Negotiation Science and Practice

Negotiation  Science and Practice
Author : Quintin Rares
Publisher : Quintin Rares
Total Pages : 1076
Release : 2013-07-12
ISBN 10 : 9780987456700
ISBN 13 : 0987456709
Language : EN, FR, DE, ES & NL

Negotiation Science and Practice Book Description:

“Negotiation: Science and Practice” is a university-level textbook and lecture series designed to teach effective skills and techniques in negotiation. It provides scientifically tested tools that allow anyone to construct and implement the best possible negotiation strategies, in any negotiation scenario. From this pack, students, like yourself, learn the art, science and practice of influence, as well as how to construct optimal agreements, whether you are negotiating a settlement in a legal dispute, a contract to sell a business, a ceasefire in a conflict zone, the sale of your own home, a price rise of the goods or services your company provides, a wage dispute with a powerful union or even an amendment to legislation. The lectures in this textbook are as follows: Lecture 1: Negotiation dynamics (available in full, for free, in the “sample”) Lecture 2: Preparation for negotiation Lecture 3: Evaluation techniques Lecture 4: Influence Lecture 5: Cognitive biases, heuristics, errors and effects Lecture 6: Group dynamics Lecture 7: Logic and creativity Lecture 8: Parachutes, problems and tricks Lecture 9: Culture, human nature and individual difference Lecture 10: Enforcement mechanisms Lecture 11: Ethics, lying, the law and why good people do bad things Lecture 12: Alternative dispute resolution Lecture 13: Conflict This book contains: - A comprehensive lecture series (outlined above) - Week-by-week multiple choice questions (100+ pages) - Detailed answers and explanations to all week-by-week questions (50+ pages) - A mid-semester exam - A comprehensive reference glossary (200 pages) - Full academic abstracts to complement critical references (aiding a more detailed understanding and facilitating further exploration of the science behind each technique) - The most comprehensive examination of the psychology of negotiation available, with clear examples of how it can be used to achieve desired outcomes - The most comprehensive description of common “dirty tricks” in negotiation and how to respond to them - Detailed explanations of the law and how it affects you as a negotiator; including important case summaries - Step-by-step explanations of how to calculate the ‘need-to-know’ numbers in all negotiations


RELATED BOOKS:
Negotiation: Science and Practice
Language: en
Pages: 1076
Authors: Quintin Rares
Categories: Education
Type: BOOK - Published: 2013-07-12 - Publisher: Quintin Rares

“Negotiation: Science and Practice” is a university-level textbook and lecture series designed to teach effective skills and techniques in negotiation. It provides scientifically tested tools that allow anyone to construct and implement the best possible negotiation strategies, in any negotiation scenario. From this pack, students, like yourself, learn the art,
Social Psychology and Economics
Language: en
Pages: 355
Authors: John Keith Murnighan
Categories: Business & Economics
Type: BOOK - Published: 2006 - Publisher: Psychology Press

This book combines chapters written by leading social psychologists and economists, illuminating the developing trends in explaining and understanding economic behavior in a social world. It provides insights from both fields, communicated by eloquent scholars, and demonstrates through recent research and theory how economic behaviors may be more effectively examined
Negotiating Political Conflicts
Language: en
Pages: 216
Authors: Frank R. Pfetsch
Categories: Law
Type: BOOK - Published: 2007-05-10 - Publisher: Palgrave MacMillan

Negotiations which generate solutions to conflicts without the use of violence are the only adequate means of conflict resolution in an interdependent globalized world. Negotiating Political Conflicts analyzes comprehensively the foundations for understanding negotiations: What is negotiation? What are the most important concepts and terms? How does negotiation relate to
The Art and Science of Negotiation
Language: en
Pages: 373
Authors: Howard Raiffa, Frank P Ramsey Professor of Managerial Economics (Emeritus) Howard Raiffa
Categories: Business & Economics
Type: BOOK - Published: 1982 - Publisher: Belknap Press

A study of the mechanics, practice, and application of negotiation explains the processes of negotiation and offers practical instruction in developing and improving negotiation skills
Quantum Negotiation
Language: en
Pages: 192
Authors: Karen S. Walch, Stephan M. Mardyks, Joerg Schmitz
Categories: Business & Economics
Type: BOOK - Published: 2017-11-20 - Publisher: John Wiley & Sons

Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this