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9780803948501

Negotiation : Strategies for Mutual Gain

by
  • ISBN13:

    9780803948501

  • ISBN10:

    0803948506

  • Format: Paperback
  • Copyright: 1992-12-01
  • Publisher: Sage Publications, Inc

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Supplemental Materials

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Summary

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 the concept that conflict, when managed well, can provide the impetus for growth, constructive change and mutual benefit, the book is dedicated to breaking the paradigm of winning and losing and transforming negotiation into a search for improved solutions to problems.

Table of Contents

Introduction
PART ONE: FRAMEWORKS FOR EFFECTIVE NEGOTIATION - Roger Fisher, William Ury and Bruce Patton
Negotiation Power
Ingredients in an Ability to Influence the Other Side - Howard Raiffa
The Neutral Analyst
Helping Parties to Reach Better Solutions - David Straus
Facilitated Collaborative Problem Solving and Process Management
PART TWO: APPLYING MUTUAL GAINS TO ORGANIZATIONS - Frank E A Sander
The Courthouse and Alternative Dispute Resolution - Lawrence Susskind
Resolving Public Disputes - Robert B McKersie
Why the Labor Management Scene is Contentious - Charles C Heckscher
Searching for Mutual Gains in Labor Relations - Mary P Rowe
Options and Choice for Conflict Resolution in the Workplace
PART THREE: PERSPECTIVES ON INDIVIDUAL NEGOTIATORS - Jeffrey Z Rubin
Conflict From a Psychological Perspective - Deborah M Kolb
Her Place at the Table
Gender and Negotiation - Gerald R Williams
Style and Effectiveness in Negotiation

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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