Essentials of NegotiationIrwin, 1997 - 273 pagina's This text explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. The material is designed to be relevant to the broad spectrum of bargaining problems traditionally faced by managers. It includes coverage of negotiation theory. |
Inhoudsopgave
The Nature of Negotiation | 1 |
Strategy and Tactics of Distributive Bargaining | 30 |
Strategy and Tactics of Integrative Negotiation | 63 |
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acceptable achieve action active listening agenda agree agreement alternative approach arbitration audience bargaining mix BATNA Bazerman become behavior believe CALIFORN Chapter commitment communication competitive complex concessions conflict constituency context cooperative create culture deal decision define discussion dispute distributive bargaining effective ethical evaluate example factors feel gain goals halo effects important individual integrative negotiation interdependence interests involved Irrational escalation issues Larry law of small Leigh Thompson listening logrolling major mediation multiparty negotiations needs nego negotiation process negotiation strategies negotiator's objectives occur opening offer opponent options other's participative decision party's Patton perceived perception person posi position possible pressure problem procedures process consultation Pruitt pursue relationship resistance point role SAN DIEGO settlement side situation solution statements strategies and tactics Sue Carter suggests target third parties third-party intervention tiation tiator tion trust understand unethical tactics usually win-lose winner's curse