Business negotiation Books

Book SynopsisThe fast-track MBA in strategyImagine having instant access to the world''s smartest thinking on strategy - and being shown exactly what to do to guarantee that you get your own strategy right, every time. Strategy Genius makes it easy to apply what researchers know about strategic thinking to the real world. 40 chapters based on hundreds of cutting-edge business and psychology research projects reveal what works and what doesn''t work in strategy. Each of the 40 chapters is a mini-masterclass in strategic thinking, explaining the research and showing you how to apply it for yourself.In business, conventional wisdom often says one thing while research says another. Strategy Genius cuts through the noise to bring you proven research and techniques for applying it that will simply make you a better strategist.Quick to read and intensely practical, this book will bring a little strategy genius into your day.''Strategy is one Trade ReviewStrategy is one of those topics that many people talk about without having much idea what they mean. Richard Jones is one of the exceptions. His latest book gets straight to the point and you can see that this is someone who not only understands the topic and can explain it well but has actually done these things and put into practice the stuff he talks about. A very good book; I recommend it strongly. -- Peter Hiscocks, CEO Judge Business School Executive Education, University of CambridgeRichard Jones is, for a broadcaster like me, on the fast dial for comment, about almost everything. I am, like most of my breed, lazy and a skimmer. Richard always places the context and arrows the opinion. So this is so appropriate - genius conflated into something you can understand. A bit like Richard, really. -- Michael Wilson, Director of Business and Economics Editor, Arise Global NetworksGood strategic thinking is often preached, here are some good questions and frameworks for practitioners. -- Peter Davidson FREng - Formerly Senior Innovation Advisor to The Department for Business, Enterprise and Regulatory Reform (BERR) and Department for Innovation, Universities and Skills (DIUS)

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Book SynopsisPerfecting your negotiation skills just got easierAs a more experienced negotiator, how do you improve the results you achieve from the negotiating process? When you think about your most recent negotiating experiences, do you think you could have achieved more? The aim of this book is to help you take your negotiating skills to the next level. ''Win/win'' is still your principal aim, even if it seems a hard standard to achieve!In Advanced Negotiation Skills In A Week you will learn to:- Strengthen your inner determination and confidence- Choose a preferred negotiating style- Bild and fulfil a partnering relationship for the longer term- Analyse opportunities for influencing opponents'' organizations- Build and lead a focused negotiating team- Agree the rules of engagement- Use consulting behaviour to uncover problems and ways of achieving movement in a case- Analyse and manage conflict- Avoid embarrassment through failur

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Book Synopsis Effective negotiation skills just got easierThere was a time, not that long ago, when negotiation was seen, in the main, as the province of industrial relations folk and car-sales advisers. But, no longer! Repeated financial crises have squeezed profit margins and, in some markets, discouraged buyers from making marginal purchases or continuing habitual expenditure. Managers have found themselves in the frontline of the expectation to achieve better value for money, and the starting point for this is to shop around and explore the offers made by new suppliers, and/or to negotiate better deals with existing suppliers.Even if your job doesn''t involve negotiation, then you might still be an active negotiator when replacing your car, moving house or even selling last season''s wardrobe! The truth is that being a good negotiator has become a life skill, enabling those who are good at it not just to save money, but also to upgrade their computer, television or lawnmoTable of Contents SUNDAY: Learn how to set up the best "environment" for a negotiation, so that: you avoid distractions and negative factors that can reduce the chances of a successful outcome. : MONDAY: Know how to research and plan your objectives and prepare for any factors that may affect your "opponent's" position. : TUESDAY: Consider how variations in the venue for a meeting - and the authority of those attending - can impact the atmosphere and progress of a negotiation. WEDNESDAY: Explore how the opening moves in the meeting (and the quality of: your listening and talking) can help or hinder progress in the meeting. : THURSDAY: Discover the best ways of moving a negotiation forward with clarity and persuasiveness - bringing a "win/win" outcome. : FRIDAY: Learn how to bring a negotiation to a satisfactory end ensuring that there are no errors or omissions. : SATURDAY: Plan how you can continue to grow your negotiation skills through evaluating your "performance" and undertake bigger and more complex projects.

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Book SynopsisLEARN FROM THE MASTER OF SALES AND PERSUASIONJordan Belfort - immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street - reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star.For the first time ever, Jordan Belfort opens his playbook and gives readers access to his exclusive step-by-step system-the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan''s $1,997 online training. Now in WAY OF THE WOLF, Belfort is ready to unleash the power of persuasion to a whole new generation of readers, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations.Written in his own inimitable voice, WAY OF THE WOLF

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Book SynopsisNegotiation is such a familiar part of our everyday lives that we often fail to recognize it’s even happening, let alone identify the power battles and psychological warfare it entails. In our busy everyday lives, we seldom pause to reflect that negotiating is, in fact, a complex and strategic mind game.In How To Negotiate, Christopher Copper-Ind shows the inner workings of all types of negotiations, from the mundane division of household chores to pay rises and high-powered business deals. By understanding the psychology and essential skills involved, you'll be able to bring enviable insight to your own negotiations going forward giving you the confidence to succeed.Trade ReviewChristopher Copper-Ind brings [these] sprawling negotiations to life and plumbs them for dealmaking wisdom . . . If, like me, you want to strike mutually beneficial bargains rather than burn your bridges, then How to Negotiate is the book for you. -- Forbes

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Book SynopsisChapter One addresses six psychic characteristics in order to gain insights about the psychology of collaborative negotiators: 1) making contact with oneself, 2) connecting to others, 3) reality perspective, 4) understanding and expressing emotions, 5) balanced narcissism, and 6) change process. Chapter Two summarises what is currently known through empirical evidence about job offer and compensation negotiations, and presents a research strategy to guide empirical investigations of compensation and job offer negotiations. In Chapter Three, the authors focus on the negotiation over continuous issues and investigate the jointly Improving Direction Method (IDM). This method is well known both for its generality, since many other negotiation protocols can be considered as a particular subclass of it, and for its theoretical Pareto efficiency. In addition, it is easy to implement, and this makes IDM a very good candidate for an automated negotiation support system.

