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Author: Rudolf Schuessler Publisher: Springer Nature ISBN: 3030279014 Category : Mathematics Languages : en Pages : 240
Book Description
Focal Points in Negotiation is the first work of its kind to analyze the use of focal points beyond the controlled setting of the laboratory or the stylized context of mathematical game theory, in the real world of negotiation. It demonstrates that there are many more ways focal points influence real life situations than the specific, predetermined roles ascribed to them by game theory and rational choice. The book establishes this by identifying the numerous different, often decisive, modes in which focal points function in the various phases of complex negotiations. In doing so, it also demonstrates the necessity of a thorough understanding of focal points for mediators, negotiators, and others. A scholarly work in nature, Focal Points in Negotiation is also suitable for use in the classroom and accessible for a multidisciplinary audience.
Author: Rudolf Schuessler Publisher: Springer Nature ISBN: 3030279014 Category : Mathematics Languages : en Pages : 240
Book Description
Focal Points in Negotiation is the first work of its kind to analyze the use of focal points beyond the controlled setting of the laboratory or the stylized context of mathematical game theory, in the real world of negotiation. It demonstrates that there are many more ways focal points influence real life situations than the specific, predetermined roles ascribed to them by game theory and rational choice. The book establishes this by identifying the numerous different, often decisive, modes in which focal points function in the various phases of complex negotiations. In doing so, it also demonstrates the necessity of a thorough understanding of focal points for mediators, negotiators, and others. A scholarly work in nature, Focal Points in Negotiation is also suitable for use in the classroom and accessible for a multidisciplinary audience.
Author: Roger Fisher Publisher: Houghton Mifflin Harcourt ISBN: 9780395631249 Category : Business & Economics Languages : en Pages : 242
Book Description
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Author: G. Richard Shell Publisher: ISBN: 9780140289312 Category : Negotiation Languages : en Pages : 286
Book Description
Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.
Author: Horacio Falcao Publisher: FT Press ISBN: 0133410013 Category : Business & Economics Languages : en Pages : 578
Book Description
Value Negotiation: How to Finally Get the Win-Win Right examines the complicated world of negotiation and provides a simple and practical approach in helping negotiators learn how to consistently deliver the highest possible value at the lowest possible risk in the widest range of situations. The textbook consists of three parts: in Become a Negotiator, challenge yourself to rethink your foundations and assumptions about negotiation, in Prepare for Negotiation, find out how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation and in Negotiate!, uncover how you can connect with negotiating parties, work towards gaining mutual value, and finally, make the best possible decision. In each part, a wide variety of dialogues, scenarios, discussion questions and exercises have been specially designed to prepare you for commonly experienced situations and settings in negotiation. For university professors, adopting the Value Negotiation book entitles you to request a comprehensive Instructor’s Package that includes an Instructor’s Manual and a set of teaching slides.
Author: Christoph Pfeiffer Publisher: Springer Nature ISBN: 3658408685 Category : Business & Economics Languages : en Pages : 139
Book Description
Applied game theory in purchasing has become an important tool in many companies for systematically achieving success in negotiations. The central building block of game-theoretically optimized awards are purchasing auctions. A basic knowledge of auctions and game theory is therefore particularly important for purchasers. This book describes very clearly many helpful methods as well as their application in practice. Procurement situations which have a high volume, which are interesting for suppliers and whose performance can be well specified are particularly suitable for the use of game theory in purchasing. It also shows how cartels or restrained competition between suppliers can be identified using a purely data-based method. Every purchase involves a sale. The book is therefore not only aimed at buyers. Auctions in procurement and the underlying game-theoretical principles also play an equally significant role for sellers.Applied game theory in purchasing has become an important tool in many companies for systematically achieving success in negotiations. The central building block of game-theoretically optimized awards are purchasing auctions. A basic knowledge of auctions and game theory is therefore particularly important for purchasers. This book describes very clearly many helpful methods as well as their application in practice. Procurement situations which have a high volume, which are interesting for suppliers and whose performance can be well specified are particularly suitable for the use of game theory in purchasing. It also shows how cartels or restrained competition between suppliers can be identified using a purely data-based method. Every purchase involves a sale. The book is therefore not only aimed at buyers. Auctions in procurement and the underlying game-theoretic principles also play an equally significant role for sellers.
