Negotiation Basics :: Concepts, Skills and Exercises.
Presenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill....
Saved in:
| Main Author: | |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
Thousand Oaks :
SAGE Publications,
1992.
|
| Subjects: | |
| Online Access: | DE-862 DE-863 |
| Summary: | Presenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill. Exercises are integrated throughout each chapter to provide readers with the opportunity to practice these skills. Using this unique theory-into-practice organization principle, the book demonstrates how negotiation works, outlines options and procedures for negotiation preparation, and identifies. |
| Physical Description: | 1 online resource (187 pages) |
| ISBN: | 9781452245942 1452245940 |
Staff View
MARC
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| 520 | |a Presenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill. Exercises are integrated throughout each chapter to provide readers with the opportunity to practice these skills. Using this unique theory-into-practice organization principle, the book demonstrates how negotiation works, outlines options and procedures for negotiation preparation, and identifies. | ||
| 505 | 0 | |a Cover; Contents; Acknowledgments; Introduction; Chapter 1 -- Transforming Problems Into Negotiating Opportunities; Identifying Negotiation Opportunities; Make Agreement the Goal of the Parties; Confront the Desire to Harm or Destroy; Negotiate With Those Who Have the Power to Reach an Agreement; Determine What Is Negotiable; Build Power to Confront a Strong Opposing Party; Transforming Obstacles Into Negotiating Opportunities; Improving Perception; Exercise Guide; Chapter 2 -- Identifying and Pursuing Useful Negotiating Goals; Define the Negotiating Situation or Problem. | |
| 505 | 8 | |a History and Previous Attempts at ResolutionPicture the Best Imaginable Deal and the Worst Acceptable Deal; Identify the Supporters and Opponents; Estimate the Alternatives to an Agreement; Listening Actively; Exercise Guide; Chapter 3 -- Finding and Using Information; Using Information; Using Questions More Effectively; Exercise Guide; Chapter 4 -- Making Cost-Benefit Decisions; Cost of Proposals; Costs of Accessories; Costs of Negotiating Time; Intangible Costs; Making Cost-Benefit Decisions; Exercise Guide; Chapter 5 -- Building Credibility to Enhance Your Power; Physical Power; Social Power. | |
| 505 | 8 | |a Technological PowerRelative Strengths; Building Credibility; Exercise Guide; Chapter 6 -- Fitting Strategies to Your Situation and Personal Style; Choosing a Strategy; Soft Bargaining Strategy; Hard Bargaining Strategy; Tit-for-Tat Bargaining Strategy; Principled Bargaining Strategy; Modifying Personality Factors; Exercise Guide; Chapter 7 -- Choosing the Appropriate Tactics; Tactics for Negotiators Facing Pressure to Make Concessions; Overcoming Distractions; Exercise Guide; Chapter 8 -- Organizing Constituents for Representative Bargaining; Choosing an Insider or Outsider; Choosing an Expert. | |
| 505 | 8 | |a Choosing an Objective PerspectiveChoosing a Representative to Reduce Ego Involvement; The Formal Role of Negotiator; Structuring the Role of a Negotiator; Individual Versus Team Negotiation; Taking Advantage of Team Strengths; Programming the Negotiator for Success; Organizing Constituents; Exercise Guide; Chapter 9 -- Searching for Secrets to Break Impasses; Strategies for Producing Movement in the Other Side; Analyzing Nonverbal Messages; Exercise Guide; Chapter 10 -- Using an Outside Party When You Need One; Effects of Third-Party Intervention on the Negotiation Process. | |
| 505 | 8 | |a Which Type of Third-Party Intervention Works Best?Exercise Guide; Chapter 11 -- Conclusion: Creating a Positive Negotiating Climate; References; Index; About the Author. | |