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Book SynopsisPlan Your Meeting or Conference with Confidence From creating the program book to making special arrangements forVIPs, this celebrated resource contains all the guidance, tools andinspiration you need to organize, manage and conduct a trulyoutstanding meeting or conference. The detailed advice--fromauthors with more than fifty years of planning experience--can beapplied to most any type of gathering, from events for twenty-fiveto an extravaganza for thousands. A sampling of subjects includessite and function room selection, activity coordination,accommodating handicapped participants, public relations,audio/video equipment, booking entertainment, budgeting, andconducting evaluation and follow-up. Extensive checklists andcharts ensure total success.Table of Contents1. The Changing Conference and Meeting Scene 2. Designing the Conference 3. Four Useful Designs 4. Handling Related Events And Activities 5. Site Selection 6. Meeting and Function Rooms 7. Presenters and Speakers 8. Use of Audiovisuals 9. Food and Beverage Functions 10. Coordinating Exhibitions 11. Planning for Companions 12. Effective Marketing 13. Public Relations 14. transportation Issues 15. Entertainment Possibilities 16. Developing a Budget 17. The Registration Process 18. Preparing a Participant Program Book 19. Evaluation and Follow-Up 20. Conducting the Conference 21. Resources for Conference and Meeting Planners

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Book SynopsisVeteran mediator Barbara Gray presents an innovative approach to successfully mediating multi-party disputes. A superb resource for managers, public officials and others working to solve complex problems such as labor disputes, disposal of toxic wastes, racial integration, and the use of biotechnology.Table of ContentsTables and Figures. Foreword. Preface. Acknowledgements. The Author. THE NEED FOR COLLABORATION. Collaboration: The Constructive Management of Differences. The Impetus to Collaborate. THE DYNAMICS OF COLLABORATION. The Collaborative Process. Turning Conflict into Collaboration: A Case Study. Understanding the Political Dynamics of Collaboration. Coping with Power and Politics: A Case Study. Fostering Collaborative Outcomes: A Mediator's Role. DESIGNS FOR COLLABORATION. Collaborative Designs for Solving Shared Problems. Collaborative Designs for Resolving Conflicts. TOWARD A COLLABORATIVE WORLD. Developing a Theory for Collaboration. Overcoming Obstacles to Successful Collaboration. Future Challenges for the Collaborative Process. References. Index.

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Book SynopsisThis title provides tips for holding successful meetings, including inviting the right people, running short meetings, preventing someone from taking over a meeting, and developing an agenda.

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Book SynopsisThe Government Manager’s Guide to Contract Negotiation Federal managers often find themselves at the negotiating table, charged with reaching a solid, fair deal for their agency. Now, you can gain a competitive edge in even the most difficult negotiations with time-tested, effective tactics from a noted authority on federal negotiations. This guide will help you understand the negotiation process, plan for it, develop strategies and tactics, anticipate and counter the other side’s strategies and tactics, and conclude and document the negotiation. Concise, accessible, and authoritative, this book offers a veritable arsenal of winning strategies that you and your team can use in your next negotiation.

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Book SynopsisNot confident with your negotiating skills? This book will cure you! A must-have for any small business owner, The Pocket Small Business Owner’s Guide to Negotiating is full of helpful tips and strategies for getting what you want without alienating your clients and suppliers. You will learn to analyze your wants, needs, advantages, and disadvantages going in, maintain your resolve, and see the negotiation through to a successful end. Topics include position bargaining, contracts, purchases, conflict resolution, and more. Also included are sample negotiation scenarios to illustrate different approaches. Concisely, clearly, and engagingly written, this guide will empower you to reach your negotiation goals!

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Book SynopsisEvery leader is also a follower. Both good leaders and good followers exhibit many of the same characteristics. Both think for themselves, both are active in the leadership process, and both exhibit positive energy. Traditionally, leadership classes and leadership development programs devote little time and attention to developing effective follower skills because most organizational leaders erroneously assume that employees know how to follow. This book takes a look at both current leadership and followership theories and describes how to apply them in an organizational setting. The book also provides an overview of what it means to be a good follower and provides a roadmap of how to develop followership skills that can easily be translated to leadership skills as the need arises. Generally, there is a negative connotation of the term followership due to a lack of understanding of the topic of followership. This lack of understanding has frequently caused leaders to overlook followership as a necessary part of a successful organization. Increasing awareness of followership processes within the organizational context will lead to improved leadership and improved organizational performance. This book will aid in the development of those great followers who are great employees who in-turn will possess the skills necessary to become great leaders. This book is intended for a broad audience including both students and practitioners of Leadership.

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Book SynopsisThe Dealmaker's Ten Commandments provides a practical, no-nonsense methodology for negotiating deals, managing your time and handling crisis, all at the highest level. Authored by one of the entertainment industry's most beloved success stories, prominent transactional attorney and former child actor, Jeff B. Cohen, created The Dealmaker's Ten Commandments to overcome resistance and achieve his goals without losing his soul along the way. Although developed in Hollywood, the real world tactics, strategies and guiding principles are vital for any business environment.Trade ReviewThere is a common thread between Jeff's busy law office, his extremely pro-active and creative dealmaking and his commitment to not just assisting and educating the next generation but also serving as priest, rabbi and legal eagle to the timeless dreamers and salty pros who have no age. He generously shares a lot of brainstorming time because he knows great stories, projects and profits come from all corners of the biz. If you want to compete, at any level, whether it's down in the streets or up in the suites, you've got to train your brain and steel your nerves for the long distance course. The Dealmaker's Ten Commandments puts you in the locker room with a pretty damn good coach: [author] Jeff Cohen. -- Steven Gaydos, Vice President and Executive Editor Variety I have worked with a most talented young Jeff as an actor and adult Jeff as an attorney. He has distinguished himself as one of the most respected dealmakers in our industry. The methodology he has developed with The Dealmaker's Ten Commandments is invaluable for any professional who wants to make an impact in their chosen field. -- Richard Donner, Hollywood Director and Producer Not only has Jeff been an amazing attorney, helping guide me through the labyrinth that is the business of Hollywood but now he gave me the gift of The Dealmaker's Ten Commandments. His amazing business acumen is a lesson for anyone trying to improve their skills in the art of dealmaking. -- Terry City, Vice President BuzzFeed In Hollywood it's all about the 'art of the deal,' and with that said, there is no greater artist in the entertainment industry than Jeff Cohen. You can have a good agent...you can have a good manager...but without an EXCEPTIONAL attorney who knows the steps to take to craft the perfect deal, you're gonna have problems. Not only does Jeff know those steps, but he created most of them! -- Brian Gott, Producer/Philanthropist-Chairman Starlight Children's Foundation

