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Negotiation sourcebook

Author: Asherman, Ira ; Asherman, SandraPublisher: HRD Press 2001.Edition: 2nd revised ed.Language: EnglishDescription: 475 p. : Ill. ; 28 cm.ISBN: 0874256046Type of document: Book
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print BF637 .N4 N44 2001
(Browse shelf)
001244397
Available 001244397
Total holds: 0

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The Negotiation Sourcebook Table of Contents Introduction Section I. Chapter One Negotiation: A Framework ix Approaches To Negotiation ............................................................................ 3 Understanding Competing Theories of Negotiation ................................. 5 John S. Murray Negotiating: A Conceptual Model ............................................................ 15 Willem F G. Mastenbroek Negotiation Today: Everyone Wins.......................................................... 29 Beverly Byrum-Robinson Chapter Two Conflict Resolution ........................................................................................ 41 Use of the Collaborative Ethic and Contingency Theories in Conflict Management...................................................................... 43 Susan Hoefflinger Taft Managing Conflict and Disagreement Constructively ............................. 53 Herbert S. Kindler Chapter Three Power............................................................................................................. 59 The Bases of Social Power...................................................................... 61 John R.P. French, Jr. and Bertram Raven Negotiating Power: Getting and Using Influence ..................................... 75 Roger Fisher Section II. Chapter Four Persuasion Trust and Negotiation..................................................................................... 89 Trust and Managerial Problem-Solving .................................................... 91 Dale E. Zand The Parking Space Theory Sheet........................................................... 105 Fred E. Jandt The Paradox of Trust and Mistrust.......................................................... 109 David S. Weiss Chapter Five The Influence Process ................................................................................. 119 How to Increase Your Influence.............................................................. 121 David E. Berlew The Tactics and Ethics of Persuasion .................................................... 125 Philip G. Zimbardo The Language of Persuasion.................................................................. 139 David Kipnis and Stuart Schmidt Section III. Chapter Six Negotiator Competencies Negotiator Skills ........................................................................................... 147 Style and Effectiveness in Negotiation.................................................... 149 Gerald R. Williams Today's Negotiator ................................................................................ 167 Ira G. Asherman and Sandy Asherman The Art of Negotiation: An Essential Management Skill ......................... 171 David Kuechle Achieving Integrative Agreements.......................................................... 187 Dean G. Pruitt Planning and Preparation............................................................................. 197 Before You Negotiate: Get Your Act Together....................................... 199 Gary G. Whitney Teamwork.............................................................................................. 211 Bill Scott Chapter Seven Chapter Eight Negotiation Failure ...................................................................................... 217 Why Negotiations Go Wrong .................................................................. 219 Max H. Bazerman How to Avoid the Eight Biggest Negotiating Traps ............................... 225 Bob Busch and Phil Faris Section IV. Chapter Nine Gender Issues in Negotiation Women at the Bargaining Table .................................................................. 233 Our Game, Your Rules: Developing Effective Negotiating Approaches. 235 Leonard Greenhaigh and Roderick W. Gilkey The Power of Talk: Who Gets Heard and Why...................................... 245 Deborah Tannen Her Place at the Table: A Consideration of Gender Issues in Negotiation ........................................................................ 259 Deborah M. Kolb and Gloria G. Coolidge Section V. Chapter Ten Cross-Cultural Negotiation International Negotiations ............................................................................ 279 The Nuances of Negotiating Overseas .................................................. 281 David N. Burt Hofstede's Dimensions: A High-Level Analytical Tool for Working Internationally ..................................................................... 291 John W. Bing Negotiating Across Cultures.................................................................. 297 Gary P Ferraro The Basics of Intercultural Communication............................................ 309 The American Society for Training and Development Chapter Eleven Negotiating with Americans ......................................................................... 317 Welcome To America: Watch Out for Culture Shock ............................319 David Stamps Negotiators Abroad: Don't Shoot from the Hip!...................................... 329 John L. Graham and Roy A. Herberger, Jr. American Values and Assumptions........................................................ 341 Gary Althen Section VI. Chapter Twelve Individual Differences Dealing with Difficult People.........................................................................353 When the Boss Is a Bully ...................................................................... 355 Hara Estroff Marano Taking the Bull Out of the Bully.............................................................. 359 Len Leritz How to Negotiate with Really Tough Guys............................................ 367 An Interview with Bill Richardson Chapter Thirteen Dealing with Stakeholders ............................................................................ 371 Stakeholder Negotiations: Building Bridges with Corporate Constituents..................................................................... 373 Ram Charan and R. Edward Freeman How to Negotiate with Employee Objectors.......................................... 381 David W. Ewing Section VII. Team-Based Negotiation Chapter Fourteen Negotiating in Groups................................................................................... 393 Negotiating Group Decisions................................................................. 395 Jeanne M. Brett The Group and What Happens On the Way To "Yes" ..........................413 Deborah G. Ancona, Raymond A. Friedman, and Deborah M. Kolb Section VIII. Chapter Fifteen Individual Negotiations Career Negotiations...................................................................................... 433 How to Ask for a Raise ...........................................................................435 Jeff B. Copeland and Peter McKillop How to Negotiate a Job Transfer ............................................................ 437 William C. Banks Don't Just Sit There--Negotiate ................................................................ 441 Nkiru Asika, Kevin J. Delaney, Brooke Deterline, and Vera Gibbons Chapter Sixteen Personal Negotiations ....................................................................................... 451 How Much Will You Pay for This Hotel Room? Too Much ......................... 453 Everett Potter Dealer Tactics and How to Counter Them.................................................461 Burke Leon and Stephanie Leon Bargain for That House Like a Pro............................................................ 469 from Kiplinger/Changing Times: Guide to Buying and Selling a Home

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