Negotiation: Moving from Conflict to Agreement helps students see how negotiation is all around them. Using both every day and business examples, the authors emphasize not just what to do during a negotiation-but also why. With an emphasis on the psychology of negotiation levers such as reciprocity, uncertainty, power, and alternatives, the text helps students understand when to use certain tactics to get more.
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 common negotiating problems.
Tony Fang adds a valuable Chinese voice to t he current Western dominated forum on Chinese business negot iating style. He addresses this by looking systematically at various components of Chinese business culture ranging from politics to philosophy. '
Negotiating and Influencing Skills is design ed to help the reader acquire, develop and improve the skill s required to be an effective negotiator. Every aspect of ne gotiation is covered, and case studies are used to illustrat e key points. '
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.
Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else
This volume explores current negotiation theory, providing a framework for understanding the complexity of negotiating for others. It includes labour-management relations, international diplomacy, sports agents, legislative process and agency law.'
Negotiating and Influencing Skills is design ed to help the reader acquire, develop and improve the skill s required to be an effective negotiator. Every aspect of ne gotiation is covered, and case studies are used to illustrat e key points. '
