Negotiation Books [Page 20 of 118]

Negotiation: Strategies for Mutual Gain

Communication Studies, Social Sciences -> Communications -> Introduction to Human Communication

Lavinia Hall

Published: 12/1992

ISBN: 1452242771

Publisher: SAGE Publications, Inc. (US)

With contributions from top scholars in the field of negotiation, this clear and entertaining volume effectively blends technique with theory to present frameworks for effective negotiating, analyses of person-to-person negotiating situations and applications in organizational settings. Building on the concept that conflict, when managed well, can provide the impetus for growth, constructive change and mutual benefit, the book is dedicated to breaking the paradigm of winning and losing and transforming negotiation into a search for improved solutions to problems.

Negotiation Theory and Strategy (Casebook)

Compromise (Law), Negotiation, Dispute resolution (Law), K2390 .K67 2002, 658.4/052

Russell Korobkin

Published: 2002

ISBN: 0735527709

Publisher: Aspen Publishers, Inc.

Pt. I. Introduction -- Ch. 1. Toward A Conceptual Approach To Negotiation -- A. The Steps Of Negotiation: An Overview -- B. Conceptual Models Of Negotiation -- Toward Another View Of Legal Negotiation: The Structure Of Problem-solving / Carrie Menkel-meadow -- A Positive Theory Of Legal Negotiation / Russell Korobkin -- Why Negotiations Fail: An Exploration Of Barriers To The Resolution Of Conflict / Robert H. Mnookin -- Pt. Ii. The Structure Of Negotiation -- Ch. 2. Estimating The Bargaining Zone -- A. Batnas And Reservation Prices -- A Positive Theory Of Legal Negotiation / Russell Korobkin -- B. Calculating Reservation Prices: A Prescriptive Approach -- C. Aspirations. Russell Korobkin. Includes Bibliographical References (p. 471-478) And Index.

Psychological Aspects Of Crisis Negotiation, Second Edition

Forensic Science, General, General, Social Sciences -> Psychology -> General, Professional, Career & Trade -> Law -> Law, WB019, WB075, WB057

Thomas Strentz

Published: 20111201

ISBN: 1439880069

Publisher: CRC Press

While there are many books on crisis negotiation, most of the current literature focuses on the history and mechanics of this dynamic process, leaving out critical elements that are required for a successful encounter with a hostage-taker or other malfeasant. Psychological Aspects of Crisis Negotiation, Second Edition explores the methods and strategies for confronting the nine types of subjects typically encountered in hostage/suicide sieges by correctional staff and law enforcement crisis negotiators. Drawn from articles published by Thomas Strentz while serving at the FBI Academy* along with written versions of lectures developed and delivered since his retirement, the book highlights psychological dynamics of negotiations as they apply to the negotiator, the hostage, and the subject. It discusses the predictors of surrender versus the need for a tactical intervention and examines the phases of a hostage crisis and the changing focus as the crisis develops. Referencing historical events such as The Bay of Pigs invasion and the Challenger and Columbia incidents, the book demonstrates how faulty group decision making can spell tragedy. Enhanced with case studies to put the material into context, this second edition also includes new chapters on the first responder, hostage survival, and the Islamic belief system and culture. Steeped in sage advice from a national expert, this volume arms those tasked with confronting dangerous offenders with the knowledge and tools they need to subvert disaster and ensure the preservation of human life. *Articles were reviewed by the Academy Editorial/Review Board and approved by the Bureau for publication.　

Global Negotiation: The New Rules

Requejo, William Hernández, Graham, John L.

Published: 2014

ISBN: 1466886412

Publisher: St. Martin's Press

Each Year American Executives Make Nearly Eight Million Trips Overseas For International Business. In The Process, They Leave Billions Of Dollars On The Negotiation Table. Global Negotiation Provides Critical Tools To Help Businesspeople Save Money (and Face) When Negotiating Across Cultural Divides. Drawing On Their More Than 50 Combined Years Of Experience, As Well As Extensive Field Research With Over 2000 Business People In 21 Different Cultures, John L. Graham And William Hernández Requejo Have Discovered How To Create Long-lasting Commercial Relationships Around The World. The Authors Provide A Rare Combination Of Practical Insight And Illuminating Anecdotes, And Offer Examples From Well-known Companies Such As Toyota, Ford, Intel, At&t, Rockwell, Boeing, And Wal-mart.