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Book SynopsisIn a category saturated with breezy, self-help volumes, Russell Korobkin’s long-awaited The Five Tool Negotiator stands apart as a revelatory guide for anyone eager to improve their bargaining skills. The nationally renowned author, who has spent three decades studying successful negotiations, now shares five distinct “tools” that we can all readily utilise: Bargaining Zone Analysis, Persuasion, Deal Design, Power and Fairness Norms. Drawing on his academic research, Korobkin incorporates lively anecdotes that bring to life concepts from the disparate fields of psychology, economics and game theory, along with fascinating social science experiments. These invaluable tools can be applied to everyday negotiations and transactions—from consumers hoping to obtain the best price for a used car to executives trying to close a multimillion-dollar deal. Intuitively accessible and reassuringly persuasive, this is a vital guide to mastering the critical skills of negotiation at the social, cultural and human level.

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Book SynopsisGo Do Deals provides entrepreneurs with a practical method to source and buy companies without having capital and without borrowing lots of money. For those who are ready to take the next step on the entrepreneurial ladder and make the shift from customer to shareholder value creation, Go Do Deals shows them how to: Bypass the brokers and find businesses that are NOT for sale Find, approach, and have positive conversations with potential sellers Structure deals so that they do not need to contribute cash upfront Choose the right deals and avoid buying themselves a job Know the best time to exit or sell their business Buying a company can double one’s business in an afternoon, free them from the treadmill of staff and customers, and avoid the blood, sweat, and years of start-up pain. It’s time to Go Do Deals.

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Book SynopsisThe success of a negotiation is profoundly affected by how well you read body language. How can you learn to read the subtle clues - many lasting a fraction of a second - that your opponent projects? BODY LANGUAGE SECRETS TO WIN MORE NEGOTIATIONS will help you discover what the "other side" is revealing through body language and micro-expressions and how to control your own. It will help you become more adept at exploiting your knowledge of emotional intelligence, negotiation ploys and emotional hot buttons.Through engaging stories and examples, BODY LANGUAGE SECRETS TO WIN MORE NEGOTIATIONS shows you how to employ a wide range of strategies to achieve your negotiating goals. You will learn:How to employ your knowledge of body language to instantly read the other negotiator''s position.Insider secrets that will give you an advantage in any negotiation.Techniques to overcome common obstacles that hamper your negotiations. Learning to read and send body language signals enables anyone, anywhere, to gain an advantage in any negotiation, from where to go for brunch to what price to pay for a global corporate acquisition.

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Book SynopsisForget about the hard bargain. Whether you’re discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a subpar solution in the middle—if you come to any agreement at all. But these discussions don’t need to be win-or-lose situations. Written by negotiation expert Jeff Weiss, the HBR Guide to Negotiating provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships. You’ll learn how to: Prepare for your conversationUnderstand everyone’s interestsCraft the right messageWork with multiple partiesDisarm aggressive negotiatorsChoose the best solution

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Book SynopsisChanging hearts is an important part of changing minds.Research shows that appealing to human emotion can help you make your case and build your authority as a leader.This book highlights that research and shows you how to act on it, presenting both comprehensive frameworks for developing influence and small, simple tactics you can use to convince others every day.This volume includes the work of: Nick Morgan Robert Cialdini Linda A. Hill Nancy Duarte This collection of articles includes "Understand the Four Components of Influence," by Nick Morgan; "Harnessing the Science of Persuasion," by Robert Cialdini; "Three Things Managers Should Be Doing Every Day," by Linda A. Hill and Kent Lineback; "Learning Charisma," by John Antonakis, Marika Fenley, and Sue Liechti; "To Win People Over, Speak to Their Wants and Needs," by Nancy Duarte; "Storytelling That Moves People," an interview with Robert McKee by Bronwyn Fryer; "The Surprising Persuasiveness of a Sticky Note," by Kevin Hogan; and "When to Sell with Facts and Figures, and When to Appeal to Emotions," by Michael D. Harris.How to be human at work. The HBR Emotional Intelligence Series features smart, essential reading on the human side of professional life from the pages of Harvard Business Review. Each book in the series offers proven research showing how our emotions impact our work lives, practical advice for managing difficult people and situations, and inspiring essays on what it means to tend to our emotional well-being at work. Uplifting and practical, these books describe the social skills that are critical for ambitious professionals to master.

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Book SynopsisNegotiation is stuck. It's time for something new.Almost everything is negotiable. Almost every interaction is a negotiation. And in no field is this clearer than in business, where every day we work with others to get things done. But when we have real differences, is win-win always possible? Or must every negotiation be a zero-sum battle, with a winner and a loser?Over the last half century, two opposing philosophies have ruled the field of negotiation: the win-lose, tooth-and-nail approach of training guru Chester Karrass; and the win-win, "principled" creed of Getting to Yes, developed by Roger Fisher and William Ury. But neither approach fully meets the challenge of today's volatile, disruptive, ultracompetitive business environment, where strategic problem-solving is of critical importance.In Creative Conflict, negotiation experts Bill Sanders and Frank Mobus provide something new. They use a dynamic, dialectical approach to show how negotiations are driven by competition and cooperation at the same time. Counterintuitively, they reveal that conflict lies at the heart of more profitable agreements. They believe that when we tiptoe around conflict, we negotiate in a half-hearted way that limits our results. By contrast, creative negotiators probe and push until they hit a wall of disagreement, and then they figure out how to get past it. The authors construct a clear and useful framework based on three distinct negotiating contexts: Bargaining, Creative Dealmaking, and Relationship Building. They instruct readers on how to skillfully pursue their fair share while simultaneously seeking ways to expand a deal's scope and value for both sides.Trade ReviewAdvance Praise for Creative Conflict:"Creative Conflict takes us down a negotiation road less traveled. Whether you're just starting out in business or an experienced executive, applying this practical guide can transform your negotiation results and provide your business a significant competitive advantage." — Howard Levy, Vice President, Global Sourcing, Zimmer Biomet"Creative Conflict takes on the challenge of making a deal where no deal exists. Bill Sanders and Frank Mobus successfully move the immovable negotiation by developing a multidiscipline, multidimensional approach and providing tools and examples to the reader that can create success almost immediately." — Paul Koch, Vice President of Estimating, Skanska USA"During thirty-five years in the coaching profession at all levels of football competition, I gradually learned how valuable it was to build trusting relationships through effective and sincere negotiating practices. I wish I'd had Creative Conflict early in my career. Great book!" — Dick Vermeil, NFL Coach of the Year (1999)"Creative Conflict explains the evolution and the psychology of negotiation in a way that will empower you with the skills to reach better outcomes. This is the best single book I have read on the topic. A must-read." — Ron Fleisher, coach, Vistage"Sanders and Mobus highlight important and useful concepts for deploying negotiation strategies. Our North American sales team completed the Creative Negotiation seminar, and it was very impactful to our business success." — John Kowal, President, Varian Medical Systems, Americas"Creative Conflict will refocus your thinking from negotiating better to negotiating smarter. An important addition to the negotiation literature." — Ed Brodow, author, Negotiation Bootcamp

