Essentials Of Negotiation

Essentials of Negotiation PDF
Author: Roy J. Lewicki
Publisher:
ISBN: 9789814577274
Size: 64.94 MB
Format: PDF, Kindle
Category :
Languages : en
Pages :
View: 7057

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Essentials Of Negotiation

Essentials of Negotiation PDF
Author: David Saunders
Publisher: McGraw-Hill Education
ISBN: 9780073530369
Size: 79.43 MB
Format: PDF, Mobi
Category : Business & Economics
Languages : en
Pages : 304
View: 5319

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Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. It 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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

Studyguide For Essentials Of Negotiation By Roy J Lewicki Isbn 9780073530369

Studyguide for Essentials of Negotiation by Roy J Lewicki  Isbn 9780073530369 PDF
Author: Cram101 Textbook Reviews
Publisher: Cram101
ISBN: 9781618120946
Size: 74.57 MB
Format: PDF
Category : Education
Languages : en
Pages : 126
View: 3802

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Never HIGHLIGHT a Book Again! Virtually all of the testable terms, concepts, persons, places, and events from the textbook are included. Cram101 Just the FACTS101 studyguides give all of the outlines, highlights, notes, and quizzes for your textbook with optional online comprehensive practice tests. Only Cram101 is Textbook Specific. Accompanys: 9780073530369 .

Loose Leaf For Essentials Of Negotiation

Loose Leaf for Essentials of Negotiation PDF
Author: Roy J. Lewicki
Publisher: McGraw-Hill Education
ISBN: 9781260512564
Size: 46.50 MB
Format: PDF, Mobi
Category : Business & Economics
Languages : en
Pages : 336
View: 4222

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Essentials of Negotiation, 7e is a condensed version of the main text, Negotiation, 8e. It 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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation sub processes, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process. Accompanied by Connect®, and includes new SmartBook 2.0 to give your students a personalized reading and learning experience so they come to class more prepared. SmartBook 2.0 offers offline learning via a mobile device, required assignments, personalized review, and better accessibility.

Architect S Essentials Of Negotiation

Architect s Essentials of Negotiation PDF
Author: Ava J. Abramowitz
Publisher: John Wiley & Sons
ISBN: 0470426888
Size: 29.26 MB
Format: PDF, ePub
Category : Architecture
Languages : en
Pages : 384
View: 2755

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"Where do you turn if you are an architect or student wanting to deepen those skill sets that will make you a more successful professional? Well, taking a look at Ava Abramowitz's new book, "The Architect's Essentials of Negotiation" will be a step in the right direction." —Robert Greenstreet, Dean, University of Wisconsin at Milwaukee School of Architecture and Urban Planning This is an essential guide for architects and their clients and consultants who need professional advice on negotiations, from design development to agreements and fees. Contractors will want to read it, too, especially if they are involved with Integrated Project Delivery. This new edition offers updated insights related to negotiation, with references to the AIA Contract Documents, communication, collaboration, and handling disputes, change, and claims.

Das Harvard Konzept

Das Harvard Konzept PDF
Author: Roger Fisher
Publisher: Campus Verlag
ISBN: 9783593374406
Size: 73.54 MB
Format: PDF
Category :
Languages : de
Pages : 268
View: 99

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The Essentials Of Contract Negotiation

The Essentials of Contract Negotiation PDF
Author: Stefanie Jung
Publisher: Springer
ISBN: 3030128660
Size: 69.35 MB
Format: PDF, ePub, Mobi
Category : Law
Languages : en
Pages : 242
View: 5438

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This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations. The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.

Schwierige Verhandlungen

Schwierige Verhandlungen PDF
Author: William Ury
Publisher:
ISBN: 9783453087880
Size: 79.28 MB
Format: PDF, ePub
Category :
Languages : de
Pages : 205
View: 6291

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Erfolgreich Verhandeln Mit Gef Hl Und Verstand

Erfolgreich verhandeln mit Gef  hl und Verstand PDF
Author: Roger Fisher
Publisher: Campus Verlag
ISBN: 3593441233
Size: 17.25 MB
Format: PDF, Docs
Category : Business & Economics
Languages : de
Pages : 288
View: 739

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Verhandeln? Bitte mit Gefühl! Noch immer herrscht der weitverbreitete Irrglaube, Verhandlungen müssten möglichst rational geführt, Emotionen weitestgehend ausgeklammert werden. Roger Fisher (Mitautor des Bestsellers "Das Harvard-Konzept") und Daniel Shapiro (Autor von "Verhandeln. Die neue Erfolgsmethode aus Harvard") zeigen, dass diese Herangehensweise nicht nur impraktikabel, sondern auch wenig Erfolg versprechend ist. Denn der Mensch ist ein emotionales Wesen und egal ob Freude, Wut oder Angst: Gefühle sind fester Bestandteil unseres Denkens und Handelns, die auch in sachlichen Verhandlungen nicht abgeschaltet werden können. Fisher und Shapiro zeigen, dass sich Emotionen sogar positiv auf das Verhandlungsergebnis auswirken: Wer die Bedeutung und Anzeichen der wichtigsten emotionalen Grundbedürfnisse erkennt, kann sie gezielt aktivieren und ansprechen und dadurch den Verhandlungsverlauf positiv beeinflussen.

