Negotiation : Strategies for Mutual Gain.
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...
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| Online Access: |
Full Text (via SAGE) |
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| Main Author: | |
| Format: | eBook |
| Language: | English |
| Published: |
Thousand Oaks :
SAGE Publications,
1992.
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| Subjects: |
MARC
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| 245 | 1 | 0 | |a Negotiation : |b Strategies for Mutual Gain. |
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| 520 | |a 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. | ||
| 505 | 0 | |a Cover; Contents; Introduction; Part I -- Frameworks for Effective Negotiation; Chapter 1 -- Negotiation Power: Ingredients in an Ability to Influence the Other Side; Chapter 2 -- The Neutral Analyst: Helping Parties to Reach Better Solutions; Chapter 3 -- Facilitated Collaborative Problem Solving and Process Management; Part II -- Applying Mutual Gains to Organizations; Chapter 4 -- The Courthouse and Alternative Dispute Resolution; Chapter 5 -- Resolving Public Disputes; Chapter 6 -- Why the Labor Management Scene Is Contentious; Chapter 7 -- Searching for Mutual Gains in Labor Relations. | |
| 505 | 8 | |a Chapter 8 -- Options and Choice for Conflict Resolution in the WorkplacePart III -- Perspectives on Individual Negotiators; Chapter 9 -- Conflict From a Psychological Perspective; Chapter 10 -- Her Place at the Table: Gender and Negotiation; Chapter 11 -- Style and Effectiveness in Negotiation; Part IV -- Appendices; I. Sample Curriculum on Negotiation and Dispute Resolution; II. Case Clearinghouse Materials; Bibliography; Index; About the Authors. | |
| 610 | 2 | 0 | |a Program on Negotiation at Harvard Law School. |
| 610 | 2 | 7 | |a Program on Negotiation at Harvard Law School |2 fast |
| 650 | 0 | |a Conflict management. | |
| 650 | 0 | |a Interpersonal conflict. | |
| 650 | 0 | |a Negotiation. | |
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| 650 | 7 | |a Interpersonal conflict |2 fast | |
| 650 | 7 | |a Negotiation |2 fast | |
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