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Book SynopsisNegotiation is both an art and a science. It involves the application of strategy, tactics and the right negotiation approach. However, it also relies on the ability to manage ones` ego and emotions. It is the subtle art of persuasion and mental priming. Many decisions are taken on the unconscious level, only then are they rationalized. Some events, both personal and professional, are consequences of a coming together of random moments, and small decisions that often prove life changing. A skilled negotiator needs to master the power of subliminal stimuli and focus in order to achieve their desired goals. They need to harness the moment.This book is a collection of anecdotes from the author's career which she has shared here in the hope that they will trigger empowering memories from the readers' own experiences, so that the next time they negotiate, they can feel confident and empowered.

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Book SynopsisThis Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations.Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.Table of ContentsContents: PART I: INTRODUCTION 1. The Complexity of Negotiating: From the Individual to the Context, and What Lies Between Mara Olekalns and Wendi L. Adair PART II: THE INDIVIDUAL NEGOTIATOR 2. Individual Differences in Negotiation Hilary Anger Elfenbein 3. Motivated Cognition in Negotiation Lukas Koning and Eric van Dijk 4. Shared Cognition and Identity in Negotiation Leigh Anne Liu and Wei Cai 5. The Demise of the ‘Rational’ Negotiator: Emotional Forces in Conflict and Negotiation Gerben A. Van Kleef and Marwan Sinaceur PART III: SOCIAL-PSYCHOLOGICAL PROCESSES 6. Power, Status, and Influence in Negotiation Jennifer R. Overbeck and Yoo Kyoung Kim 7. Trust and Negotiation Roy J. Lewicki and Beth Polin 8. Fairness and Ethics in Bargaining and Negotiation Kristina A. Diekmann, Andrew T. Soderberg and Ann E. Tenbrunsel 9. Gender and Negotiation: A Social Role Analysis Alice F. Stuhlmacher and Eileen Linnabery 10. Dignity, Face, and Honor Cultures: Implications for Negotiation and Conflict Management Soroush Aslani, Jimena Ramirez-Marin, Zhaleh Semnani-Azad, Jeanne M. Brett and Catherine Tinsley 11. Managing Uncertainty in Multiparty Negotiations Harris Sondak, Margaret A. Neale and Elizabeth A. Mannix PART IV: COMMUNICATION PROCESSES 12. Talking it Through: Communication Sequences in Negotiation Wendi L. Adair and Jeffrey Loewenstein 13. Punctuated Negotiations: Transitions, Interruptions, and Turning Points Daniel Druckman and Mara Olekalns 14. The Costs and Benefits of E-negotiations Raymond Friedman and Liuba Y. Belkin PART V: COMPLEX NEGOTIATIONS 15. International Trade Negotiations Larry Crump 16. Making Peace through Negotiation Kristine Höglund and Daniel Druckman 17. Environmental Disputes: Negotiating Over Risks, Values and the Future Barbara Gray and Julia Wondolleck 18. Crisis Negotiation: From Suicide to Terrorism Intervention Simon Wells, Paul J. Taylor and Ellen Giebels PART VI: CONCLUSION 19. Guiding New Directions in Negotiation Research: A Negotiation Context Levels Framework Wendi L. Adair and Mara Olekalns Index

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Book SynopsisThis Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations.Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.Table of ContentsContents: PART I: INTRODUCTION 1. The Complexity of Negotiating: From the Individual to the Context, and What Lies Between Mara Olekalns and Wendi L. Adair PART II: THE INDIVIDUAL NEGOTIATOR 2. Individual Differences in Negotiation Hilary Anger Elfenbein 3. Motivated Cognition in Negotiation Lukas Koning and Eric van Dijk 4. Shared Cognition and Identity in Negotiation Leigh Anne Liu and Wei Cai 5. The Demise of the ‘Rational’ Negotiator: Emotional Forces in Conflict and Negotiation Gerben A. Van Kleef and Marwan Sinaceur PART III: SOCIAL-PSYCHOLOGICAL PROCESSES 6. Power, Status, and Influence in Negotiation Jennifer R. Overbeck and Yoo Kyoung Kim 7. Trust and Negotiation Roy J. Lewicki and Beth Polin 8. Fairness and Ethics in Bargaining and Negotiation Kristina A. Diekmann, Andrew T. Soderberg and Ann E. Tenbrunsel 9. Gender and Negotiation: A Social Role Analysis Alice F. Stuhlmacher and Eileen Linnabery 10. Dignity, Face, and Honor Cultures: Implications for Negotiation and Conflict Management Soroush Aslani, Jimena Ramirez-Marin, Zhaleh Semnani-Azad, Jeanne M. Brett and Catherine Tinsley 11. Managing Uncertainty in Multiparty Negotiations Harris Sondak, Margaret A. Neale and Elizabeth A. Mannix PART IV: COMMUNICATION PROCESSES 12. Talking it Through: Communication Sequences in Negotiation Wendi L. Adair and Jeffrey Loewenstein 13. Punctuated Negotiations: Transitions, Interruptions, and Turning Points Daniel Druckman and Mara Olekalns 14. The Costs and Benefits of E-negotiations Raymond Friedman and Liuba Y. Belkin PART V: COMPLEX NEGOTIATIONS 15. International Trade Negotiations Larry Crump 16. Making Peace through Negotiation Kristine Höglund and Daniel Druckman 17. Environmental Disputes: Negotiating Over Risks, Values and the Future Barbara Gray and Julia Wondolleck 18. Crisis Negotiation: From Suicide to Terrorism Intervention Simon Wells, Paul J. Taylor and Ellen Giebels PART VI: CONCLUSION 19. Guiding New Directions in Negotiation Research: A Negotiation Context Levels Framework Wendi L. Adair and Mara Olekalns Index

