Author: Roy J. Lewicki
Publisher: McGraw-Hill
ISBN: 0071263640
Release Date: 2009-05-15
Genre: Negotiation

Negotiation is a critical skill needed for effective management. This edition explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.

Negotiation Excellence

Author: Michael Benoliel
Publisher: World Scientific
ISBN: 9789814343169
Release Date: 2011
Genre: Business & Economics

Nearly 300 years ago, Francois de Callieres, a French diplomat, famously observed that the fate of the greatest states depends on the quality of their negotiators. His observation appears to have stood the test of time, as the fate of modern organizations in today's increasingly competitive global economy still depends largely on the skill and conduct of its negotiators. To illustrate the critical role of skilled negotiators, one has to look no further than at the dismal record of recent high-profile mergers and acquisitions. In numerous deals, deal makers have wiped out significant value off their market capitalization through failures in the deal making process. In contrast, successful serial deal makers have long recognized the value of negotiation and invested in building individual and institutional negotiation capabilities. Negotiation Excellence: Successful Deal Making was written by the leading negotiation experts from top-rated universities in the USA and in Asia and its objective is to introduce the readers to the theory and the best practices of effective negotiation. The book includes chapters ranging from: preparing and planning well for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas. In addition to emphasizing the link between theory and practice, Negotiation Excellence: Successful Deal Making includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods acquisition of Cadbury PLC; Walt Disney Company negotiation with the Hong Kong government; and Komatsu, a Japanese firm, negotiation with Dresser, an American firm.

International Business Negotiation

Author: Barry Maude
Publisher: Macmillan International Higher Education
ISBN: 9781137270528
Release Date: 2014-09-01
Genre: Business & Economics

International Business Negotiation: Principles and Practice is an essential guide to the subject. Blending theory and practice, it translates relevant theories and research into practical and realistic guidelines for improving negotiation practice and achieving good outcomes in a wide range of international and cross-cultural contexts. Filled with examples and cases drawn from real life negotiations and drawing on the author's experience of negotiating and implementing consultancy assignments in countries around the world, this is a highly readable and practical guide that will equip students with the knowledge and skills needed for effective participation in international business negotiation. Key benefits • Translates negotiation theory and research into practical guidelines for negotiators • Covers all the main kinds of international business negotiation • Key points are illustrated with numerous examples and cases drawn from real-life negotiations. • Each chapter includes questions for discussion and written assignments

Managing Politics and Conflict in Projects

Author: Brian Irwin
Publisher: Berrett-Koehler Publishers
ISBN: 9781523096657
Release Date: 2008
Genre: Business & Economics

Managing Politics and Conflict in Projects is an easy-to-read, no-nonsense guide that walks you through the “soft” issues of project management, including communicating, negotiating, and influencing skills that are vital to your project success. Understand your organization's political climate and culture and ascend the corporate ladder to the next level as a project manager. Learn how to deal with political issues requiring complex organizational and interpersonal skills, using valuable review points, tips, and a fictional narrative illustrating the book's main points. •Improve and develop your leadership, interpersonal, and communications skills •Negotiate your political environment •Acknowledge and overcome challenges inherent in project management •Enhance your career by effectively utilizing politics and conflict •Recognize and interpret the barriers of communication •Be prepared to enter into a negotiation •Overcome cultural challenges

Negotiating Rationally

Author: Max H. Bazerman
Publisher: Simon and Schuster
ISBN: 9781439106839
Release Date: 1994-01-01
Genre: Business & Economics

In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.

Managing E commerce and Mobile Computing Technologies

Author: Julie R. Mariga
Publisher: IGI Global
ISBN: 1931777462
Release Date: 2003-01-01
Genre: Computers

"Examining the challenges and limitations involved in implementing and using e-commerce technologies, this guide describes how these technologies have been very instrumental to many organizations around the globe. Discussed is how, through the use of electronic commerce, organizations of all sizes and types are able to conduct business without worrying about the territorial market limitations of the past. Additionally, how mobile commerce technologies are further enabling such organizations to communicate more effectively is reviewed. Also covered are the potential for a B2B marketplace, deploying Java mobile agents, and e-business experiences with online auctions."