Author: Stefanos Mouzas Publisher: Taylor & Francis ISBN: 100059694X Category : Business & Economics Languages : en Pages : 184
Book Description
Strategic Negotiations for Sustainable Value is a guide to learning how to conclude lasting business deals that are environmentally, socially and economically sustainable in an international business context. Managers today need to negotiate with multiple stakeholders, such as suppliers, customers, agencies, governments and authorities, to be able to access the resources that they need. Creating and capturing sustainable value is not a fixed entity but rather the outcome of long and time-consuming negotiations that affect further negotiations. Providing illustrative international case studies throughout each chapter, this book explores: the strategic challenges that managers face in their markets today; the practical, analytical tools that needed to create and capture value that is sustainable; the behavioral biases and cognitive errors in strategic negotiations; the various ways by which negotiators manifest their business agreements in contracts; the managerial implications of strategic negotiations. The book is ideal for advanced undergraduate and postgraduate students in negotiation, business administration, management, or related courses such as business marketing, and customer or key account management. It is equally valuable to industry professionals, managers involved in negotiating with customers, suppliers or partners and those pursuing professional qualifications or accreditation in marketing, sales or management.
Author: I. William Zartman Publisher: Cambridge University Press ISBN: 1108475833 Category : Business & Economics Languages : en Pages : 359
Book Description
The first full-length work to analyze the closing phase of negotiations, identifying the negotiators' behavior patterns in the endgame.
Author: Pamela S. Chasek Publisher: United Nations University Press ISBN: 9280810472 Category : Business & Economics Languages : en Pages : 306
Book Description
Earth Negotiations develops a phased-process model that can enable greater understanding of the process by which international environmental agreements are negotiated. By breaking down the negotiating process into a series of phases and turning points, it is easier to analyze the roles of the different actors, the management of issues, the formation of groups and coalitions, and the art of consensus building. Six discernible phases and five associated turning points within the process of multilateral environmental negotiation are identified and explained. The model is then used to see if there is anything that occurs in the earlier phases of negotiation that affects subsequent phases and if there is anything in the process that may have an effect on the outcome. The overall goal is to determine what lessons can be learned from past cases of multilateral environmental negotiation in order to help both practitioners and scholars strengthen the negotiating process and the quality of its results.
Author: Russell Korobkin Publisher: Aspen Publishing ISBN: Category : Law Languages : en Pages : 604
Book Description
Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text’s conceptual approach draws on psychology, economics, and law to provide students with an in-depth understanding of the cognitive and interpersonal underpinnings of negotiation. A total of 21 original negotiation simulations and exercises, with private information for each party, are provided to adopters outside of the text, enable students to apply the lessons of each chapter in context-rich environments in a variety of transactional and litigation settings. New to the 4th Edition: Significant revisions to Chapter 10 (“Gender and Culture”), incorporating the significant amount of scholarship on gender differences in negotiation that has been published in the last decade. Significant revisions to Chapter 14 (“Deceit”), reflecting the burgeoning literature in the field of behavioral ethics. Minor updates and revisions to other chapters. Minor updates to existing simulations and additional new simulations. Professors and students will benefit from: Rigorous, social science-based approach to understanding negotiation as a fundamental process of human interaction. Modular organization, so instructors can choose to assign the chapters in a different order than presented, to better suit their conception of the course without creating undue confusion on the part of students. Each chapter of the book exposes students to challenging theoretical concepts through a combination of narrative material, excerpts of published books and articles, and note material that further explains and builds on points made in the narrative and excerpted sections. The “Discussion Questions and Problems” that end each chapter provide an opportunity for students to explore and apply the reading material in a class discussion format.
Author: Rudolf Schuessler
Author: Rudolf Schuessler
Author: Roger Fisher
Author: G. Richard Shell
Author: I. William Zartman
Author: Horacio Falcao
Author: Christoph Pfeiffer
Author: Stefanos Mouzas
Author: I. William Zartman
Author: Pamela S. Chasek
Author: Russell Korobkin