Negotiation: readings, exercises, and cases
Gespeichert in:
| Format: | Buch |
|---|---|
| Sprache: | English |
| Veröffentlicht: |
Boston
Irwin/McGraw-Hill
c1999
|
| Ausgabe: | 3rd ed., [edited by] Roy J. Lewicki, David M. Saunders, John W. Minton |
| Schlagworte: | |
| Beschreibung: | Includes index Managing conflict / L. Greenhalgh -- Strategic choice / D. Pruitt & J.Z. Rubin -- Consider both relationships and substance when negotiating strategically / G.T. Savage, J.D. Blair, & R.L. Sorenson -- How to plan the strategies / R. Kuhn -- Preparing for negotiations / B. Scott -- Framing and reframing / D. Tannen -- Winning at the sport of negotiation / K. Aaronson -- Negotiation techniques / C.B. Craver -- Secrets of power negotiating / R. Dawson -- Collaboration: the constructive management of differences / B. Gray -- Step into my parlor: a survey of strategies and techniques for effective negotiation / T. Anderson -- Some wise and mistaken assumptions about conflict and negotiation / J.Z. Rubin -- Negotiating rationally: the power and impact of the negotiator's frame / M.A. Neale & M.H. Bazerman -- The power of talk: who gets heard and why / D. Tannen -- Communication freezers / M.E. Tramel & H. Reynolds -- The nature of power / K. Boulding -- Influence without authority: the use of alliances, reciprocity, and exchange to accomplish work / A.R. Cohen & D.L. Bradford -- How to become an influential manager / B. Keys & T. Case -- How to get clout / J. Brothers -- The ethics and profitability of bluffing in business / R.E. Wokutch & T.L. Carson -- Shrewd bargaining on the moral frontier: toward a theory of morality in practice / J.G. Dees & P.C. Cramton -- Deception and mutual gains bargaining: are they mutually exclusive? / R.A. Friedman & D.L. Shapiro -- When should we use agents? Direct versus representative negotiation / J.Z. Rubin & F.E.A. Sander -- Negotiating in long-term mutually interdependent relationships among relative equals / B.H. Sheppard -- Trade routes: the manager's network of relationships / R.E. Kaplan -- A core model of negotiation / T. Colosi -- Get things done through coalitions / M. Vanover -- The negotiation of settlements: a team sport / J.G. Zack Jr. -- The behavior of successful negotiators / N. Rackham -- Six basic interpersonal skills for a negotiator's repertoire / R. Fisher & W.H. Davis -- Our game, your rules: developing effective negotiating approaches / L. Greenhalgh & R.W. Gilkey -- The dynamics of international business negotiations / A.V. Phatak & M.M. Habib -- American strengths and weaknesses / T.T.B. Koh -- Global negotiating: vive les differences! / S. Frank -- Psychological traps / J.Z. Rubin -- Negotiating with problem people / L. Leritz -- Negotiating with a customer you can't afford to lose / T.C. Keiser -- The role of the mediator / T. Colosi -- "What do we need a mediator for?": Mediation's "value-added" for negotiators / R.A. Baruch Bush -- The manager as the third party: deciding how to intervene in employee disputes / A.R. Elangovan -- Exercises -- Cases -- Questionnaires -- Appendixes |
| Beschreibung: | xvi, 744 p. 24 cm |
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| 500 | |a Includes index | ||
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Datensatz im Suchindex
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| bvnumber | BV039963856 |
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| genre_facet | Fallstudiensammlung |
| id | DE-604.BV039963856 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T00:15:06Z |
| institution | BVB |
| language | English |
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| open_access_boolean | |
| physical | xvi, 744 p. 24 cm |
| publishDate | 1999 |
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| publisher | Irwin/McGraw-Hill |
| record_format | marc |
| spelling | Negotiation readings, exercises, and cases 3rd ed., [edited by] Roy J. Lewicki, David M. Saunders, John W. Minton Boston Irwin/McGraw-Hill c1999 xvi, 744 p. 24 cm txt rdacontent n rdamedia nc rdacarrier Includes index Managing conflict / L. Greenhalgh -- Strategic choice / D. Pruitt & J.Z. Rubin -- Consider both relationships and substance when negotiating strategically / G.T. Savage, J.D. Blair, & R.L. Sorenson -- How to plan the strategies / R. Kuhn -- Preparing for negotiations / B. Scott -- Framing and reframing / D. Tannen -- Winning at the sport of negotiation / K. Aaronson -- Negotiation techniques / C.B. Craver -- Secrets of power negotiating / R. Dawson -- Collaboration: the constructive management of differences / B. Gray -- Step into my parlor: a survey of strategies and techniques for effective negotiation / T. Anderson -- Some wise and mistaken assumptions about conflict and negotiation / J.Z. Rubin -- Negotiating rationally: the power and impact of the negotiator's frame / M.A. Neale & M.H. Bazerman -- The power of talk: who gets heard and why / D. Tannen -- Communication freezers / M.E. Tramel & H. Reynolds -- The nature of power / K. Boulding -- Influence without authority: the use of alliances, reciprocity, and exchange to accomplish work / A.R. Cohen & D.L. Bradford -- How to become an influential manager / B. Keys & T. Case -- How to get clout / J. Brothers -- The ethics and profitability of bluffing in business / R.E. Wokutch & T.L. Carson -- Shrewd bargaining on the moral frontier: toward a theory of morality in practice / J.G. Dees & P.C. Cramton -- Deception and mutual gains bargaining: are they mutually exclusive? / R.A. Friedman & D.L. Shapiro -- When should we use agents? Direct versus representative negotiation / J.Z. Rubin & F.E.A. Sander -- Negotiating in long-term mutually interdependent relationships among relative equals / B.H. Sheppard -- Trade routes: the manager's network of relationships / R.E. Kaplan -- A core model of negotiation / T. Colosi -- Get things done through coalitions / M. Vanover -- The negotiation of settlements: a team sport / J.G. Zack Jr. -- The behavior of successful negotiators / N. Rackham -- Six basic interpersonal skills for a negotiator's repertoire / R. Fisher & W.H. Davis -- Our game, your rules: developing effective negotiating approaches / L. Greenhalgh & R.W. Gilkey -- The dynamics of international business negotiations / A.V. Phatak & M.M. Habib -- American strengths and weaknesses / T.T.B. Koh -- Global negotiating: vive les differences! / S. Frank -- Psychological traps / J.Z. Rubin -- Negotiating with problem people / L. Leritz -- Negotiating with a customer you can't afford to lose / T.C. Keiser -- The role of the mediator / T. Colosi -- "What do we need a mediator for?": Mediation's "value-added" for negotiators / R.A. Baruch Bush -- The manager as the third party: deciding how to intervene in employee disputes / A.R. Elangovan -- Exercises -- Cases -- Questionnaires -- Appendixes Negotiation in business Negotiation Negotiation / Case studies Negociación Negociación / Estudio de casos Onderhandelen gtt Psychologie swd Verhandlungsführung swd Négociations (affaires) / Cas, Études de ram Sozialpsychologie (DE-588)4055891-5 gnd rswk-swf Kommunikation (DE-588)4031883-7 gnd rswk-swf Unternehmen (DE-588)4061963-1 gnd rswk-swf Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf Verhandlungstechnik (DE-588)4134584-8 gnd rswk-swf Verhandlung (DE-588)4062875-9 gnd rswk-swf Psychologie (DE-588)4047704-6 gnd rswk-swf Tarifverhandlung (DE-588)4184470-1 gnd rswk-swf (DE-588)4522595-3 Fallstudiensammlung gnd-content Sozialpsychologie (DE-588)4055891-5 s Verhandlung (DE-588)4062875-9 s Kommunikation (DE-588)4031883-7 s 1\p DE-604 Unternehmen (DE-588)4061963-1 s 2\p DE-604 Verhandlungsführung (DE-588)4187777-9 s Psychologie (DE-588)4047704-6 s 3\p DE-604 Verhandlungstechnik (DE-588)4134584-8 s 4\p DE-604 Tarifverhandlung (DE-588)4184470-1 s 5\p DE-604 Lewicki, Roy J. Sonstige oth Saunders, David M. Sonstige oth Minton, John W. Sonstige oth 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 3\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 4\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 5\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Negotiation readings, exercises, and cases Negotiation in business Negotiation Negotiation / Case studies Negociación Negociación / Estudio de casos Onderhandelen gtt Psychologie swd Verhandlungsführung swd Négociations (affaires) / Cas, Études de ram Sozialpsychologie (DE-588)4055891-5 gnd Kommunikation (DE-588)4031883-7 gnd Unternehmen (DE-588)4061963-1 gnd Verhandlungsführung (DE-588)4187777-9 gnd Verhandlungstechnik (DE-588)4134584-8 gnd Verhandlung (DE-588)4062875-9 gnd Psychologie (DE-588)4047704-6 gnd Tarifverhandlung (DE-588)4184470-1 gnd |
| subject_GND | (DE-588)4055891-5 (DE-588)4031883-7 (DE-588)4061963-1 (DE-588)4187777-9 (DE-588)4134584-8 (DE-588)4062875-9 (DE-588)4047704-6 (DE-588)4184470-1 (DE-588)4522595-3 |
| title | Negotiation readings, exercises, and cases |
| title_auth | Negotiation readings, exercises, and cases |
| title_exact_search | Negotiation readings, exercises, and cases |
| title_full | Negotiation readings, exercises, and cases |
| title_fullStr | Negotiation readings, exercises, and cases |
| title_full_unstemmed | Negotiation readings, exercises, and cases |
| title_short | Negotiation |
| title_sort | negotiation readings exercises and cases |
| title_sub | readings, exercises, and cases |
| topic | Negotiation in business Negotiation Negotiation / Case studies Negociación Negociación / Estudio de casos Onderhandelen gtt Psychologie swd Verhandlungsführung swd Négociations (affaires) / Cas, Études de ram Sozialpsychologie (DE-588)4055891-5 gnd Kommunikation (DE-588)4031883-7 gnd Unternehmen (DE-588)4061963-1 gnd Verhandlungsführung (DE-588)4187777-9 gnd Verhandlungstechnik (DE-588)4134584-8 gnd Verhandlung (DE-588)4062875-9 gnd Psychologie (DE-588)4047704-6 gnd Tarifverhandlung (DE-588)4184470-1 gnd |
| topic_facet | Negotiation in business Negotiation Negotiation / Case studies Negociación Negociación / Estudio de casos Onderhandelen Psychologie Verhandlungsführung Négociations (affaires) / Cas, Études de Sozialpsychologie Kommunikation Unternehmen Verhandlungstechnik Verhandlung Tarifverhandlung Fallstudiensammlung |
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