| 650 | 0 | |a Negotiation. |0 http://id.loc.gov/authorities/subjects/sh85090650 | |
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Record in the Search Index
| DE-BY-FWS_katkey | ZDB-4-EBA-ocn809774042 |
|---|---|
| _version_ | 1829094934721855488 |
| adam_text | |
| any_adam_object | |
| author | Johnson, Ralph A. |
| author_facet | Johnson, Ralph A. |
| author_role | |
| author_sort | Johnson, Ralph A. |
| author_variant | r a j ra raj |
| building | Verbundindex |
| bvnumber | localFWS |
| callnumber-first | B - Philosophy, Psychology, Religion |
| callnumber-label | BF637 |
| callnumber-raw | BF637.N4 |
| callnumber-search | BF637.N4 |
| callnumber-sort | BF 3637 N4 |
| callnumber-subject | BF - Psychology |
| collection | ZDB-4-EBA |
| contents | Cover; Contents; Acknowledgments; Introduction; Chapter 1 -- Transforming Problems Into Negotiating Opportunities; Identifying Negotiation Opportunities; Make Agreement the Goal of the Parties; Confront the Desire to Harm or Destroy; Negotiate With Those Who Have the Power to Reach an Agreement; Determine What Is Negotiable; Build Power to Confront a Strong Opposing Party; Transforming Obstacles Into Negotiating Opportunities; Improving Perception; Exercise Guide; Chapter 2 -- Identifying and Pursuing Useful Negotiating Goals; Define the Negotiating Situation or Problem. History and Previous Attempts at ResolutionPicture the Best Imaginable Deal and the Worst Acceptable Deal; Identify the Supporters and Opponents; Estimate the Alternatives to an Agreement; Listening Actively; Exercise Guide; Chapter 3 -- Finding and Using Information; Using Information; Using Questions More Effectively; Exercise Guide; Chapter 4 -- Making Cost-Benefit Decisions; Cost of Proposals; Costs of Accessories; Costs of Negotiating Time; Intangible Costs; Making Cost-Benefit Decisions; Exercise Guide; Chapter 5 -- Building Credibility to Enhance Your Power; Physical Power; Social Power. Technological PowerRelative Strengths; Building Credibility; Exercise Guide; Chapter 6 -- Fitting Strategies to Your Situation and Personal Style; Choosing a Strategy; Soft Bargaining Strategy; Hard Bargaining Strategy; Tit-for-Tat Bargaining Strategy; Principled Bargaining Strategy; Modifying Personality Factors; Exercise Guide; Chapter 7 -- Choosing the Appropriate Tactics; Tactics for Negotiators Facing Pressure to Make Concessions; Overcoming Distractions; Exercise Guide; Chapter 8 -- Organizing Constituents for Representative Bargaining; Choosing an Insider or Outsider; Choosing an Expert. Choosing an Objective PerspectiveChoosing a Representative to Reduce Ego Involvement; The Formal Role of Negotiator; Structuring the Role of a Negotiator; Individual Versus Team Negotiation; Taking Advantage of Team Strengths; Programming the Negotiator for Success; Organizing Constituents; Exercise Guide; Chapter 9 -- Searching for Secrets to Break Impasses; Strategies for Producing Movement in the Other Side; Analyzing Nonverbal Messages; Exercise Guide; Chapter 10 -- Using an Outside Party When You Need One; Effects of Third-Party Intervention on the Negotiation Process. Which Type of Third-Party Intervention Works Best?Exercise Guide; Chapter 11 -- Conclusion: Creating a Positive Negotiating Climate; References; Index; About the Author. |
| ctrlnum | (OCoLC)809774042 |
| dewey-full | 158.5 |
| dewey-hundreds | 100 - Philosophy & psychology |
| dewey-ones | 158 - Applied psychology |
| dewey-raw | 158.5 |
| dewey-search | 158.5 |
| dewey-sort | 3158.5 |
| dewey-tens | 150 - Psychology |
| discipline | Psychologie |
| format | Electronic eBook |
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| indexdate | 2025-04-11T08:41:01Z |
| institution | BVB |
| isbn | 9781452245942 1452245940 |
| language | English |
| oclc_num | 809774042 |
