Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF

Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by David S. Hames

Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by David S. Hames

David S Hames′ text combines in a single volume text material, pertinent readings, compehensive cases, role-playing exercises, and questionnaires so that students examine the theory and the practice of negotiation from a varied set of learning tools.

The text also:

– Uses a behaviour modelling framework for learning how to negotiate, to enhance students′ intellectual understanding of the negotiating process and their actual ability to negotiate in various settings and scenarios

– Emphasizes the science of negotiation

– Covers current issues of diversity, flattening of organizations, making decisions in teams, and negotiating in an online environment

– Devotes an entire chapter to closing deals, a topic which is often overlooked or given short shrift in other texts.

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Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Jeanne M. Brett

Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Jeanne M. Brett A framework for anticipating and managing cultural differences at the negotiating table

In today’s global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators’ assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves.

  • Includes a review of the various contexts and building blocks of negotiation strategy
  • Explains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approaches
  • Explores the three primary cultural prototypes negotiators should understand

Negotiating Globally is ideal for those relatively new to negotiation, particularly in the global arena, and offers an overview of the various contexts and tactics of negotiation strategy. Written by an award-winning negotiation expert, this book provides an ideal framework for any and all global negotiations.

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Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Richard E. Walton, Joel Cutcher-Gershenfeld, Robert B. McKersie

Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Richard E. Walton, Joel Cutcher-Gershenfeld, Robert B. McKersie Strategic Negotiations makes a significant contribution to the literature on strategic choice (the explicit structuring by management and labor of business and bargaining strategies that use the economic and political environment as a framework to create bargaining power). The authors intentionally build upon previous work in A Behavioral Theory of Labor Negotiations, but this book also is a successful application of the three-tiered collective bargaining theory first developed in The Transformation of American Industrial Relations. Although scholars have identified strategic initiatives in the collective bargaining relationship, recent research has continued to emphasize economic explanations. This book provides an alternative framework of analysis. . . . [Strategic Negotiations] provides abundant evidence, both theoretical and empirical, that the traditional concerns of industrial relations researchers are still relevant.—Industrial and Labor Relations Review

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Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Guhan Subramanian

Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Guhan Subramanian

“Packed with transformative insights, Dealmaking will help a new generation of business leaders get to yes.”—William Ury, coauthor of Getting to Yes

Informed by meticulous research, field experience, and classroom-tested strategies, Dealmaking offers essential insights for anyone involved in buying or selling everything from cars to corporations. Leading business scholar Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at his own hybrid theory, outlining three specific strategies readers can use in complex dealmaking situations. Along the way, he examines case studies as diverse as buying a house, haggling over the rights to a TV show, and participating in the auction of a multimillion-dollar company. Based on broad research and detailed case studies, Dealmaking brings together negotiation and auction strategies for the first time, providing the jargon-free, empirically sound advice professionals need to close the deal. Originally published in hardcover under the title Negotiauctions.

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Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Michele J. Gelfand, Jeanne M. Brett

Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Michele J. Gelfand, Jeanne M. Brett In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture.

The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

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Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Roger Fisher, William L. Ury, Bruce Patton

Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Roger Fisher, William L. Ury, Bruce Patton The key text on problem-solving negotiation-updated and revised

Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution.

Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken.

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Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Simon Benham

Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Simon Benham There are moments where we need to try to define and shape culture, what some have called being ‘cultural architects’. We can do that by painting a picture of what we would like the culture to be, and then striving with all our being to build the community we’ve described. In The Peach & the Coconut Simon Benham paints a picture of the culture Kerith Community Church wants to build, exploring the community of Jesus and seeing what it teaches us about building a Christian church community in the 21st century. Author Simon Benham is the senior pastor of Kerith Community Church in Bracknell, England, a church of all ages with people from over 40 different nations and a vision to be a rapidly growing Christ-centred community making an impact locally, nationally and internationally. Simon is married to Catrina and they have three children, Zak, Jacob and Alice.

