Effective negotiation: from research to results
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Cambridge
Cambridge University Press
2010
|
| Edition: | 1. publ. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | VII, 239 S. graph. Darst. |
| ISBN: | 9780521735216 |
Staff View
MARC
| LEADER | 00000nam a2200000 c 4500 | ||
|---|---|---|---|
| 001 | BV035842324 | ||
| 003 | DE-604 | ||
| 005 | 20100119 | ||
| 007 | t | ||
| 008 | 091124s2010 d||| |||| 00||| eng d | ||
| 015 | |a GBA994661 |2 dnb | ||
| 020 | |a 9780521735216 |9 978-0-521-73521-6 | ||
| 035 | |a (OCoLC)444404043 | ||
| 035 | |a (DE-599)BVBBV035842324 | ||
| 040 | |a DE-604 |b ger |e rakwb | ||
| 041 | 0 | |a eng | |
| 049 | |a DE-703 | ||
| 050 | 0 | |a HD58.6 | |
| 082 | 0 | |a 658.4052 |2 22 | |
| 084 | |a QP 300 |0 (DE-625)141850: |2 rvk | ||
| 100 | 1 | |a Fells, Ray |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Effective negotiation |b from research to results |c Ray Fells |
| 250 | |a 1. publ. | ||
| 264 | 1 | |a Cambridge |b Cambridge University Press |c 2010 | |
| 300 | |a VII, 239 S. |b graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 4 | |a Negotiation in business | |
| 650 | 4 | |a Negotiation in business | |
| 650 | 0 | 7 | |a Verhandlungstechnik |0 (DE-588)4134584-8 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Verhandlungstechnik |0 (DE-588)4134584-8 |D s |
| 689 | 0 | |5 DE-604 | |
| 856 | 4 | 2 | |m Digitalisierung UB Bayreuth |q application/pdf |u 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 |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-018700606 | ||
Record in the Search Index
| _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
|
| any_adam_object | 1 |
| author | Fells, Ray |
| author_facet | Fells, Ray |
| author_role | aut |
| author_sort | Fells, Ray |
| author_variant | r f rf |
| building | Verbundindex |
| bvnumber | BV035842324 |
| callnumber-first | H - Social Science |
| callnumber-label | HD58 |
| callnumber-raw | HD58.6 |
| callnumber-search | HD58.6 |
| callnumber-sort | HD 258.6 |
| callnumber-subject | HD - Industries, Land Use, Labor |
| classification_rvk | QP 300 |
| ctrlnum | (OCoLC)444404043 (DE-599)BVBBV035842324 |
| dewey-full | 658.4052 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.4052 |
| dewey-search | 658.4052 |
| dewey-sort | 3658.4052 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 1. publ. |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01367nam a2200385 c 4500</leader><controlfield tag="001">BV035842324</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20100119 </controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">091124s2010 d||| |||| 00||| eng d</controlfield><datafield tag="015" ind1=" " ind2=" "><subfield code="a">GBA994661</subfield><subfield code="2">dnb</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780521735216</subfield><subfield code="9">978-0-521-73521-6</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)444404043</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV035842324</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rakwb</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-703</subfield></datafield><datafield tag="050" ind1=" " ind2="0"><subfield code="a">HD58.6</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.4052</subfield><subfield code="2">22</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 300</subfield><subfield code="0">(DE-625)141850:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Fells, Ray</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Effective negotiation</subfield><subfield code="b">from research to results</subfield><subfield code="c">Ray Fells</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">1. publ.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Cambridge</subfield><subfield code="b">Cambridge University Press</subfield><subfield code="c">2010</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">VII, 239 S.</subfield><subfield code="b">graph. Darst.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Negotiation in business</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Negotiation in business</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Verhandlungstechnik</subfield><subfield code="0">(DE-588)4134584-8</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Verhandlungstechnik</subfield><subfield code="0">(DE-588)4134584-8</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">Digitalisierung UB Bayreuth</subfield><subfield code="q">application/pdf</subfield><subfield code="u">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</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-018700606</subfield></datafield></record></collection> |
| id | DE-604.BV035842324 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T22:05:54Z |
| institution | BVB |
| isbn | 9780521735216 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-018700606 |
| oclc_num | 444404043 |
| open_access_boolean | |
| owner | DE-703 |
| owner_facet | DE-703 |
| physical | VII, 239 S. graph. Darst. |
| publishDate | 2010 |
| publishDateSearch | 2010 |
| publishDateSort | 2010 |
| publisher | Cambridge University Press |
| record_format | marc |
| 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 |
| work_keys_str_mv | AT fellsray effectivenegotiationfromresearchtoresults |