format : All Formats
File Download : 388
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E-BOOK EXCERPT

Written for students who need to understand the line manager's responsibilities in human resourcing issues, this comprehensive text covers the 'core curriculum' of mainstream HRM topics along with specific applications such as international and small-business contexts. The team of expert contributors focus on the line manager's perspective relating established theory to real practice throughout the text.This edition includes a new chapter on negotiation and a greater focus on strategic and continuous development within the coverage of training. Reflecting current trends in HRM, there is also additional and expanded material on the impact of information technology, the development of models of strategic HRM, the management of workforce diversity and ethics and HRM.

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📒 Political Bargaining by Gideon Doron

Genre : Political Science
Publisher : SAGE
ISBN_10 : 9780857021922
Copyright Year : 2001-03-27
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File Download : 192
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This book brings an exciting and innovative new approach to the study of politics today. It introduces political bargaining, a process at the heart of all political and economic exchanges in contemporary society and the very essence of politics itself, to provide a new framework and fresh insights to modern political science. The authors trace the prevalence of bargaining processes in politics from the abstract level of individual human interaction and the `state of nature' to the more concrete political or institutionalized level. They introduce students to theory -- the basic models of game theory, rational choice theory and positivist approaches; practice -- the practical manifestations of political bargaining in everyday national and international political life; and process -- its setting, the interests of the players involved, the conditions and properties that affect their calculations and, consequently, their ability to obtain desired outcomes. Political Bargaining provides students with the basic tools for learning about and participating in politics today by richly illustrating how the authoritative allocation of scarce resources is arrived at through a complex bargaining process between competing interests in society. It will be essential reading for student and lecturer alike across political science and the social sciences more widely.

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Genre : Political Science
Publisher : Tectum Wissenschaftsverlag
ISBN_10 : 9783828865167
Copyright Year : 2016-07-11
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File Download : 126
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Die Analyse von Verhandlungsprozessen spielt in der Politikwissenschaft eine wichtige Rolle. Sie bedient sich hierbei v. a. der Instrumente der Spieltheorie. In seinem Beitrag macht sich Herr Scheller daran, Grenzen spieltheoretischer Analysen solcher Prozesse aufzuzeigen sowie – und hier betritt er theoretisches Neuland – auf der Grundlage einer Agenten-basierten Computersimulation zu überwinden. Die Ergebnisse seiner Untersuchung sind eindrucksvoll: Er zeigt systematisch auf, wie Variationen der Umweltzustände und das Aufeinandertreffen unterschiedlicher Verhandlungsstrategien die Ergebnisse von Verhandlungsprozessen determinieren und unter welchen Bedingungen Akteure andere systematisch ausbeuten können. Im Kern sind seine Analysen geeignet, Umweltzustände zu identifizieren, die entweder Verhandlungseffizienz aus Sicht eines Akteurs oder Zustände mit fairen Ergebnissen evozieren. Schellers Beitrag ist in vielfacher Hinsicht bemerkenswert: Der Autor reflektiert kritisch den spieltheoretischen Forschungsstand und bedient sich dann des Instruments der Computersimulation, um angesichts der diagnostizierten Defizite einen innovativen Beitrag zur Analyse von Verhandlungsprozessen zu leisten. Die Ausführungen sind gut strukturiert und, obwohl äußerst anspruchsvoll, gut nachvollziehbar.

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📒 Getting Past No by William Ury

Genre : Business & Economics
Publisher : Bantam
ISBN_10 : 9780553371314
Copyright Year : 1993
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File Download : 189
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E-BOOK EXCERPT

Offers advice on how to negotiate with difficult people, showing readers how to stay cool under pressure, disarm an adversary, and stand up for themselves without provoking opposition

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Genre : Business & Economics
Publisher : Springer Science & Business Media
ISBN_10 : 9783642022531
Copyright Year : 2009-07-25
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File Download : 175
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This book focuses on economic bargaining theory. Economic bargaining theory seeks to predict the outcomes of bargaining situations. In such situations, govern ments, ?rms, or individuals share a mutual interest in cooperation; however, they also have con?icting interests regarding the terms of an agreement. A classic ex ample of such a situation is wage bargaining between unions and employers. More commonplace examples also exist. For instance, a discussion between partners on how to spend an evening can be understood as a bargaining situation. Economic bargaining theory explores the relationship between bargaining situ ations and the outcomes of the bargaining. Economists have two primary reasons to show interest in this relationship. The ?rst reason is that many important human interactions, including economic interactions, are bargaining situations. The second reason is that the understanding of these situations may inform the economic theory of markets. The tool utilized in this study is the mathematical theory of games. Predictions for bargaining outcomes are developed by modeling the bargaining situation as a strategic game and using game theoretic equilibrium concepts in order to solve the game. In this approach, the speci?c identi?ed bargaining outcome depends on the assumptions underlying the model. The neoclassical and fundamental assumption is that of rational agents—called economic men—who strive to maximize their utility based on stable preferences.

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📒 Negotiation Genius by Deepak Malhotra

Genre : Business & Economics
Publisher : Bantam
ISBN_10 : 9780553384116
Copyright Year : 2008
File Format : All Formats
File Download : 343
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E-BOOK EXCERPT

Presents a comprehensive guide to the essential skills, strategies, techniques, and creative mindset of successful negotiation, drawing on the latest behavioral research and real-life case studies to explain how to prepare for and execute negotiations, from identifying opportunities to overcoming resistance and defusing hardball tactics. Reprint. 30,000 first printing.

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