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Book SynopsisWe all know people who are incredibly persuasive. In this concise book the philosophy of persuasion is parsed in 38 subtle rules that will give you the magic formula to achieve success in work and life. Find out when to: • Counter bad arguments with bad arguments / • Claim victory despite defeat / • Anger your opponent / • Lying is permitted. In this practical yet entertaining book, AC Grayling has skilfully edited Arthur Schopenhauer's posthumous work for the modern reader and provided additional text of his own. Schopenhauer, eclipsed at university by Hegel (whom he thought a fraud), made the topic of this book the study of a lifetime. Here are his conclusions in 38 handy hacks anyone can use.Trade Review‘Keep this delightful essay at your side.’ Observer; ‘An instruction manual no one can afford to be without.’ New Statesman; ‘Drily witty.’ Alain de Botton, Sunday Telegraph; ‘Caustically witty.’ Spectator; ‘Warmly recommended.’ BBC Radio 4 Saturday ReviewTable of ContentsThe Truth (A C Grayling) Introduction (A C Grayling) The Art of Always Being Right 1 Extension 2 Homonyms 3 Generalise your opponent’s specific statements 4 Conceal your game 5 False premises 6 Postulate what has to be proven 7 Yield admissions through questions 8 Make your opponent angry 9 Question in detouring order 10 Take advantage of the no-sayer 11 Generalise admissions of specific cases 12 Choose metaphors favourable to your proposition 13 Agree to reject the counter-argument 14 Claim victory despite defeat 15 Use seemingly absurd propositions 16 Use your opponent’s views 17 Defense through subtle distinction 18 Interrupt, break-up, divert the dispute 19 Generalise the matter, then argue against it 20 Draw conclusions yourself 21 Counter with an argument as bad as his 22 Beg the question 23 Make him exaggerate 24 State a false syllogism 25 Find the instance to the contrary 26 Turn the tables 27 Anger indicates a weak point 28 Persuade the audience, not the opponent 29 Diversion 30 Appeal to authority rather than reason 31 This is beyond me 32 Put his thesis into some odious category 33 It applies in theory, but not in practice 34 Don’t let him off the hook 35 Will is more effective than insight 36 The Vicar of Wakefield 37 A faulty proof refutes his whole position 38 The ultimate strategy Appendix I Appendix II Appendix III Afterword (A C Grayling)

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Book SynopsisInbox management can be the bane of your working life. If you are not careful, it can quickly become your main task and push aside the truly valuable work that you do. But it doesn't have to be that way. To be effective at work, communication channels must be circumscribed to avoid them overwhelming your whole working day. This book will show you how to manage your inbox effectively. It offers techniques and tools that will help you immediately take control of your communications priorities and make your inbox work for you (not the other way round!). It explores the links between productivity and well-being and helps you build habits that could last a lifetime. If you have an overflowing inbox that dominates your daily to-do list and feels out of control, then this book is for you. What does it cover? Why manage your inbox? Pressing the reset when emails get out of control How to manage your inbox How to take positive control Best email practice.Trade Review‘This Speed Read is a must for anyone who needs help managing their inboxes. Full of helpful tips and advice on how to stay in control of your communications, this quick and easy read is well worth your time.’ Joanna Gray, Executive Assistant to NCVO’s CEO Sarah Vibert

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Book SynopsisInbox management can be the bane of your working life. If you are not careful, it can quickly become your main task and push aside the truly valuable work that you do. But it doesn't have to be that way.

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Book SynopsisGet what you want without compromising who you are: the new rules of persuasion to influence others for goodWe're all nice. In fact, we're told we're too nice and we have to change to succeed: 'Play the game!'; 'Beat them down!'; 'Toughen up!'. Do we have to choose between betraying our own values and being left behind without a voice? Absolutely not. We can naturally be persuasive and successful every day without making enemies of ourselves or other people.Influence is a science and renowned Yale professor Zoe Chance will help you master it in this fascinating book. Drawing on the latest behavioural research, entertaining real-life stories and the skills she teaches on her sell-out Yale University MBA course, Zoe Chance unpacks what influence is and how we are persuaded before setting out a series of powerful skills you can adopt to master the art of persuasion and influence. Her techniques include the Magic Question, Powerful Listening, the What Would It Take Question and Building Support. She also looks at how to use influence for maximum positive impact in the world - and how to defend yourself against the 'dark arts' of persuasion by other less scrupulous individuals or institutions.Bold, entertaining and efficacious, this indispensable book is a call to action for all the nice people in the world wanting to practice influence without resorting to manipulation, bullying or corruption to create a brighter more positive future.Trade ReviewThis book is special. It invites you in with the promise of a truly important topic; charms you with engaging stories and stylings; and treats you to a buffet of beautifully presented, scientifically grounded life lessons about social influence. By the end, my greatest wish was for even more pages. * Robert Cialdini, Author of Influence and Pre-Suasion *Fun, filled with great stories, and rooted in groundbreaking research, Influence Is Your Superpower explains the new rules of persuasion for a better world. * Charles Duhigg, author of bestsellers The Power of Habit and Smarter Faster Better *An engaging book on the science of encouraging other people to say yes . . . Zoe Chance's research won't just expand your repertoire of persuasive skills - it might also reduce your anxiety about being rejected. * Adam Grant, #1 New York Times bestselling author of Think Again and host of the TED podcast WorkLife *Influence is your Superpower is so jammed with insight that you'll find useful advice on almost every page. This smart, accessible book will definitely make you a better persuader - and might even make you a better person. * Daniel H. Pink, #1 New York Times bestselling author of When, Drive, and To Sell Is Human *The secret to leading with humility is here in this smart, lively read. * Ed Catmull, co-founder of Pixar, author of Creativity, Inc. *

