Negotiation : Strategies for Mutual Gain.

With contributions from top scholars in the field of negotiation, this clear and entertaining volume effectively blends technique with theory to present frameworks for effective negotiating, analyses of person-to-person negotiating situations and applications in organizational settings. Building on...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Hall, Dr. Lavinia
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Thousand Oaks : SAGE Publications, 1992.
Temas:
Program on Negotiation at Harvard Law School.
Program on Negotiation at Harvard Law School
Conflict management.
Interpersonal conflict.
Negotiation.
Gestion des conflits.
Conflit interpersonnel.
Négociations.
negotiation.
negotiating.
Conflict management
Interpersonal conflict
Negotiation
Acceso en línea:Texto completo
Tabla de Contenidos:
  • Cover; Contents; Introduction; Part I
  • Frameworks for Effective Negotiation; Chapter 1
  • Negotiation Power: Ingredients in an Ability to Influence the Other Side; Chapter 2
  • The Neutral Analyst: Helping Parties to Reach Better Solutions; Chapter 3
  • Facilitated Collaborative Problem Solving and Process Management; Part II
  • Applying Mutual Gains to Organizations; Chapter 4
  • The Courthouse and Alternative Dispute Resolution; Chapter 5
  • Resolving Public Disputes; Chapter 6
  • Why the Labor Management Scene Is Contentious; Chapter 7
  • Searching for Mutual Gains in Labor Relations.
  • Chapter 8
  • Options and Choice for Conflict Resolution in the WorkplacePart III
  • Perspectives on Individual Negotiators; Chapter 9
  • Conflict From a Psychological Perspective; Chapter 10
  • Her Place at the Table: Gender and Negotiation; Chapter 11
  • Style and Effectiveness in Negotiation; Part IV
  • Appendices; I. Sample Curriculum on Negotiation and Dispute Resolution; II. Case Clearinghouse Materials; Bibliography; Index; About the Authors.

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