Negotiation :
Negotiation : readings, exercises, and cases /
ed. by Roy J. Lewicki, David M. Saunders and John W. Minton
- 3rd ed.
- Boston : Irwin/McGraw-Hill, c1999.
- xvi, 744 p. ; 24 cm.
Includes index.
Managing conflict / L. Greenhalgh --
Strategic choice / D. Pruitt & J.Z. Rubin --
Consider both relationships and substance when negotiating strategically / G.T. Savage, J.D. Blair, & R.L. Sorenson --
How to plan the strategies / R. Kuhn --
Preparing for negotiations / B. Scott --
Framing and reframing / D. Tannen --
Winning at the sport of negotiation / K. Aaronson --
Negotiation techniques / C.B. Craver --
Secrets of power negotiating / R. Dawson --
Collaboration: the constructive management of differences / B. Gray --
Step into my parlor: a survey of strategies and techniques for effective negotiation / T. Anderson --
Some wise and mistaken assumptions about conflict and negotiation / J.Z. Rubin --
Negotiating rationally: the power and impact of the negotiator's frame / M.A. Neale & M.H. Bazerman --
The power of talk: who gets heard and why / D. Tannen --
Communication freezers / M.E. Tramel & H. Reynolds --
The nature of power / K. Boulding --
Influence without authority: the use of alliances, reciprocity, and exchange to accomplish work / A.R. Cohen & D.L. Bradford --
How to become an influential manager / B. Keys & T. Case --
How to get clout / J. Brothers --
The ethics and profitability of bluffing in business / R.E. Wokutch & T.L. Carson --
Shrewd bargaining on the moral frontier: toward a theory of morality in practice / J.G. Dees & P.C. Cramton --
Deception and mutual gains bargaining: are they mutually exclusive? / R.A. Friedman & D.L. Shapiro --
When should we use agents? Direct versus representative negotiation / J.Z. Rubin & F.E.A. Sander --
Negotiating in long-term mutually interdependent relationships among relative equals / B.H. Sheppard --
Trade routes: the manager's network of relationships / R.E. Kaplan --
A core model of negotiation / T. Colosi --
Get things done through coalitions / M. Vanover --
The negotiation of settlements: a team sport / J.G. Zack Jr. --
The behavior of successful negotiators / N. Rackham --
Six basic interpersonal skills for a negotiator's repertoire / R. Fisher & W.H. Davis --
Our game, your rules: developing effective negotiating approaches / L. Greenhalgh & R.W. Gilkey --
The dynamics of international business negotiations / A.V. Phatak & M.M. Habib --
American strengths and weaknesses / T.T.B. Koh --
Global negotiating: vive les differences! / S. Frank --
Psychological traps / J.Z. Rubin --
Negotiating with problem people / L. Leritz --
Negotiating with a customer you can't afford to lose / T.C. Keiser --
The role of the mediator / T. Colosi --
"What do we need a mediator for?": Mediation's "value-added" for negotiators / R.A. Baruch Bush --
The manager as the third party: deciding how to intervene in employee disputes / A.R. Elangovan --
Exercises --
Cases --
Questionnaires --
Appendixes. TOC
Summary:
Explores the major concepts and theories of the psychology of bargaining and negotiation. This book also looks at the dynamics of interpersonal and intergroup conflict and its resolution.
025621591X 9780256215915
97044924
Negotiation in business.
Negotiation.
Negotiation--Case studies.
HD58.6 / .N45 1999
658.4052 / LEN 2000
Includes index.
Managing conflict / L. Greenhalgh --
Strategic choice / D. Pruitt & J.Z. Rubin --
Consider both relationships and substance when negotiating strategically / G.T. Savage, J.D. Blair, & R.L. Sorenson --
How to plan the strategies / R. Kuhn --
Preparing for negotiations / B. Scott --
Framing and reframing / D. Tannen --
Winning at the sport of negotiation / K. Aaronson --
Negotiation techniques / C.B. Craver --
Secrets of power negotiating / R. Dawson --
Collaboration: the constructive management of differences / B. Gray --
Step into my parlor: a survey of strategies and techniques for effective negotiation / T. Anderson --
Some wise and mistaken assumptions about conflict and negotiation / J.Z. Rubin --
Negotiating rationally: the power and impact of the negotiator's frame / M.A. Neale & M.H. Bazerman --
The power of talk: who gets heard and why / D. Tannen --
Communication freezers / M.E. Tramel & H. Reynolds --
The nature of power / K. Boulding --
Influence without authority: the use of alliances, reciprocity, and exchange to accomplish work / A.R. Cohen & D.L. Bradford --
How to become an influential manager / B. Keys & T. Case --
How to get clout / J. Brothers --
The ethics and profitability of bluffing in business / R.E. Wokutch & T.L. Carson --
Shrewd bargaining on the moral frontier: toward a theory of morality in practice / J.G. Dees & P.C. Cramton --
Deception and mutual gains bargaining: are they mutually exclusive? / R.A. Friedman & D.L. Shapiro --
When should we use agents? Direct versus representative negotiation / J.Z. Rubin & F.E.A. Sander --
Negotiating in long-term mutually interdependent relationships among relative equals / B.H. Sheppard --
Trade routes: the manager's network of relationships / R.E. Kaplan --
A core model of negotiation / T. Colosi --
Get things done through coalitions / M. Vanover --
The negotiation of settlements: a team sport / J.G. Zack Jr. --
The behavior of successful negotiators / N. Rackham --
Six basic interpersonal skills for a negotiator's repertoire / R. Fisher & W.H. Davis --
Our game, your rules: developing effective negotiating approaches / L. Greenhalgh & R.W. Gilkey --
The dynamics of international business negotiations / A.V. Phatak & M.M. Habib --
American strengths and weaknesses / T.T.B. Koh --
Global negotiating: vive les differences! / S. Frank --
Psychological traps / J.Z. Rubin --
Negotiating with problem people / L. Leritz --
Negotiating with a customer you can't afford to lose / T.C. Keiser --
The role of the mediator / T. Colosi --
"What do we need a mediator for?": Mediation's "value-added" for negotiators / R.A. Baruch Bush --
The manager as the third party: deciding how to intervene in employee disputes / A.R. Elangovan --
Exercises --
Cases --
Questionnaires --
Appendixes. TOC
Summary:
Explores the major concepts and theories of the psychology of bargaining and negotiation. This book also looks at the dynamics of interpersonal and intergroup conflict and its resolution.
025621591X 9780256215915
97044924
Negotiation in business.
Negotiation.
Negotiation--Case studies.
HD58.6 / .N45 1999
658.4052 / LEN 2000