Negotiation

Author: Roy J. Lewicki
Publisher: Irwin Professional Pub
ISBN: 0072429658
Release Date: 2003
Genre: Business & Economics

Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 4/e, takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.

Negotiation Excellence

Author: Michael Benoliel
Publisher: World Scientific
ISBN: 9789814556965
Release Date: 2014-09-16
Genre: Business & Economics

Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas. In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault–Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm. Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style. Contents:Introduction: Adding Value through NegotiationPlanning and Preparation for Effective Negotiation (Meina Liu and Sabine Chai)Setting (and Choosing) the Table: The Influence of the Physical Environment in Negotiation (Graham Brown)Negotiation Approaches: Claiming and Creating Value (Jill M Purdy)Creativity in Negotiations (Joachim Hüffmeier and Guido Hertel)Social Capital in Negotiation: Leveraging the Power of Relational Wealth (Ariel C Avgar and Eun Kyung Lee)Trust Building, Diagnosis, and Repair in the Context of Negotiation (Donald L Ferrin, Dejun Tony Kong and Kurt T Dirks)Power and Influence in Negotiations (Min Li and Julie Sadler)Power and Influence in Sales Negotiation (Ababacar Mbengue, Joël Sohier and Patrice Cottet)Negotiation Strategy (Brosh M Teucher)Personality and Negotiation (Alice F Stuhlmacher and Christopher K Adair)Judgment Bias and Decision Making in Negotiation (William P Bottom, Dejun Tony Kong and Alexandra A Mislin)The Role of Gender in Negotiation (E Layne Paddock and Laura J Kray)Mindfully Managing Emotions and Resolving Paradoxes in the Context of Negotiations (Shirli Kopelman, Ramaswami Mahalingam and Ilan Gewurz)Physiology in Negotiations (Smrithi Prasad and Jayanth Narayanan)Understanding Negotiation Ethics (Kelvin Pang and Cynthia S Wang)Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework (Nancy R Buchan, Wendi L Adair and Xiao-Ping Chen)Building Intercultural Trust at the Negotiating Table (Sujin Jang and Roy Chua)Indian Negotiation Style: A Cultural Perspective (Michael Benoliel and Amrit Kaur)Negotiating the Renault–Nissan Alliance: Insights from Renault's Experience (Stephen E Weiss)The Arcelor and Mittal Steel Merger Negotiations (Gregor Halff)The Emotional Underbelly of Collaboration: When Politics Collide with Need (Daniel L Shapiro)The Role of Negotiation in Building Intra-Team and Inter-Team Cooperation (Helena Desivilya-Syna)The Role of Communication Media in Negotiations (Shira Mor and Alexandra Suppes)Negotiation via (the New) Email (Noam Ebner) Readership: Students, researchers and entrepreneurs who are interested in the topics of negotiation and persuasion. Keywords:Negotiation;Persuasion;Trust Building;Judgment Bias;Decision Making;Renault–Nissan Alliance;Arcelor and Mittal Steel Merger;Kraft Foods;Cadbury PLC;Walt Disney;Komatsu;DresserKey Features: Written by leading negotiation experts from top-rated universities in the US and in Asia Introduces readers to the theory and best practices of effective negotiation Includes case studies of significant mergers and acquisitions

Negotiations in the Indigenous World

Author: Ciaran O'Faircheallaigh
Publisher: Routledge
ISBN: 9781317511540
Release Date: 2015-09-30
Genre: Political Science

Negotiated agreements play a critical role in setting the conditions under which resource development occurs on Indigenous land. Our understanding of what determines the outcomes of negotiations between Indigenous peoples and commercial interests is very limited. With over two decades experience with Indigenous organisations and communities, Ciaran O'Faircheallaigh's book offers the first systematic analysis of agreement outcomes and the factors that shape them, based on evaluative criteria developed especially for this study; on an analysis of 45 negotiations between Aboriginal peoples and mining companies across all of Australia's major resource-producing regions; and on detailed case studies of four negotiations in Australia and Canada.