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Book SynopsisThe world's best negotiators have moved beyond the conventional wisdom by utilising cutting-edge studies and real-world results. It's time you did too. For over twenty years, David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, using insights from social psychology and game theory, he delivers the proven, clear, actionable advice you need to stay one step ahead. By studying great examples, from Machiavelli to Wall Street, Xi Jinping and Barack Obama, he explores how the game’s masters navigate the field strategically, craftily, even emotionally. The best know every negotiation is different and that your tactics are, in part, determined by your opponent. One Step Ahead will make sure that you have what it takes to come out on top, no matter who you are facing across the table.Trade Review‘Entertaining and conversational, [One Step Ahead] is an important tool for getting to yes, as well as understanding exactly what will prompt an opponent to say it.’ -- Publishers Weekly‘[A]ppealing, well-written ... a deep, thoughtful master class on the 'negotiation game.' * Kirkus *'A beautifully written book which is wise, funny, scientific, and practical.' -- Colin F. Camerer, Professor of Behavioral Economics at Caltech'I might write, ‘Words matter.’ But David Sally writes, ‘Words present facts, question assumptions, express emotions, issue orders, declare war, elevate cardinals to Pope, sentence offenders to prison, create contracts and promises, and so on.’ That’s why his books are so much more fun to read than mine. This is the wisest, most readable book on negotiation I’ve seen. Destined to become a classic.' -- Robert H. Frank, author of Under the Influence: Putting Peer Pressure to Work'From defusing ultimatums to the art of persuasion, Dave Sally delivers master lessons on negotiation. This book offers brilliant, practical, and engaging advice gleaned from business titans, world leaders, and scholars.' -- Maurice Schweitzer, Professor at the Wharton School and coauthor of Friend & Foe

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Book SynopsisBook 1 of the Smart Skills series: practical guides to mastering vital business skills and techniques. Using proven strategies from business experts, these essential smart skills can empower anyone with the tools to get ahead.Become a master negotiator with just 7 key stepsNegotiating is a part of everyday life, but in business it's absolutely critical to your success. In the current challenging work and business environment, never has the skill of negotiation been more important, both with new clients and existing ones. Whether you are negotiating a one-off deal or managing a long-term project, securing the appropriate and best deal is paramount in any workplace... business success or failure can depend on it.This book will provide you with all you need to know, including insight into processes such as: Preparing a strategy with multiple options How to deal with pressure, tricks and tensions Maximise return on investment (ROI) You will also be given an in-depth look at the vital after-negotiation period where skilled negotiation is required to resolve emerging problems as a deal is executed or a service provided.ContentsForewordIntroduction: Getting the best dealChapter 1. Negotiation: Getting to grips with the core approachesChapter 2. Preparation: The route to achieving successChapter 3. Trading: Achieving successful balanceChapter 4. Making It Work: Good tactics, bad tactics and downright ploysChapter 5. The Interpersonal Dimension: The behavioural interactionsChapter 6. The Fine Print: The contractual elements of a dealChapter 7. Focusing on the Key Issues: Attention to detail