The Technology Management Handbook

Author: Richard C. Dorf
Publisher: CRC Press
ISBN: 0849385776
Release Date: 1998-07-27
Genre: Technology & Engineering

If you are not already in a management position, chances are you soon will be. According to the Bureau of Statistics, the fastest growing areas of employment for engineers are in engineering/science management. With over 200 contributing authors, The Technology Management Handbook informs and assists the more than 1.5 million engineering managers in the practice of technical management. Written from the technical manager's perspective and written for technologists who are managers, The Technology Management Handbook presents in-depth information on the science and practice of management. Its comprehensive coverage encompasses the field of technology management, offering information on: Entrepreneurship Innovations Economics Marketing Product Development Manufacturing Finance Accounting Project Management Human Resources International Business

The Handbook of Negotiation and Culture

Author: Michele J. Gelfand
Publisher: Stanford University Press
ISBN: 9780804745864
Release Date: 2004
Genre: Business & Economics

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.

Tips Traps for Negotiating Real Estate Third Edition

Author: Robert Irwin
Publisher: McGraw Hill Professional
ISBN: 9780071750882
Release Date: 2010-12-03
Genre: Business & Economics

Fully revised and expanded, the classic guide to negotiating every aspect of any real estate transaction Real estate guru Bob Irwin breaks down all the common negotiating "tips and traps" when it comes to buying and selling in real estate. Beginning with the golden rule of real estate--everything is negotiable--the all-new third edition of this easy-to-read guide helps homeowners and investors like you maximize profits by avoiding the common pitfalls standing in the way of getting the deal you want. Fully updated for real estate investors in any economic climate, this comprehensive guide delivers useful tools for every step along the way along with rock-solid advice for sellers and buyers on: Getting a better price in a down market Negotiating a quick sale Dealing with reluctant lenders Keeping the upper hand when buying a foreclosed property Talking a seller into financing your purchase And more Robert Irwin is a real estate broker, investor, and author. He is a regular guest on many radio and television programs as well as the author of more than 35 books on all aspects of real estate, including the McGraw-Hill bestselling Tips & Traps series, which has sold well over a million copies. Irwin lives in Westlake Village, California.

He Wins She Wins

Author: Willard F. Jr. Harley
Publisher: Revell
ISBN: 9781441244918
Release Date: 2013-10-01
Genre: Family & Relationships

When you get married, you expect your relationship to be a partnership in which you make decisions and face the world together, united. But often a husband's perspective and a wife's perspective on the same issue can be very different and unity in decision making can be tough. Should spouses take turns getting their way? Should they compromise? Can they avoid making decisions altogether? Dr. Harley says there's a better way--a way in which both partners get what they want and believe is best every time. In He Wins, She Wins, Dr. Harley introduces the revolutionary concept of joint agreement in marriage that keeps both husband and wife on equal footing and equally satisfied. This win-win model for negotiation starts with a simple rule: Never do anything without enthusiastic agreement between you and your spouse. Dr. Harley walks couples through the five most common sources of conflict in marriage, (friends and family, career and time management, finances, children, and sex), applying the joint agreement rule in every situation. And he teaches readers how to resolve conflicts the right way, so that not only are those conflicts resolved once and for all but the couple's love for one another actually grows and is sustained for the rest of their lives. Anyone who has been married long enough to have a disagreement will benefit from this unique new book from everyone's favorite marriage doctor.

Beyond the Walls of Conflict

Author: David Solomon Weiss
Publisher: Chicago : Irwin Professional Pub.
ISBN: UOM:35128001844107
Release Date: 1996-01-01
Genre: Business & Economics

This roadmap helps negotiators on both sides apply the principles of alternate dispute resolution to the process of collective bargaining and offers a truly breakthrough method of solving problems between unions and management. Includes a list of key success factors that are essential to creating labor/management peace, an exploration of the sensitive topic of trust and mistrust, and a new vision for union/management relations that focuses on continous negotiation and ongoing dialogue. 4/96.