Negotiation: Strategies for Mutual GainLavinia Hall SAGE Publications, 1 בדצמ׳ 1992 - 224 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
Part I Frameworks for Effective Negotiation | 1 |
Ingredients in an Ability to Influence the Other Side | 3 |
Helping Parties to Reach Better Solutions | 14 |
Chapter 3 Facilitated Collaborative Problem Solving and Process Management | 28 |
Part II Applying Mutual Gains to Organizations | 41 |
Chapter 4 The Courthouse and Alternative Dispute Resolution | 43 |
Chapter 5 Resolving Public Disputes | 61 |
Chapter 6 Why the Labor Management Scene Is Contentious | 77 |
Chapter 9 Conflict From a Psychological Perspective | 123 |
Gender and Negotiation | 138 |
Chapter 11 Style and Effectiveness in Negotiation | 151 |
Part IV Appendices | 175 |
I Sample Curriculum on Negotiation and Dispute Resolution | 177 |
II Case Clearinghouse Materials | 185 |
Bibliography | 186 |
| 199 | |
Chapter 7 Searching for Mutual Gains in Labor Relations | 86 |
Chapter 8 Options and Choice for Conflict Resolution in the Workplace | 105 |
Part III Perspectives on Individual Negotiators | 121 |
About the Authors | 206 |
מהדורות אחרות - הצג הכל
מונחים וביטויים נפוצים
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