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| spelling | Johnson, Ralph A. Negotiation Basics : Concepts, Skills and Exercises. Thousand Oaks : SAGE Publications, 1992. 1 online resource (187 pages) text txt rdacontent computer c rdamedia online resource cr rdacarrier Print version record. Presenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill. Exercises are integrated throughout each chapter to provide readers with the opportunity to practice these skills. Using this unique theory-into-practice organization principle, the book demonstrates how negotiation works, outlines options and procedures for negotiation preparation, and identifies. Cover; Contents; Acknowledgments; Introduction; Chapter 1 -- Transforming Problems Into Negotiating Opportunities; Identifying Negotiation Opportunities; Make Agreement the Goal of the Parties; Confront the Desire to Harm or Destroy; Negotiate With Those Who Have the Power to Reach an Agreement; Determine What Is Negotiable; Build Power to Confront a Strong Opposing Party; Transforming Obstacles Into Negotiating Opportunities; Improving Perception; Exercise Guide; Chapter 2 -- Identifying and Pursuing Useful Negotiating Goals; Define the Negotiating Situation or Problem. History and Previous Attempts at ResolutionPicture the Best Imaginable Deal and the Worst Acceptable Deal; Identify the Supporters and Opponents; Estimate the Alternatives to an Agreement; Listening Actively; Exercise Guide; Chapter 3 -- Finding and Using Information; Using Information; Using Questions More Effectively; Exercise Guide; Chapter 4 -- Making Cost-Benefit Decisions; Cost of Proposals; Costs of Accessories; Costs of Negotiating Time; Intangible Costs; Making Cost-Benefit Decisions; Exercise Guide; Chapter 5 -- Building Credibility to Enhance Your Power; Physical Power; Social Power. Technological PowerRelative Strengths; Building Credibility; Exercise Guide; Chapter 6 -- Fitting Strategies to Your Situation and Personal Style; Choosing a Strategy; Soft Bargaining Strategy; Hard Bargaining Strategy; Tit-for-Tat Bargaining Strategy; Principled Bargaining Strategy; Modifying Personality Factors; Exercise Guide; Chapter 7 -- Choosing the Appropriate Tactics; Tactics for Negotiators Facing Pressure to Make Concessions; Overcoming Distractions; Exercise Guide; Chapter 8 -- Organizing Constituents for Representative Bargaining; Choosing an Insider or Outsider; Choosing an Expert. Choosing an Objective PerspectiveChoosing a Representative to Reduce Ego Involvement; The Formal Role of Negotiator; Structuring the Role of a Negotiator; Individual Versus Team Negotiation; Taking Advantage of Team Strengths; Programming the Negotiator for Success; Organizing Constituents; Exercise Guide; Chapter 9 -- Searching for Secrets to Break Impasses; Strategies for Producing Movement in the Other Side; Analyzing Nonverbal Messages; Exercise Guide; Chapter 10 -- Using an Outside Party When You Need One; Effects of Third-Party Intervention on the Negotiation Process. Which Type of Third-Party Intervention Works Best?Exercise Guide; Chapter 11 -- Conclusion: Creating a Positive Negotiating Climate; References; Index; About the Author. Negotiation. http://id.loc.gov/authorities/subjects/sh85090650 Négociations. negotiation. aat negotiating. aat PSYCHOLOGY Applied Psychology. bisacsh SELF-HELP Personal Growth General. bisacsh SELF-HELP Personal Growth Happiness. bisacsh SELF-HELP Personal Growth Success. bisacsh Negotiation fast Electronic book. has work: Negotiation basics (Text) https://id.oclc.org/worldcat/entity/E39PCGMvfDkygtj4c8Hvx8fXV3 https://id.oclc.org/worldcat/ontology/hasWork Print version: 9780803940529 |
