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Title International Multilateral Negotiation
Author I. William Zartman
Publisher Jossey-Bass Incorporated Pub
Release 1994
Category Communication in international relations
Total Pages 248
ISBN
Language English, Spanish, and French
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Book Summary:

"In a single volume, a team of distinguished international scholars draws on a wide range of social science theory to explain the dynamics of bargaining and diplomacy when many parties and many issues are involved. Each contributor explores a different approach to reaching successful agreements among diverse governments, multinational corporations, and other international actors. To show how these approaches work in actual practice, the authors provide detailed analyses of two multilateral negotiations - the Uruguay round of negotiations under the General Agreement for Tariffs and Trade (GATT) and the negotiations leading to the Single European Act consolidating the European Community." "The increased length and frequency of such events as the GATT talks, the Rio Conference on Environment and Development (UNCED), and the Law of the Sea Conferences (UNCLOS) highlight the enormous challenges of complex negotiations among many competing interests. This work, sponsored by the International Institute for Applied Systems Analysis, offers the first comprehensive understanding of the intricate and complex process of multilateral negotiation." "The book provides the tools for analyzing and managing the complexities of multilateral negotiations including how the roots of conflict, the distribution of power, and specific patterns of resistance and cooperation affect all stages of negotiation; how game theory, multi-attribute utility models, and other practical tools can be used to chart interests and identify strategic trade-offs before negotiations; how negotiation is organization in action, applying the rules and culture of organizations to change through a cybernetic process; how insights into the way small groups function can help advance negotiations; why different modes of leadership are needed to diagnose multinational problems, clarify options, and develop feasible solutions; how and why coalitions are formed - and how they can prompt meaningful bargaining and help forge positive, lasting agreements."--BOOK JACKET.Title Summary field provided by Blackwell North America, Inc. All Rights Reserved

Effective Legal Negotiation by Gerald R. Williams

Title Effective Legal Negotiation
Author Gerald R. Williams
Publisher
Release 1978
Category Comprimise (Law)
Total Pages 322
ISBN
Language English, Spanish, and French
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The Shadow Negotiation by Deborah Kolb

Title The Shadow Negotiation
Author Deborah Kolb
Publisher Simon and Schuster
Release 2001-02-13
Category Business & Economics
Total Pages 256
ISBN 0743215125
Language English, Spanish, and French
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Book Summary:

At last, here is a book that shows women how to recognize the Shadow Negotiation -- in which the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out -- and how to use that knowledge to their advantage. Each time people bargain over issues -- a promotion, a contract with a new client, a bigger role in decision-making -- a parallel negotiation unfolds beneath the surface of the "formal" discussion. Bargainers constantly maneuver to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement. How the issues are resolved hangs on the actions people take in the shadow negotiation, yet it is in this shadow negotiation that women most often run into trouble. The most productive negotiations take place when strong advocates can connect with each other. Good results depend equally on a bargainer's positioning her ideas for a fair hearing and on being open to the other side's point of view. But traditionally women have not fared well on either front. Often, they let negotiable moments slip by and take the first "no" as a final answer, or their efforts to be responsive to the other side's position are interpreted as accommodation. As a result, women can come away from negotiations with fewer dollars, perks, plum assignments, or less say in decision-making than men. To negotiate effectively, women must pay attention to acts of self-sabotage as well as to the moves others make in the shadow negotiation. By bargaining more strategically, women can establish the terms of their advocacy, their voice, and at the same time encourage the open communication essential to a collaborative discussion in which not only acceptable, but creative, agreements can be worked out. Written by Deborah M. Kolb and Judith Williams, two authorities in the field, The Shadow Negotiation shows women a whole new way to think about the negotiation process. Kolb and Williams identify the common stumbling blocks that women encounter and present a game plan for turning their particular strengths to their advantage. Based on extensive interviews with hundreds of business-women, The Shadow Negotiation provides women with a clear, insightful guide to the hidden machinations that are at work in every bargaining situation.

The Lawyer s Guide to Negotiation by Xavier M. Frascogna

Title The Lawyer s Guide to Negotiation
Author Xavier M. Frascogna
Publisher American Bar Association
Release 2001
Category Law
Total Pages 218
ISBN 9781570738913
Language English, Spanish, and French
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Book Summary:

Revised edition of : Negotiation strategy for lawyers by Xavier M. Frascogna, Jr. and H. Lee Hetherington.

The Process of Negotiation by Sandi Johnson

Title The Process of Negotiation
Author Sandi Johnson
Publisher
Release 1986
Category Collective bargaining
Total Pages 29
ISBN
Language English, Spanish, and French
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Title Developing Negotiation Skills in Sales Personnel
Author David Arthur Stumm
Publisher Praeger
Release 1987
Category Business & Economics
Total Pages 176
ISBN
Language English, Spanish, and French
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Book Summary:

While sales negotiation is traditionally considered a formal process conducted by teams of buyers and sellers, this handy reference recognizes that negotiating strategies and techniques are actually required in many instances in day-to-day selling activities as well, and provides advice geared to the salesperson's specific daily needs. The book begins with an overview of the role and importance of skillful negotiation strategy in sales, providing insight into the buyer's perspective. It then focuses on negotiation tactics essential for the effective preparation, application, and closing of a sale.

Title Negotiation from Strength
Author Coral Bell
Publisher
Release 1963
Category United States
Total Pages 248
ISBN
Language English, Spanish, and French
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Title Effective Legal Negotiation and Settlement
Author Charles B. Craver
Publisher
Release 1997
Category Compromise (Law)
Total Pages 486
ISBN
Language English, Spanish, and French
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Book Summary:

This book provides readers with a thorough understanding of the psychological, sociological, & communicational factors that meaningfully influence the negotiation process. The author explains the various negotiation stages, & discusses the different bargaining techniques that practitioners are likely to encounter. \ Teacher's Manual available.\

Title The Dynamics of Effective Negotiation
Author Donald B. Sparks
Publisher Routledge
Release 1993
Category Business & Economics
Total Pages 150
ISBN
Language English, Spanish, and French
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Book Summary:

"The Dynamics of Effective Negotiation" shows how to achieve the greatest benefits from approaching negotiations pragmatically, rather than by considering them an art form.