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Title Negotiation Science and Practice
Author Quintin Rares
Publisher Quintin Rares
Release 2013-07-12
Category Education
Total Pages 1076
ISBN 0987456709
Language English, Spanish, and French
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Book Summary:

“Negotiation: Science and Practice” is a university-level textbook and lecture series designed to teach effective skills and techniques in negotiation. It provides scientifically tested tools that allow anyone to construct and implement the best possible negotiation strategies, in any negotiation scenario. From this pack, students, like yourself, learn the art, science and practice of influence, as well as how to construct optimal agreements, whether you are negotiating a settlement in a legal dispute, a contract to sell a business, a ceasefire in a conflict zone, the sale of your own home, a price rise of the goods or services your company provides, a wage dispute with a powerful union or even an amendment to legislation. The lectures in this textbook are as follows: Lecture 1: Negotiation dynamics (available in full, for free, in the “sample”) Lecture 2: Preparation for negotiation Lecture 3: Evaluation techniques Lecture 4: Influence Lecture 5: Cognitive biases, heuristics, errors and effects Lecture 6: Group dynamics Lecture 7: Logic and creativity Lecture 8: Parachutes, problems and tricks Lecture 9: Culture, human nature and individual difference Lecture 10: Enforcement mechanisms Lecture 11: Ethics, lying, the law and why good people do bad things Lecture 12: Alternative dispute resolution Lecture 13: Conflict This book contains: - A comprehensive lecture series (outlined above) - Week-by-week multiple choice questions (100+ pages) - Detailed answers and explanations to all week-by-week questions (50+ pages) - A mid-semester exam - A comprehensive reference glossary (200 pages) - Full academic abstracts to complement critical references (aiding a more detailed understanding and facilitating further exploration of the science behind each technique) - The most comprehensive examination of the psychology of negotiation available, with clear examples of how it can be used to achieve desired outcomes - The most comprehensive description of common “dirty tricks” in negotiation and how to respond to them - Detailed explanations of the law and how it affects you as a negotiator; including important case summaries - Step-by-step explanations of how to calculate the ‘need-to-know’ numbers in all negotiations

Title The Art and Science of Negotiation
Author Howard Raiffa
Publisher Harvard University Press
Release 1982
Category Business & Economics
Total Pages 373
ISBN 9780674048133
Language English, Spanish, and French
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Book Summary:

A study of the mechanics, practice, and application of negotiation explains the processes of negotiation and offers practical instruction in developing and improving negotiation skills

Title Negotiation From Theory to Practice
Author Jacques Rojot
Publisher Palgrave Macmillan
Release 1991-03-05
Category Business & Economics
Total Pages 230
ISBN 9780333522103
Language English, Spanish, and French
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Book Summary:

Professor Rojot's work links the theory of negotiation to its more practical aspects and bridges the gap between theoretical work and 'how to' manuals. The theoretical analysis is rooted in the field of sociology in general and in the strategic analysis of organisations in particular. This sets it apart from most treatises on negotiation which tend to be based on social-psychology, political science or economics.

Negotiation Analysis by Howard Raiffa

Title Negotiation Analysis
Author Howard Raiffa
Publisher Harvard University Press
Release 2007-03-31
Category Business & Economics
Total Pages 576
ISBN 0674024141
Language English, Spanish, and French
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Book Summary:

This masterly book substantially extends Howard Raiffa’s earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach—building from simple hypothetical examples—the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.

Title International Negotiation
Author
Publisher DIANE Publishing
Release 1992-10
Category
Total Pages 85
ISBN 9781568061245
Language English, Spanish, and French
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Book Summary:

Includes: the art of negotiation in Congress, a model for negotiation and mediation, teaching the art and science of negotiation, the pre-negotiation phase, and domestic models of conflict resolution: are they relevant in the international conflict?, and much more. Extensive bibliography.

Science and Diplomacy by Mauro Galluccio, Ph.D.

Title Science and Diplomacy
Author Mauro Galluccio, Ph.D.
Publisher Springer Nature
Release 2021-01-06
Category Psychology
Total Pages 211
ISBN 3030604144
Language English, Spanish, and French
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Book Summary:

This book lays the groundwork for a new field of study and research in the intersection between science and diplomacy. It will review the multi-disciplinary research in this burgeoning area in providing the scientific foundation for the application of psychological principles to understanding and facilitating political decisions in an international context. Focusing on how people think, act, and feel on both individual and collective levels, this book takes into account a realistic perspective from which transformative processes can emerge. It follows the ongoing debate in the EU and the world in providing a better understanding of the tools that can be deployed to improve communication and cooperation between scientists, politicians, and diplomats in this field. The failure of communication in this COVID-19 planetary crisis has not been about whether or not objectives have been achieved, but about the ability of major actors to cooperate to forge links with people. The way policymakers and scientists will manage their interpersonal negotiations will be of great importance in fostering international cooperation and coordinated problem-solving behaviours. Otherwise, science diplomacy will lose sight of its most important purpose: that of helping to solve problems, conflicts, and diplomatic processes for the sake of humanity.

Influence by Robert Cialdini

Title Influence
Author Robert Cialdini
Publisher
Release 2012-07-01
Category Business & Economics
Total Pages 50
ISBN 9781610660204
Language English, Spanish, and French
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Book Summary:

Dark forces seek to turn society into unthinking automatons by the use of weapons of mass influence. In this graphic adaptation of his bestseller, Cialdini becomes society's best hope in combatting compliance professionals throughout the world.

Title The Science and Practice of Landscape Stewardship
Author Claudia Bieling
Publisher Cambridge University Press
Release 2017-06-30
Category Nature
Total Pages 450
ISBN 1107142261
Language English, Spanish, and French
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Book Summary:

Improving the dynamic relationship between nature and human well-being is a pressing issue of our time. Landscapes embody this tight interconnectedness and serve as unique sustainability learning hubs, showcased by the global rise of place-based and holistic landscape stewardship initiatives. Incorporating these exciting developments, this book explores the principles of landscape stewardship and their function in fields such as agriculture, ecological restoration and urban green infrastructure. It provides insights into the challenges and the potential of landscape stewardship and identifies future paths for the science and practice of landscape-related sustainability efforts. Aligning analytical perspectives with practical applications, it brings together contributions from leading scholars and innovative models of landscape stewardship from all around the world, making it an essential resource for anyone interested in developing sustainable human-nature relationships.