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Book SynopsisNegotiation is everywhere. Even though we use it all the time - at work, at home, with family and friends – many of us are negotiating without realising it. Negotiation can be described as the process of getting what we want, from people who want something from us and is an art built around the science of a defined process, the Scotwork 8-Step Framework.For a number of years, our negotiation experts have written about the issues of the day and have compiled a selection of negotiation stories for this book. Once Upon a Deal… brings colour to our framework to help you think differently about negotiation and help you be more in control and confident to enable you to get what you want and contribute to enhanced collaborative interactions.Get ready…SCOTWORK has been in the business of developing capability in commercial negotiation for nearly 50 years: these entertaining stories are drawn from the team’s extensive and rich experience across many sectors and situationsTrade ReviewThis book can showcase a new way of approaching negotiations training and skills development. You will find a model of approaching negotiations that has eight stages: preparation, argument, signalling, proposing, packaging bargaining, closing and agreement. The authors walk you through each stage via storytelling and providing examples. This makes the book easy to read, comprehend and observe theory application in practice. Nice book that can be useful for any party in negotiations. * Netgalley *Useful and accessible content, engagingly written. Highly recommended window into the art of negotiating. * Amazon *Lots of great, practical hints wrapped up in thorough knowledge and experience told in an entertaining and readable way * Amazon *Very interesting, fun and educational - lots to take away from this book. Highly recommended! * Amazon *Simple stories that explain complex concepts and provides practical tips * Amazon *Full of short interesting topical stories, each one exploring a negotiating idea or technique. Thought provoking and fun. * Amazon *Table of ContentsCHAPTER 1 - EFFECTIVE PREPARATION1. In the BubbleHow preparation gives you a shot at the title2. The Infinite Negotiation Monkey CagePreparation & Practice makes Perfect3. Another fine mess!The perils of the poor teamwork4. Who prepares wins!If you fail to plan, you plan to fail -Abraham Lincoln5. The Computer Says NoComputers manage tasks, negotiation requires skill6. LeverageBe careful not to underestimate the Power you have...7. Another Red Line BreachedInflexibility is a straitjacket in negotiation8. On the RopesIf data is at play, make sure you’ve mastered it9. Negotiating Advice for PoliticiansWhen will they ever learn10. My Mother and the EUBeware of making the future a certainty...CHAPTER 2 – THE ARGUE STEP1. Is This the Right Room for an Argument?Too much persuasion limits negotiation2. Creativity; It’s the Future“Remember to look at the stars not down at your feet”3. No Hard FeelingsGood negotiators understand how to manage their behaviour and the other party’s4. 6 Second DelayTaking time under pressure5. Going through the motions!Attention and listening gives you an advantage6. Show up and throw up!Constructive dialogue is more about listening than talking...7. Who needs negotiators when you have processes?The perils of letting the machines replace the conversation8. Nice but not dimThe perils of losing out by being too Agreeable...9. Give to Get - When Persuasion Doesn't WorkWhen it’s time to stop selling and start negotiating...CHAPTER 3 – READING AND RESPONDING TO SIGNALS1. Mind Your Language!Why precision is important2. Liar, Liar Pants on FireSome word of caution about lying3. It's only words...The importance of non-verbal communication4. Mind Your LanguageListen carefully, the subtleties are important5. Unconscious BiasIt’s still out there, we’re all still susceptible6. An Opinion-Free BlogSaying it doesn’t make it true7. Haircut 101The same approach won’t work in every situation...CHAPTER 4 – CREATING MOMENTUM THROUGH PROPOSALS1. There’s never anything on anywayIf you don’t ask, you don’t get...2. Strictly Come NegotiatingDancing to the beat of a better deal...3. Inside room only...You CAN always get what you want...4. High Bar of CollaborationEven sports people can see the advantages of collaboration over competition5. Tell Them What You WantTake advantage by making your proposal first6. Bad GolfThe power of a proposal7. Cash or CardThe more specific your proposal, the better8. Open BuyingDevelop alternative (creative) strategies in your negotiations...CHAPTER 5 – CREATING VALUE THROUGH PACKAGING1. Not Going ToIf the deal doesn’t work, try an incentive2. Me, myself and I!The power of good advice3. Play Nice!Packaging for power and control4. Taxi!Managing Complexity5. The Right ThingAnnabel Shorter6. Gaining “Friendly” AdvantageHarnessing the power of the collective7. Embrace Your Inner FlamingoThe dangers of meeting the wrong needs8. Be a negotiator – tinkle the ivories!Repackaging to create value9. Get your kicks from future-proofed deals – it’s all a matter of goals!The future isn’t certain, but it can be planned for10. Having your cake, and eating itAsking question to better understand the other party’s needs11. Car TroublePackaging for success12. A Van StoryThe importance of know what you want and how you can get it when you have a complaint13. Loss AdjustersAlways get to giveCHAPTER 6 – BARGAIN TO CREATE MORE VALUE1. Four RoomsBe careful of how far you drive price, you get what you pay for2. Sack Black FridayDeals are often not as good as they seem, act with caution3. A Right Royal Deal?If you overestimate your power, you can expect this to be reflected by thecounter-party’s response4. Do You Want a Cake or Just a Slice of Cake?Good negotiators think value NOT price5. Internet Shopping – Not As Much As You Could Wish For?The advantages of Bargaining Face to Face6. A Fine LineBeware of exercising too much power in your dealmaking, circumstanceschange7. Same Page NegotiationsManaging complex Bargaining situations8. Who Do You Think You Are?Progressive Bargaining for a better deal9. The Power of NoThe dangers of being too greedyCHAPTER 7 – CLOSE TO GETTING THE DEAL OVER THE LINE1. Muck ShiftJust when is a deal not a deal...?2. Members of the Jury!!The power of a powerful unifying final statement (of intent)3. It ain’t overKeeping dealing to the very end4. Getting Into Hot WaterWhen faced with two sources of legitimate information, don’t sit on thefence, make a call5. How do you measure success?Focus on your objectives, not screwing the other partyCHAPTER 8 – AGREE AND DOCUMENT WHAT HAS BEEN AGREED1. Precision BlindnessThe devil’s in the detail, ignore it at your peril...2. Climate of ChangeAssume nothing until the money’s in the bank...3. Getting It Done!!Make sure that everyone in the deal understand their responsibilities in its implementationA SPECIAL FINAL CHAPTER1. It's a dog’s lifeAll 8-Steps in one...