How to Win Any Negotiation

Business & Economics, Negotiating

Mayer, Robert

Published: 2006

ISBN: 156414920X

Publisher: Weiser

An important and most helpful book for everybody. It delivers more power to you!
?Larry King, host, Larry King Live

No magic elixirs or mumbo jumbo; just straight-talking, easy-to understand, easy-to-remember, and easy-to-use principles of persuasion and negotiation-secrets I've seen in action when Bob Mayer has successfully negotiated for me.
—David Crosby, singer/songwriter (Crosby, Stills & Nash)

Bob Mayer is a world-class negotiator who demystifies the art of getting what you want.
—Nolan Bushnell, Father Of The Video Game Industry

Today's super negotiator has to be a versatile problem solver, seeking hard-bargain results with a soft touch. With punch and panache, Bob Mayer shows you how to make the grade, revealing powerful negotiating tools drawn from a unique blend of sources:

Recent advances in psychology, linguistics, trial advocacy, sales, and management communications-the cutting edge of the art of performance.
Tips, tricks, and techniques from 200 of the world's masters-the legendary street and bazaar merchants of Bombay, Istanbul, Cairo, and Shanghai.
Mayer's own been there, done that years as a lawyer representing thousands of clients (from foreign government agencies and mega-corporations to some of the world's best-known actors, authors, and athletes), negotiating deals on everything from amphitheaters to Zero aircraft.
You'll learn what works-and what doesn't-when you're up against a stone wall or your ideas are being rejected or you're confronted with hostility and anger. Included is the highly acclaimed Deal Maker's Playbook, a collection of step-by-step how-to's and what-to's for 38 common negotiatingsituations such as:
- Buying a car
- Leasing an apartment
- Dealing with the IRS
- Interviewing for a Job
- Buying a franchise
- Getting out of debt
It's all here-the fancy footwork and magic moves for outgunning, outmaneuvering, and out-negotiating the other person. And the techniques for developing life skills that will dramatically enhance your chances of professional success and personal satisfaction.

Time From Concept to Narrative Construct: A Reader

Konrad Ehlich, Johannes Wagner

Published: 2011-06-24

ISBN: 3110881519

Publisher: De Gruyter

Sinceits founding by Jacques Waardenburg in 1971, Religion and Reason has been a leading forum for contributions on theories, theoretical issues and agendas related to the phenomenon and the study of religion. Topics include (among others) category formation, comparison, ethnophilosophy, hermeneutics, methodology, myth, phenomenology, philosophy of science, scientific atheism, structuralism, and theories of religion. From time to time the series publishes volumes that map the state of the art and the history of the discipline.

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Negotiation: Communication for Diverse Settings

Communication Studies, Social Sciences -> Communications -> Introduction to Human Communication

Spangle, Michael L., Isenhart, Myra Warren

Published: 2002

ISBN: 1506319262

Publisher: SAGE Publications, Inc

Negotiation is not formulaic. How we negotiate is determined largely by the context in which the negotiation process takes place. Negotiation: Communication for Diverse Settings provides the reader with a comprehensive overview of the negotiation process as it applies to a wide variety of contexts. Skillfully weaving practitioner interviews and real world examples throughout the book, Michael Spangle and Myra Warren Isenhart emphasize the day-to-day relevance of negotiation skill. The authors provide knowledge vital to successful negotiation in a variety of situations, including interpersonal relations, the workplace, shopping and other consumer settings, community relations, and international affairs. Discussions of the moral and ethical dilemmas of negotiation-as well as the detail provided in various sections, such as international negotiations will undoubtedly prove useful to novice and seasoned negotiators alike.