| spellingShingle | Johnson, Ralph A. Negotiation Basics : Concepts, Skills and Exercises. Cover; Contents; Acknowledgments; Introduction; Chapter 1 -- Transforming Problems Into Negotiating Opportunities; Identifying Negotiation Opportunities; Make Agreement the Goal of the Parties; Confront the Desire to Harm or Destroy; Negotiate With Those Who Have the Power to Reach an Agreement; Determine What Is Negotiable; Build Power to Confront a Strong Opposing Party; Transforming Obstacles Into Negotiating Opportunities; Improving Perception; Exercise Guide; Chapter 2 -- Identifying and Pursuing Useful Negotiating Goals; Define the Negotiating Situation or Problem. History and Previous Attempts at ResolutionPicture the Best Imaginable Deal and the Worst Acceptable Deal; Identify the Supporters and Opponents; Estimate the Alternatives to an Agreement; Listening Actively; Exercise Guide; Chapter 3 -- Finding and Using Information; Using Information; Using Questions More Effectively; Exercise Guide; Chapter 4 -- Making Cost-Benefit Decisions; Cost of Proposals; Costs of Accessories; Costs of Negotiating Time; Intangible Costs; Making Cost-Benefit Decisions; Exercise Guide; Chapter 5 -- Building Credibility to Enhance Your Power; Physical Power; Social Power. Technological PowerRelative Strengths; Building Credibility; Exercise Guide; Chapter 6 -- Fitting Strategies to Your Situation and Personal Style; Choosing a Strategy; Soft Bargaining Strategy; Hard Bargaining Strategy; Tit-for-Tat Bargaining Strategy; Principled Bargaining Strategy; Modifying Personality Factors; Exercise Guide; Chapter 7 -- Choosing the Appropriate Tactics; Tactics for Negotiators Facing Pressure to Make Concessions; Overcoming Distractions; Exercise Guide; Chapter 8 -- Organizing Constituents for Representative Bargaining; Choosing an Insider or Outsider; Choosing an Expert. Choosing an Objective PerspectiveChoosing a Representative to Reduce Ego Involvement; The Formal Role of Negotiator; Structuring the Role of a Negotiator; Individual Versus Team Negotiation; Taking Advantage of Team Strengths; Programming the Negotiator for Success; Organizing Constituents; Exercise Guide; Chapter 9 -- Searching for Secrets to Break Impasses; Strategies for Producing Movement in the Other Side; Analyzing Nonverbal Messages; Exercise Guide; Chapter 10 -- Using an Outside Party When You Need One; Effects of Third-Party Intervention on the Negotiation Process. Which Type of Third-Party Intervention Works Best?Exercise Guide; Chapter 11 -- Conclusion: Creating a Positive Negotiating Climate; References; Index; About the Author. Negotiation. http://id.loc.gov/authorities/subjects/sh85090650 Négociations. negotiation. aat negotiating. aat PSYCHOLOGY Applied Psychology. bisacsh SELF-HELP Personal Growth General. bisacsh SELF-HELP Personal Growth Happiness. bisacsh SELF-HELP Personal Growth Success. bisacsh Negotiation fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85090650 |
| title | Negotiation Basics : Concepts, Skills and Exercises. |
| title_auth | Negotiation Basics : Concepts, Skills and Exercises. |
| title_exact_search | Negotiation Basics : Concepts, Skills and Exercises. |
| title_full | Negotiation Basics : Concepts, Skills and Exercises. |
| title_fullStr | Negotiation Basics : Concepts, Skills and Exercises. |
| title_full_unstemmed | Negotiation Basics : Concepts, Skills and Exercises. |
| title_short | Negotiation Basics : |
| title_sort | negotiation basics concepts skills and exercises |
| title_sub | Concepts, Skills and Exercises. |
| topic | Negotiation. http://id.loc.gov/authorities/subjects/sh85090650 Négociations. negotiation. aat negotiating. aat PSYCHOLOGY Applied Psychology. bisacsh SELF-HELP Personal Growth General. bisacsh SELF-HELP Personal Growth Happiness. bisacsh SELF-HELP Personal Growth Success. bisacsh Negotiation fast |
| topic_facet | Negotiation. Négociations. negotiation. negotiating. PSYCHOLOGY Applied Psychology. SELF-HELP Personal Growth General. SELF-HELP Personal Growth Happiness. SELF-HELP Personal Growth Success. Negotiation Electronic book. |
| work_keys_str_mv | AT johnsonralpha negotiationbasicsconceptsskillsandexercises |