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Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by John Cioffi, Ken Willig

Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by John Cioffi, Ken Willig “John and Ken provide a pragmatic roadmap, borne out of their extensive experience working with business owners and management teams, to improve effectiveness.”
–Scott Svenson, chairman, The Sienna Group and former president, Starbucks Europe

“This book’s thoughtful focus provides today’s conflicted managers with specific methods and tools to innovate with control. It is an antidote to the fast-moving information age of modern management that has failed, in many ways, to develop the structured thinking necessary to become effective leaders and operating executives. This is a clearly written contribution to modern management.”
–James Doud, director, Washington Federal and former CEO, Uniflite

“Many search for that ‘secret sauce’ that will magically provide for the desired success of their business. This book provides the roadmap for a winning formula. It is outstanding and easy to read, and it provides a basic and straight-forward approach that is an excellent guide to improving any company.”
–Tim Hilton, Chief Executive Officer, Carolina Handling, LLC

“If you want to develop a high-performance team, this would be the first book I would recommend.”
–Tim Riley, founder, Door to Door Storage

“I love this book. It’s very practical and easy to understand. Our high-performing members use the principles described here, with great success.”
–Liz Richards, executive vice president, Materials Handling Equipment Distributors Association

“The process outlined in this book is clear and concise and will drive measurable results.”
–Scott Dahlquist, vice president, Major International Forest Products Company

The Winning Manager’s Playbook demonstrates six commonsense practices that will create a systematic framework useful to managers, entrepreneurs, and executives alike, providing them with:

  • Numerous real-company anecdotes that bring the concepts to life.
  • The building blocks, neither faddish nor outdated, of a successful business.
  • A means of creating a company culture of achievement and accountability.
  • Detailed guidance on how to execute the key concepts, with a focus on goals.

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  • Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Christopher W. Moore

    Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by Christopher W. Moore The Fourth Edition of a seminal work in the field of mediation and conflict resolution

    For almost thirty years, conflict resolution practitioners, faculty, and students have depended on The Mediation Process as the all-inclusive guide to the discipline. The most comprehensive book written on mediation, this text is perfect for new and experienced conflict managers working in any area of dispute resolution—family, community, employment, business, environmental, public policy multicultural, or international. This is the expert’s guide, and the Fourth Edition has been expanded and revised to keep pace with developments in the field. It includes new resources that will promote excellence in mediation and help disputants reach durable agreements and enhance their working relationships.

    • Includes expanded information on the latest approaches for providing mediation assistance
    • Features comprehensive guidelines for selecting the right strategy for both common and unique problems
    • Utilizes updated, contemporary case studies of all types of disputes
    • Offers expanded coverage of the growing field and practice of intercultural and international mediation

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    Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by David A. Lax, James K. Sebenius

    Read Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions Books PDF by David A. Lax, James K. Sebenius When discussing being stuck in a “win-win vs. win-lose” debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the “first dimension” of David A. Lax and James K. Sebenius’ pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their “second dimension”—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its “third dimension”: setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

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    Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions
    Language: en
    Pages: 497

    Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions

    Authors: David S. Hames
    Categories: Business & Economics
    Type: BOOK - Published: 2011-09-21 - Publisher: SAGE
    This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied
    Negotiating Globally
    Language: en
    Pages: 288

    Negotiating Globally

    Authors: Jeanne M. Brett
    Categories: Business & Economics
    Type: BOOK - Published: 2014-03-17 - Publisher: John Wiley & Sons
    Negotiating Globally gives managers a basic reference for learning how to negotiate successfully across boundaries of national culture. Rather than centering on country-specific protocol and customs, this third edition of the popular book provides a general framework to help negotiators anticipate and manage cultural differences. This new edition will have
    The Handbook of Negotiation and Culture
    Language: en
    Pages: 458

    The Handbook of Negotiation and Culture

    Authors: Michele J. Gelfand, Jeanne M. Brett
    Categories: Business & Economics
    Type: BOOK - Published: 2004 - Publisher: Stanford University Press
    In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of
    Getting to Yes
    Language: en
    Pages: 240

    Getting to Yes

    Authors: Roger Fisher, William L. Ury, Bruce Patton
    Categories: Business & Economics
    Type: BOOK - Published: 2011-05-03 - Publisher: Penguin
    The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation
    Never Split the Difference
    Language: en
    Pages: 288

    Never Split the Difference

    Authors: Chris Voss, Tahl Raz
    Categories: Business & Economics
    Type: BOOK - Published: 2016-05-17 - Publisher: HarperCollins
    A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a