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. ...
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 ...
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 ...
"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.
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 ...
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 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 ...
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 ...
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 ...
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 ...
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.
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.
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 ...
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.
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 ...
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.
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 ...
From the authors of the groundbreaking "Women Dont Ask" comes a guide that explains how women can use the power of negotiation to get what they really want.
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.
This motivational guide explains how to help a team pinpoint desired results, determine a reasonable course of action to achieve these results, and learn from experience. The book also describes how to ask questions, offer ideas, and influence the actions of others by modifying one's own behavior patterns.
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 ...
This classic in organizational theory provides a succinct overview of the principal schools of thought as it presents a critical, sociopsychological, and historical orientation to the field of organizational analysis. Vividly written, with theories made concrete by specific, student-oriented examples, it takes a critical view toward organizations, ...
This title presents leading minds and landmark ideas in an easily accessible format. From the pre-eminent thinkers whose work has defined an entire field to the rising stars who will redefine the way we think about business, "The Harvard Business Review Paperback Series" delivers the fundamental information today's professionals need to stay ...
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