Negotiation: Strategies for Mutual GainSAGE, 1993 - 212 עמודים 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. |
תוכן
Facilitated Collaborative Problem Solving | 28 |
Applying Mutual Gains to Organizations | 41 |
This | 42 |
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 |
מהדורות אחרות - הצג הכל
מונחים וביטויים נפוצים
adjudication adversarial agency aggressive negotiators agree alternative alternative dispute resolution approach arbitration asked attorneys BATNA behavior better client collaborative processes committee communication complaint handler conflict consensus constituents cooperative negotiator court created decision develop dispute resolution effective negotiators employer escalating example experience facts fair feel Getting to Yes goal grievance Harvard Business School Harvard Law School Howard Raiffa important ineffective interests involved issues joint gains labor Lawrence Susskind lawyers look mechanisms mediation ment minitrial mutual gains bargaining negotiation and dispute negotiation power neutral nonunion offer opponent options outcome participants patterns person plaintiff Program on Negotiation public disputes relations relationship reservation price resolve Roger Fisher role settle settlement side situation skills solution stakeholders stalemate strategy Susskind tar baby third party tion tive understand union Vermont Law School women workplace