Negotiation: Strategies for Mutual Gain

כריכה קדמית
SAGE, 1993 - 212 עמודים
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With contributions from top scholars in the field of negotiation, this clear and entertaining volume effectively blends technique with theory to present frameworks for effective negotiating, analyses of person-to-person negotiating situations and applications in organizational settings. Building on the concept that conflict, when managed well, can provide the impetus for growth, constructive change and mutual benefit, the book is dedicated to breaking the paradigm of winning and losing and transforming negotiation into a search for improved solutions to problems.
 

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תוכן

Ingredients in
3
Helping Parties
14
Facilitated Collaborative Problem Solving
28
Applying Mutual Gains to Organizations
41
Resolving Public Disputes
61
Why the Labor Management Scene Is Contentious
77
Searching for Mutual Gains in Labor Relations
86
Options and Choice for Conflict Resolution
105
Perspectives on Individual Negotiators
121
Gender and Negotiation
138
Style and Effectiveness in Negotiation
151
Sample Curriculum on Negotiation
177
Case Clearinghouse Materials
185
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