Strategic Negotiation in Business and Management

Author: Markus Baum
Publisher: GRIN Verlag
ISBN: 9783656190844
Release Date: 2012-05-15
Genre: Business & Economics

Scientific Essay from the year 2011 in the subject Business economics - Business Management, Corporate Governance, The University of Surrey (School of Management ), language: English, abstract: Examination and evaluation of a business negotiation and a negotiation in a private environment (case study) This assignment evaluates two negotiation cases. Please note the cases are theoretical nature, any resemblance to living persons and real actions are purely coincidental. The first case takes place in a private environment, the second in a business environment. The evaluation of each case is based on the four phases of negotiation and describes the preparation for, strategy during and process of the negotiation. The basic theory of negotiation to which the individual cases refer is described. Detailed aspects of the theories and approaches are given in the cases as appropriate.Do’s and don’ts of behaviour in cross-border negotiations will be also discussed. ABOUT THE AUTHOR Markus Baum is Group Finance Director at a management consulting firm with focus on business strategy, supply chain management (SCM), manufacturing & logistics, sourcing & purchasing, marketing & sales, financial management and information technology (IT-strategy). The company has subsidiaries in Germany, Switzerland, Belgian, France, United Kingdom and Russia. Markus Baum earned a MBA with distinction from the University of Surrey (UK), is an international certified accountant, has and graduation in accounting & controlling and an apprenticeship as tax adviser assistant. Markus Baum is a member of the International Controlling Association.

The Wiley Guide to Project Organization and Project Management Competencies

Author: Peter Morris
Publisher: John Wiley & Sons
ISBN: 1118000285
Release Date: 2010-09-23
Genre: Technology & Engineering

A guide to the human factors in project management: knowledge, learning, and maturity The Wiley Guides to the Management of Projects address critical, need-to-know information that will help professionals successfully manage projects in most businesses and help students learn the best practices of the industry. They contain not only well-known and widely used basic project management practices but also the newest and most cutting-edge concepts in the broader theory and practice of managing projects. This third volume in the series covers a range of organizational and people-based topics that are occupying the project management world today. The essence of project management represents a "people" challenge-the ability to appreciate and effectively employ the competencies of all those who are associated with the project development and delivery process. This book explains how you can more successfully manage a project from inception through delivery by learning how to handle critical issues around structure, teams, leadership, power and negotiation, and the whole area of competencies. The expert contributors also include chapters on global project management knowledge and standards, the role of project management associations around the world, project management maturity models, and other key topics. Complete your understanding of project management with these other books in The Wiley Guides to the Management of Projects series: * The Wiley Guide to Project Control * The Wiley Guide to Project, Program & Portfolio Management * The Wiley Guide to Project Technology, Supply Chain & Procurement Management

CORPORATE CONFLICT MANAGEMENT

Author: EIRENE LEELA ROUT
Publisher: PHI Learning Pvt. Ltd.
ISBN: 9788120332799
Release Date: 2007-08-07
Genre: Business & Economics

The classic view on conflict has always been that conflict in any form is harmful and should be avoided at all cost. However, modern scholars and the corporate world at large are fast realizing that conflict is not as lethal as considered to be and if maintained within certain parameters, it can actually boost a company’s growth. This text tells exactly how and when a conflict can be translated into a successful process and when it should be checked before it spells trouble for the company. The book covers cases from all the essential areas of conflict and analytically discusses every aspect while striking a clear balance between theory, concept and application. This book is an attempt to expose readers to varied perspectives, to challenge their individual positions and ideologies, and to inspire, inform and train them in the field. The volume is designed for the postgraduate students of management as well as those pursuing similar professional courses. Besides, professionals and anyone keen on learning the various aspects of conflict and its management will find this book immensely useful. KEY FEATURES  Cartoons and illustrations throughout the text to make it an interesting read  Focus on both skill development and practical usage  Chapter summary and review questions at the end of each chapter for better conceptual understanding

Purchasing and Supply Chain Management

Author: Robert M. Monczka
Publisher: Cengage Learning
ISBN: 9781133420590
Release Date: 2011-03-08
Genre: Business & Economics

Introduce students to the critical role of purchasing in the supply chain with one of today's leading-edge strategy and purchasing books--Monczka/Handfield/Giunipero/Patterson's PURCHASING AND SUPPLY CHAIN MANAGEMENT, 5E. This turnkey solution provides current and complete coverage that makes it not only a useful text, but also a valuable professional reference tool for students. This edition presents the most recent critical developments in the field, such as cases from emerging healthcare and the service industries as well as procure-to-pay redesign, supply risk, innovation, sustainability, and collaboration. Students examine the most important changes in supply management today and the impact of the recent recession and ongoing business uncertainty on continuous cost and value management across the supply chain. This leading author team draws from firsthand experience and their relationships with executives and practitioners worldwide to present unique, up-to-date insights that enable students to better understand today's purchasing process. This edition's numerous cases and memorable examples help students gain contextual insights and knowledge into the strategies, processes, and practices of purchasing. As future managers, students become better equipped with a thorough understanding of the impact that purchasing and supply chain management have on the competitive success and profitability of today's organizations. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.