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Book SynopsisIn this ground-breaking Research Handbook, leading international researchers analyse how negotiators' gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies and generating new questions for consideration. The Research Handbook offers helpful insights to negotiators and forges a path for future research. The first section highlights how gender shapes negotiation within close relationships and identifies informal social rules for how women and men are expected to negotiate, exploring the socialization patterns and historical contexts that produced these norms and the implications for women at the bargaining table. Chapters discuss how underlying negotiation processes such as trust, emotion, communication and non-verbal behaviour are shaped by gender, as well as considering a number of pragmatic solutions to the obstacles women face as self-advocates. Offering insights for both practitioners and researchers, this Research Handbook will be invaluable to teachers and, also, female professionals who want to understand how to get better outcomes from negotiation. It will also be required reading for HR professionals who wish to understand how and why organizational policies regarding negotiation can level the playing field. Contributors include: E.T. Amanatullah, J.B. Bear, L. Berg, J.E. Bochantin, H.R. Bowles, T.H. Burns, A. Dickson, A.L. Elias, K.R. Gallagher, B.A. Gazdag, M.P. Haselhuhn, H. Jazaieri, J.A. Kennedy, S. Kesebir, D. Kolb, L.J. Kray, C.T. Kulik, S.Y. Lee, M. Liu, B.A. Livingston, S. Mor, M. Olekalns, J. Overbeck, M. Pillutla, T.L. Pittinsky, J. Qiu, L. Ramic-Mesihovic, I.Y. Ren, S.W. Ryu, A. Sabanovic, Z. Semnani-Azad, W. Shan, R. Sinha, A.F. Stuhlmacher, N.R. Toosi, C. Trombini, J. Wareham, L. ZervosTrade Review'This book makes a fabulous contribution to our understanding of the role of gender in negotiations, highlighting the contextual and situational forces that influence the negotiation process. A wonderful exploration of the burgeoning research in this field and a call to action for future inquiry.' --Linda C. Babcock, Carnegie Mellon University, US'This Research Handbook gathers research by top scholars across disciplines to provide a depth of insight that is unparalleled, shedding much needed light on the complex role of gender in personal and professional negotiations. By concurrently focusing on the social context, interpersonal dynamics, and individual characteristics of negotiators, the Research Handbook provides an agenda for future research and suggestions for what people and institutions can do to level the playing field. It will be the go-to resource for years to come.' --Laurie R. Weingart, Carnegie Mellon University, US'Negotiation is an act of balancing between cooperating to create value and competing to claim it. In many negotiation contexts, being a female negotiator adds a second dimension to balance. If a female negotiator internalizes gender stereotypes, she may be less able to engage in the agentic competitive behaviors necessary to protect her interests and claim value. If she rejects gender stereotypes, she may face backlash. This Handbook reviews the research that identifies when and how female negotiators can adjust these balances in their favor.' --Jeanne Brett, Northwestern University, USTable of ContentsContents: Foreword Linda Putnam Introduction 1. Spheres of Influence: Unpacking Gender Differences in Negotiation Mara Olekalns and Jessica A. Kennedy Friends, Families, Work: Negotiating in Long-Term Relationships 2. Keeping Our Friends Close: Friendship Maintenance Through the Roles of Gender and Negotiation Kaitlyn R. Gallagher, Tatem H. Burns, and Alice F. Stuhlmacher 3. Gender and Spousal Negotiation Beth Livingston and Seung Whan Ryu 4. Gender, Work-Family Negotiations, and Caregiving Ambition Julia Bear and Tod Pittinsky 5. “Superhero” Rhetoric versus Empathic Communication: How Male and Female First Responders Negotiate Work-Life Jaime Bochantin and Ashleigh Dickson Bounded Negotiations: Gendered Norms as Constraints 6. Deception in Negotiations: The Unique Role of Gender Hooria Jazaieri and Laura J. Kray 7. Same-Sex Peer Norms: Implications for Gender Differences in Negotiation Selin Kesebir, Sun Young Lee, Judy Qiu, and Madan Pillutla 8. Role Salience and Context: The Example pf Negotiation Dyad Gender Composition Alice F. Stuhlmacher and Lauren S. Zervos 9. Gender and Bargaining Power in Historical Context Allison L. Elias Behind-the-Scenes: Gender Differences in Underlying Processes 10. Gender and Trust Michael P. Haselhun 11. Anger and Anxiety in Masculine-Stereotypic and Male-Dominated (MSMD) Negotiating Contexts: Affect and the Study of Gender in Negotiation Chiara Trombini, Logan A. Berg, and Hannah Riley Bowles 12. The Unspoken Language of Power: Interpersonal Dynamics of Nonverbal Behaviour in Mixed-Gender Negotiations Justin D. Wareham and Jennifer R. Overbeck 13. Gender, Communication, and Negotiation Meina Liu and Isabelle Yi Ren 14. How Culture and Race Shape Gender Dynamics in Negotiation Negin R. Toosi, Zhaleh Semnani-Azad, Wen Shan, Shira Mor, and Emily T. Amanatullah Stronger Self-Advocates: Persisting Despite Disruptions and Setbacks 15. Negotiating Political Agency in Bosnia-Herzegovina Deborah M. Kolb, Leyla Ramic-Mesihovic, and Anida Sabanovic 16. Women-Focused Negotiation Training: A Gendered Solution to a Gendered Problem Carol T. Kulik, Ruchi Sinha, and Mara Olekalns 17. What Does ‘Bouncing Back’ Mean? Defining the Role of Resilience in Gender and Negotiations Brooke A. Gazdag Conclusion 18. Shifting Directions in Gender and Negotiation: From Understanding Women toward Understanding their Counterparts Jessica A. Kennedy and Mara Olekalns Index

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Book SynopsisThis insightful new textbook provides comprehensive coverage of the theories and practices key to negotiating business deals in the twenty-first century. Employing a holistic framework, it offers an understanding of the factors that influence the negotiation process, the challenges associated with negotiating across borders and the strategies used by negotiators. Key features include: An inclusive and systematic framework for international business negotiations, which can be applied in any negotiation context Discussions of conflict resolution and strategies used in negotiating various types of contracts, providing students with a valuable toolset for handling complex and difficult negotiations Contemporary case studies and international real-world examples, which reinforce student understanding of negotiation tactics In-depth illustrations of crucial negotiation theories and methodologies, offering students a strong academic foundation for negotiation practice. Enlightening and comprehensive, this book is an essential text for students of international business negotiations and global strategic management, and is ideal for course leaders in need of an integrated textbook which offers both a theoretical foundation and practical guidance on the landscape of negotiating internationally.Table of ContentsContents: Part One: The importance of business negotiations 1. The Nature of Negotiations 2. Conflict Resolution 3. Theoretical Bases for International Business Negotiations 4. Culture in International Business Negotiations Part Two: Factors influencing international negotiations 5. The Importance of Communication in Negotiations 6. Individuals and Personalities Part three: Negotiation Process 7. Negotiation Context 8. The Process of International Business Negotiations 9. Strategies and Tactics in International Business Negotiations 10. Ethics in International Business Negotiations 11. Negotiating Different Types of Contract Part four: Negotiation Effectively 12. Negotiating Around the World 13. Guidelines for International Business Negotiations References Index

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Book SynopsisThis insightful new textbook provides comprehensive coverage of the theories and practices key to negotiating business deals in the twenty-first century. Employing a holistic framework, it offers an understanding of the factors that influence the negotiation process, the challenges associated with negotiating across borders and the strategies used by negotiators. Key features include: An inclusive and systematic framework for international business negotiations, which can be applied in any negotiation context Discussions of conflict resolution and strategies used in negotiating various types of contracts, providing students with a valuable toolset for handling complex and difficult negotiations Contemporary case studies and international real-world examples, which reinforce student understanding of negotiation tactics In-depth illustrations of crucial negotiation theories and methodologies, offering students a strong academic foundation for negotiation practice. Enlightening and comprehensive, this book is an essential text for students of international business negotiations and global strategic management, and is ideal for course leaders in need of an integrated textbook which offers both a theoretical foundation and practical guidance on the landscape of negotiating internationally.Table of ContentsContents: Part One: The importance of business negotiations 1. The Nature of Negotiations 2. Conflict Resolution 3. Theoretical Bases for International Business Negotiations 4. Culture in International Business Negotiations Part Two: Factors influencing international negotiations 5. The Importance of Communication in Negotiations 6. Individuals and Personalities Part three: Negotiation Process 7. Negotiation Context 8. The Process of International Business Negotiations 9. Strategies and Tactics in International Business Negotiations 10. Ethics in International Business Negotiations 11. Negotiating Different Types of Contract Part four: Negotiation Effectively 12. Negotiating Around the World 13. Guidelines for International Business Negotiations References Index

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