Kennedy on Negotiation

Kennedy on Negotiation Author Gavin Kennedy
ISBN-10 9781351924139
Release 2017-03-02
Pages 356
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Negotiation is a vital skill for every manager. As a result, there are almost as many 'patented' techniques for negotiation as there are managers, each proclaiming to be the definitive route to success. The authors behind these techniques keep their work very much to themselves. Their fundamentally different approaches to negotiation remain in isolation from each other, as if their authors were too polite to contradict others in the field. In most cases, when you are developing your negotiation skills, this leaves you with a stark choice: pick a single technique and ignore the rest. Until now ... Kennedy on Negotiation is an authoritative and comprehensive guide to negotiation skills training and practice. Dr Kennedy uses the well-established 'Four Phases' model as the structure around which he critiques constructively the numerous competing theories and models. Gavin Kennedy's book is everything you would expect from one of the most respected writers on negotiation. It is a readable and reliable guide to all that is best in the various contributions to negotiation training from authors such as John Nash, Walton and McKersie, Atkinson, Nierenberg, Rubin and Brown, Gottschalk, Karass, Fisher and Ury, and many more, including Gavin Kennedy himself.


Negotiation Author Lavinia Hall
ISBN-10 0803948506
Release 1993
Pages 212
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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.

Harvard Business Essentials

Harvard Business Essentials Author Richard Luecke
ISBN-10 1591391113
Release 2003
Pages 170
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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,Negotiationwill 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 Recognizing the barriers to agreement and how to overcome them Plus, 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 ofRight From the Start: Taking Charge in a New Leadership Role(HBS Press, 1999) and the author ofTaking 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. Harvard Business Essentials 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.


Negotiation Author L. J. Nieuwmeijer
ISBN-10 079691303X
Release 1992
Pages 180
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This text provides an overview of negotiation theory, research and training. It covers the work of practitioners and researchers from many disciplines, and includes references to research done through observing actual intercultural negotiations in South Africa.


Negotiation Author Roy J. Lewicki
ISBN-10 0071263640
Release 2010
Pages 632
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Negotiation is a critical skill needed for effective management. Negotiation 6/e 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 Author David Churchman
ISBN-10 0819199478
Release 1995
Pages 97
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Negotiation is an integral and pragmatic tool. Churchman provides a concise and practical guide to negotiation as it actually occurs. He outlines and defines key terms and concepts behind negotiation tactics that have proven effective throughout history thereby providing a clear introduction for the novice, while also offering an organized framework for the experienced.

The Art and Science of Negotiation

The Art and Science of Negotiation Author Howard Raiffa
ISBN-10 067404813X
Release 1982
Pages 373
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A study of the mechanics, practice, and application of negotiation explains the processes of negotiation and offers practical instruction in developing and improving negotiation skills

Managing Conflict and Negotiation

Managing Conflict and Negotiation Author B D Singh
ISBN-10 8174466428
Release 2008-12-01
Pages 297
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Conflict is something inevitable. It is an integral part of our lives. Normally we work in groups and while working, we relate with our superiors, peers and juniors. While relating, more often than not, conflicting situations arise which take toll on our precious time and energy. Therefore, understanding and management of conflict become very important. This book deals with different conceptual aspects of conflict and its effective management. The most popular and effective style of resolving conflict is through dialogue, which is popularly known as negotiation. Through negotiation people deal with differences, which they do, consciously or unconsciously, throughout their lives. The part of the book dealing with negotiation takes care of the details about different aspects of negotiation – strategies, preparation, processes and multicultural and ethical dimensions related to it. The book contains live cases, which will provide useful insight on the theoretical and conceptual aspects to the students. The book will go a long way in meeting with the requirements of the management students by providing consolidated material on the subject.

The Truth About Negotiations

The Truth About Negotiations Author Leigh L. Thompson
ISBN-10 0132704153
Release 2007-09-20
Pages 224
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“The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.” –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation “Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.” –ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb “A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.” –RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc. You can learn to be a world-class negotiator and get what you want! • The truth about how to prepare within one hour • The truth about negotiating with friends, colleagues, and spouses • The truth about the win-win litmus test This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.

Negotiation and Groups

Negotiation and Groups Author Elizabeth A. Mannix
ISBN-10 9780857245595
Release 2011
Pages 259
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In this fourteenth volume of the Research on Managing Groups and Teams series, nine chapters examine the particular challenges, opportunities, and dynamics that confront groups engaged in negotiation.

Negotiation Definition and Types Manager s Issues in Negotiation Cultural Differences and the Negotiation Process

Negotiation  Definition and Types  Manager s Issues in Negotiation  Cultural Differences and the Negotiation Process Author Michael Mehnert
ISBN-10 9783640183234
Release 2008-10
Pages 28
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Seminar paper from the year 2008 in the subject Business economics - Business Management, Corporate Governance, grade: 2,0, AKAD University of Applied Sciences Stuttgart, course: Leadership, 5 entries in the bibliography, language: English, abstract: Ever since she entered the firm, Mrs. Muller has worked every year on Christmas Eve. This year she wants to be with her family, though. But none of her colleagues want to be there. Her boss needs every shop assistant available because of the Christmas sales. At the beginning of December Mrs. Muller asks the boss who will fill in for her on Christmas Eve. Especially in today's work setting, where a variety of people are being offered opportunities to be involved in making decisions affecting them and their work negotiation is significant. The more people are involved in the process; more disagreements are likely to arise over diverse matters such as wage rates, task objectives, performance evaluation, job assignment or work schedules (John Wiley & Sons, 2004). A manager of today has to be familiar with basic negotiation concepts and processes to deal with such day-to-day affairs. In this assignment I want to give a short overview about what negotiation is all about and what different types can be distinguished (chapter 2). Then I want to focus on the manager's main fields of action within negotiations (chapter 3) followed by some as-pects of cultural differences (chapter 4). Finally I will explain the negotiation process (chapter 5)."

Essentials of Negotiation

Essentials of Negotiation Author Roy J. Lewicki
ISBN-10 0071267735
Release 2011
Pages 290
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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.

Negotiation Closing Deals Settling Disputes and Making Team Decisions

Negotiation  Closing Deals  Settling Disputes  and Making Team Decisions Author David S. Hames
ISBN-10 9781412973991
Release 2011-09-21
Pages 497
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This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied in practice, role-playing exercises that enable students to hone their skills, and questionnaires that assess personal qualities that can influence negotiation processes and outcomes.

Handbook of Research on Negotiation

Handbook of Research on Negotiation Author Mara Olekalns
ISBN-10 9781781005903
Release 2013-01-01
Pages 560
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This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations. Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.


Negotiation Author H. I. J. Spoelstra
ISBN-10 0702153613
Release 1999-01-01
Pages 282
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Negotiation has been writing in one form or another for most of life. You can find so many inspiration from Negotiation also informative, and entertaining. Click DOWNLOAD or Read Online button to get full Negotiation book for free.


Negotiation Author Thompson
ISBN-10 0136466702
Release 1998
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Negotiation has been writing in one form or another for most of life. You can find so many inspiration from Negotiation also informative, and entertaining. Click DOWNLOAD or Read Online button to get full Negotiation book for free.

Negotiations Selling

Negotiations   Selling Author Kulkarni
ISBN-10 8174466932
Release 2009-01-01
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Negotiations Selling has been writing in one form or another for most of life. You can find so many inspiration from Negotiations Selling also informative, and entertaining. Click DOWNLOAD or Read Online button to get full Negotiations Selling book for free.