Genuinely useful to those interested in effectiveness, leadership, and culture. -- Joan V. Gallos, instructor in management, Radcliffe Seminars, Harvard University Readers will: Understand team and organization dynamics See how new technologies influence organizations Learn about managing across cultural boundaries Gain insight into ...
From the co-author of the 2-million copy bestseller Getting to Yes, a state-of-the-art book on negotiation in the '90s. Featuring an all-new chapter to familiarize readers with the main concepts of Getting to Yes and other negotiation strategies, Getting Past No reveals how to turn adversaries into negotiating partners.
This introduction to the field of organizational behaviour (OB) condenses key topics into a tightly focused presentation. Organized around three major parts (the Individual, the Group, and the Organization System), its concise format makes it a viable alternative to the core textbook, described to be combined with cases, readings and/or ...
First published in 1981, this business classic offers five steps that can be used in business, school, relationships, and life in general to help resolve difficult situations. The goal is a win-win for both sides based on mutual advantage and basic principles. To achieve that, we need to get past our emotions and back off from polarized positions. ...
Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, "Bargaining for Advantage" is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from ...
"Organizational Behavior, Eighth Edition", continues in its tradition of being an up-to-date, relevant and user-driven textbook. Kreitner and Kinicki's approach to organizational behavior is based on the authors' belief that reading a comprehensive textbook is hard work, but that the process should be interesting and sometimes fun. Thus, they ...
From two of the leading teachers of executive education in the United States comes this complete guide to the nuts-and-bolds skills, proven strategies, and creative techniques necessary to succeed in any negotiation.
"Market-leading Organization Development and Change" blends theory, concepts and applications in a comprehensive and clear presentation. The authors work from a strong theoretical foothold and apply behavioral science knowledge to the development of organizational structures, strategies, and processes.
Continuing his groundbreaking analysis of economic structures, Douglass North develops an analytical framework for explaining the ways in which institutions and institutional change affect the performance of economies, both at a given time and over time. Institutions exist, he argues, due to the uncertainties involved in human interaction; they ...
For junior/senior level undergraduate/graduate courses in Anthropology of Business, International Business, Applied Anthropology, International Marketing, and International Management. This is only book that demonstrates how the theory and insights of cultural anthropology can positively influence the conduct of international business. The text ...
Today, a manager cannot be effective without negotiation skills. This guide offers a practical psychological exploration of the major concepts and theories of bargaining and negotiation and the dynamics of interpersonal and intergroup conflict and its resolution. Relevant to a wide range of managers - not only those involved in human resource or ...
For undergraduate and graduate courses in Organization Theory, Organizational Design, and Organizational Change/Development. Business is changing at break-neck speed, so managers must be increasingly active in reorganizing their firms to gain a competitive edge. Organizational Theory, Design, and Change continues to provide students with the ...
For undergraduate/graduate-level business courses that cover the skills of negotiation. This text provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, based on the latest research findings. Combining a strong applied flavor with straightforward and lively writing, it presents a unified, and ...
Individuals, corporations, governments, and labor unions all over the world have utilized the negotiating principles in Getting to Yes--which has more than two million copies in print in 18 languages. This companion volume incorporates the book's fundamental philosophy and advice into a useful tool to help each reader design the negotiating ...
For undergraduate and graduate courses in labor relations and collective bargaining. Bring your best case to the table by putting theory into practice with this guide to labor relations, unions, and collective bargaining. Labor Relations and Collective Bargaining: Cases, Practice, and Law, Ninth Edition introduces students to collective ...
As a result of his extensive negotiating experience and his unique presentation style, Herb Cohen is internationally renowned as someone who can quickly grasp both sides of an issue and get the most for his client out of a difficult negotiation. His advice? 'Simple,' says Herb, 'I care...but not that much!' In this new book - and in his humorous ...
Think win-win is the best way to make the deal? Think again. It's the worst possible way to get the best deal. This is the dirty little secret of corporate America. For years now, win-win has been the paradigm for business negotiation--the "fair" way for all concerned. But don't believe it. Today, win-win is just the seductive mantra used by the ...
Problems that "just won't go away" can be settled through methods developed by one of America's leading experts in conflict resolution. In clear language, Weeks shows readers how to turn conflict into lasting partnerships and ensure a fruitful outcome.
Most managers tend to behave irrationally in negotiations, according to the authors of this book. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify ...
This is a short derivative from the main "Negotiation" text. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. In this revision, the organization more closely follows both "Negotiation" and "Negotiation: Readings, Cases, and ...
Part emotional intelligence, part politics, part rhetoric, and part psychology, selling ideas is about helping others to engage their minds and imaginations. Shell and Moussa offer a self-assessment to determine which persuasion role fits each reader best and how to make the most of his or her natural strengths.
Get the secrets of success in this great bestseller (over nine months on the "New York Times" bestseller list) that can change your life for the better. Claiming that the world is a giant negotiating table, renowned negotiator Cohen teaches the art of negotiation with dozens of concrete examples.
Provides a time-tested, flexible model for effective mediation in diverse environments and situations. Completely revised, this new, expanded edition provides a clear overview of mediation and conflict; a large 'Toolbox' section that details the skills and approaches used by professional mediators; and a final section that looks at informal ...
Master negotiator Roger Dawson shows readers how to make the most of their negotiations in this new, revised paperback edition. Readers learn how to win negotiations and leave the other person feeling like he or she has actually won.
"Presence" is an intimate look at the development of a new theory about change and learning. In wide-ranging conversations held over a year and a half, organizational learning pioneers Peter Senge, C. Otto Scharmer, Joseph Jaworski, and Betty Sue Flowers explored the nature of transformational change--how it arises, and the fresh possibilities it ...
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