Harvard Business Essentials

Harvard Business Essentials PDF
Author: Richard Luecke
Publisher: Harvard Business Press
ISBN: 9781591391111
Size: 44.96 MB
Format: PDF, ePub
Category : Business & Economics
Languages : en
Pages : 170
View: 6739

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Negotiation - whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or making trade-offs between business units - is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating - and valuable - aspects of business today. Packed with practical advice and handy tools, "Negotiation" will help any manager sharpen skills and yield a sizable payoff. Contents include: preparing the necessary information before a negotiation; managing multiparty negotiations; assessing the position of the opposing side; determining your sources of power and authority in a negotiation; and, recognizing the barriers to agreement and how to overcome them. Readers can access free interactive tools on the Harvard Business Essentials companion web site. Series Adviser: Michael Watkins, Associate Professor Michael Watkins does research on negotiation and leadership. He is the coauthor of "Right From the Start: Taking Charge in a New Leadership Role" (HBS Press, 1999) and the author of "Taking Charge in Your New Leadership Role: A Workbook" (HBS Publishing, 2001), both of which examine how new leaders coming into senior management positions should spend their first six months on the job. This is the reliable source for busy managers. "The Harvard Business Essentials" series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience. To assure quality and accuracy, each volume is closely reviewed by a specialized content adviser from a world class business school. Whether you are a new manager interested in expanding your skills or an experienced executive looking for a personal resource, these solution-oriented books offer reliable answers at your fingertips.

Mastering Business Negotiation

Mastering Business Negotiation PDF
Author: Roy J. Lewicki
Publisher: John Wiley & Sons
ISBN: 9781118046944
Size: 70.60 MB
Format: PDF, Mobi
Category : Business & Economics
Languages : en
Pages : 320
View: 2060

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Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations. Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to: Understand the game so you can better control what happens Predict the sequence of negotiation activities and move from disagreement toward agreement Identify the strategies and tactics of other players in the game. Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success

Frauen Und Verhandlungserfolg

Frauen und Verhandlungserfolg PDF
Author: Julia Sophia Habbe
Publisher: Springer-Verlag
ISBN: 3658244070
Size: 13.69 MB
Format: PDF, Kindle
Category : Business & Economics
Languages : de
Pages : 24
View: 1909

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Täglich muss jeder von uns verhandeln. Dabei macht es einen Unterschied, ob Männer oder Frauen dies tun. So neigen Frauen dazu, sich mit schlechteren Ergebnissen zufrieden zu geben als Männer. Nach der Forschung lässt sich das mit dem gesellschaftlichen Rollenbild erklären. Wenn Frauen in Konflikten „tough“ auftreten, fürchten sie, ihrem Rollenbild nicht zu entsprechen und negative Gegenreaktionen – zum Beispiel in Form von Sympathieverlust – hervorzurufen (so genannter Backlash-Effekt). Welchen Ausweg gibt es? Dieser Frage geht die genderspezifische Verhandlungsforschung nach. Die Forschungsergebnisse werden in dem vorliegenden essential so vorgestellt, dass sie von jeder Leserin in einer Verhandlungssituation genutzt werden können. Die Autorin Dr. Julia Sophia Habbe ist spezialisiert auf Konfliktlösung, Prozessführung sowie interne Untersuchungen. Sie ist Partnerin einer internationalen Wirtschaftskanzlei in Frankfurt am Main und Lehrbeauftragte der Johann Wolfgang Goethe-Universität im Bereich genderspezifische Verhandlungsführung.

Gefangen Am Runden Tisch

Gefangen am runden Tisch PDF
Author: George Kohlrieser
Publisher: John Wiley & Sons
ISBN: 3527503498
Size: 61.87 MB
Format: PDF, Kindle
Category :
Languages : de
Pages : 317
View: 4848

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Wer Konflikte und schwierige Situationen anpackt und mit der Macht des Dialogs löst, schafft es, das eigene Potenzial und das der Mitarbeiter auszuschöpfen. So kann vermieden werden, dass das Unternehmen, das Team oder die eigene Person an den schwelenden Konflikten zerbricht oder durch die - meist nur in den Köpfen existierende - Ausweglosigkeit dauerhaft gelähmt wird. George Kohlrieser, der sein enormes Wissen nicht nur aus seiner Arbeit als klinischer und als Organisationspsychologe, sondern auch aus seinen Erfolgen als Verhandlungsführer bei Geiselnahmen schöpft, vermittelt dem Leser Schritt für Schritt, wie man selbst immer Herr der Lage bleibt. Anhand von realen Geiselsituationen beschreibt der Autor die Schlüsselfaktoren, die den Leser befähigen, mentale Blockaden zu beseitigen, die uns alle immer wieder zu Gefangenen werden lassen. Führungskräfte erfahren, was sie tun müssen, um eine vertrauensvolle Zusammenarbeit und eine positive, engagierte Einstellung im Team zu erreichen: - Sprechen Sie die Situation klar an. - Bauen Sie echte Beziehungen auf - auch zum "Feind". - Denken Sie niemals wie eine Geisel. - Nutzen Sie die Macht von Dialog und Verhandlung. - Seien Sie selbst eine verlässliche Basis und bilden Sie so Vertrauen. - Verstehen Sie, dass eine Person niemals das Problem ist. - Richten Sie Ihr geistiges Auge auf Erfolg.