Effective Negotiation

Author: Ray Fells
Publisher: Cambridge University Press
ISBN: 9781316592205
Release Date: 2016-01-25
Genre: Business & Economics

Effective Negotiation provides a distinctive approach to the task of reaching an agreement through negotiation. Drawing on his extensive teaching and research experience, Ray Fells describes the key elements of any negotiation - including reciprocity, trust, power and ethics - and explains the core tasks involved in reaching an agreement: information exchange, solution seeking and concession management. It covers the mediation process, negotiating on behalf of others and negotiating across cultures, as well as managing negotiations in the workplace and in the business context. This third edition has been thoroughly updated with the latest research and new practical examples, and has a greater focus on how negotiators can develop their personal skills and how, by becoming reflective practitioners, they can manage their negotiations more effectively.

Negotiation

Author: Roy Lewicki
Publisher: McGraw-Hill Higher Education
ISBN: 9781259192029
Release Date: 2014-09-09
Genre: Business & Economics

Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 7e by Roy J. Lewicki, Bruce Barry, and David M. Saunders takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.

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

Project Management for Environmental Construction and Manufacturing Engineers

Author: Nolberto Munier
Publisher: Springer Science & Business Media
ISBN: 9789400744769
Release Date: 2012-08-16
Genre: Technology & Engineering

As a companion to books on project-management theory, this book illustrates, in a down-to-earth, comprehensive style, how to put that theory into practice. In addition to the many examples that illustrate procedures, the book includes over 25 case studies, each one addressing a specific theme. Key topics, such as project selection, negotiations, planning and scheduling, cost and budgeting, project control, human resources, environmental impacts, risk management, and financial evaluation, are discussed, using a step-by-step approach. Beginning at the grassroots level, some cases are solved by hand to illustrate the mechanics of a procedure, while others are solved using advanced computer programs. In this way the reader has a clear idea of the problem, how and when to raise the issue, information needed (and who can provide it), how to solve it by hand, when possible, and also its resolution using the latest informatics tools.

Building Trust and Constructive Conflict Management in Organizations

Author: Patricia Elgoibar
Publisher: Springer
ISBN: 9783319314754
Release Date: 2016-06-24
Genre: Psychology

This book presents the most recent theoretical insights and practical intervention methods to (re)build trust between management and organized employees in organizations. Offering a multidisciplinary perspective on trust and conflict management in organizations, the book draws from diverse fields such as organizational psychology, business, law, industrial relations and sociology. It examines the often encountered breaches of trust between management and organized workers, and the resulting destructive social conflicts, social actions, strikes or dramatic business decisions. Its focus is on trust and conflict management at the organizational level in an industrial relations context: that of employee representatives and management. The book introduces a new theoretical approach: the Tree of Trust, designed to analyse and mediate the interconnected levels of trust and distrust in industrial relations. It presents case studies and practical recommendations to build trust and constructive conflict management in the organizations, and illustrates these by means of experiences from different countries around the globe.

Making Sense of Intractable Environmental Conflicts

Author: Roy Lewicki
Publisher: Island Press
ISBN: 9781559639316
Release Date: 2003
Genre: Business & Economics

Despite a vast amount of effort and expertise devoted to them, many environmental conflicts have remained mired in controversy, stubbornly defying resolution. Why can some environmental problems be resolved in one locale but remain contentious in another, often carrying on for decades? What is it about certain issues or the people involved that make a conflict seemingly insoluble.Making Sense of Intractable Environmental Conflicts addresses those and related questions, examining what researchers and experts in the field characterize as "intractable" disputes—intense disputes that persist over long periods of time and cannot be resolved through consensus-building efforts or by administrative, legal, or political means. The approach focuses on the "frames" parties use to define and enact the dispute—the lenses through which they interpret and understand the conflict and critical conflict dynamics. Through analysis of interviews, news media coverage, meeting transcripts, and archival data, the contributors to the book:examine the concepts of frames, framing, and reframing, and the role that framing plays in conflictsoutline the essential characteristics of intractability and its major causesoffer case studies of eight intractable environmental conflictspresent a rich body of original interview material from affected partiesset forth recommendations for intervention that can help resolve disputesWithin each case chapter, the authors describe the historical development and fundamental nature of the conflict and then analyze the case from the perspective of the key frames that are integral to understanding the dynamics of the dispute. They also offer cross-case analyses of related conflicts.Conflicts examined include those over natural resource use, toxic pollutants, water quality, and growth. Specific conflicts examined are the Quincy Library Group in California; Voyageurs National Park in Minnesota; Edwards Aquifer in Texas; Doan Brook in Cleveland, Ohio; the Antidegradation Environmental Advisory Group in Ohio; Drake Chemical in Pennsylvania; Alton Park/Piney Woods in Tennessee; and three examples of growth-related conflicts along the Front Range of Colorado's Rocky Mountains.