Effective negotiation: from research to results
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Cambridge
Cambridge University Press
2010
|
| Ausgabe: | 1. publ. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | VII, 239 S. graph. Darst. |
| ISBN: | 9780521735216 |
Internformat
MARC
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| 245 | 1 | 0 | |a Effective negotiation |b from research to results |c Ray Fells |
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| 650 | 4 | |a Negotiation in business | |
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Datensatz im Suchindex
| _version_ | 1804140810925506560 |
|---|---|
| adam_text | Contents
Acknowledgements page
vii
1
An introduction to negotiation
1
What is negotiation?
3
Some initial practical implications
4
The
DNA
of negotiation
5
2
The essence of negotiation
8
Parties to the negotiation
8
Reciprocity
14
Trust
21
Power
25
Information exchange
29
Ethics
32
Outcome
36
Conclusions
37
3
Being strategic
39
Strategic choice
40
What factors should be taken into account?
44
Practical implications
51
Conclusions
57
4
The process of negotiation
58
Phases in negotiation
59
A closer look at phrases and phases
63
Making sense of models and research
70
A model to follow or go with the flow?
74
5
Managing a negotiation
75
Developing a negotiation script
76
Negotiation as a train journey
79
Managing the negotiations
81
6
Dealing with differences
89
The issue dimension
91
vi
Contents
The process dimension
93
The action dimension
97
The outcome
101
7
Exploring options
104
The issue dimension
106
The process dimension
108
The action dimension 111
The outcome
115
8
The end-game exchange
118
Exchanging offers
118
The issue dimension
120
The process dimension
122
The action dimension
126
The outcome
127
9
Negotiating on behalf of others
132
The structure of constituency negotiations
132
The effect of constituency on the process
140
The practical implications for the representative
143
10
Cross-cultural negotiations
148
How do cultures differ?
149
Managing a cross-cultural negotiation
160
Some practical implications
168
Conclusions
171
Appendix
1:
A preparation checklist
173
Appendix
2:
A negotiation review checklist
174
Appendix
3:
Self-reflection took
175
Appendix
4:
The Strategy Framework
178
Appendix
5:
The Nullarbor Model
179
Appendix
6:
Managing competitiveness
185
Appendix
7:
Managing workplace negotiations
193
Appendix
8:
Managing a business negotiation
202
Appendix
9:
A culture checklist
210
References
214
Index
229
|
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| indexdate | 2024-07-09T22:05:54Z |
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| spelling | Fells, Ray Verfasser aut Effective negotiation from research to results Ray Fells 1. publ. Cambridge Cambridge University Press 2010 VII, 239 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Negotiation in business Verhandlungstechnik (DE-588)4134584-8 gnd rswk-swf Verhandlungstechnik (DE-588)4134584-8 s DE-604 Digitalisierung UB Bayreuth application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=018700606&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Fells, Ray Effective negotiation from research to results Negotiation in business Verhandlungstechnik (DE-588)4134584-8 gnd |
| subject_GND | (DE-588)4134584-8 |
| title | Effective negotiation from research to results |
| title_auth | Effective negotiation from research to results |
| title_exact_search | Effective negotiation from research to results |
| title_full | Effective negotiation from research to results Ray Fells |
| title_fullStr | Effective negotiation from research to results Ray Fells |
| title_full_unstemmed | Effective negotiation from research to results Ray Fells |
| title_short | Effective negotiation |
| title_sort | effective negotiation from research to results |
| title_sub | from research to results |
| topic | Negotiation in business Verhandlungstechnik (DE-588)4134584-8 gnd |
| topic_facet | Negotiation in business Verhandlungstechnik |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=018700606&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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