[PDF] Negotiation A Very Short Introduction eBook

Author : Carrie Menkel-Meadow
Publisher : Oxford University Press
Page : 193 pages
File Size : 18,57 MB
Release : 2022-09-22
Category : Political Science
ISBN : 0198851405

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Very Short Introductions: Brilliant, Sharp, Inspiring Everyone negotiates. Whenever any person, company, or country needs someone else to accomplish something, they must negotiate. Negotiation is essential for peace and international relations, but also for economically efficient trades and bargains in business, and for problem solving skills in workplaces, families, and interpersonal interactions. This Very Short Introduction provides a comprehensive and accessible review of both conceptual and behavioural approaches to the human process of negotiation. Carrie Menkel-Meadow draws on research in constituent fields of human psychology, diplomacy, law, business, anthropology, game theory, decision making, international relations, sociology, public policy, and economics, suggesting models for creative problem solving to often intractable problems. Considering that most people are tense and frightened of what they perceive to be scarce resource confrontations with opponents and competitors, Menkel-Meadow offers different ways to plan for and approach others to solve human problems and seek solutions that satisfy both parties. Alongside this, Menkel-Meadow summarises recent research on the variations of human behaviour, providing vivid examples from history and current affairs to solve some of the most difficult problems. ABOUT THE SERIES: The Very Short Introductions series from Oxford University Press contains hundreds of titles in almost every subject area. These pocket-sized books are the perfect way to get ahead in a new subject quickly. Our expert authors combine facts, analysis, perspective, new ideas, and enthusiasm to make interesting and challenging topics highly readable.

Author : Stillman Drake
Publisher : OUP Oxford
Page : 161 pages
File Size : 33,47 MB
Release : 2001-02-22
Category : Biography & Autobiography
ISBN : 0191606669

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In a startling reinterpretation of the evidence, Stillman Drake advances the hypothesis that Galileo's trial and condemnation by the Inquisition was caused not by his defiance of the Church, but by the hostility of contemporary philosophers. Galileo's own beautifully lucid arguments are used to show how his scientific method was utterly divorced from the Aristotelian approach to physics in that it was based on a search not for causes but for laws. Galileo's method was of overwhelming significance for the development of modern physics, and led to a final parting of the ways between science and philosophy. ABOUT THE SERIES: The Very Short Introductions series from Oxford University Press contains hundreds of titles in almost every subject area. These pocket-sized books are the perfect way to get ahead in a new subject quickly. Our expert authors combine facts, analysis, perspective, new ideas, and enthusiasm to make interesting and challenging topics highly readable.

Author : Carrie Menkel-Meadow
Publisher :
Page : 0 pages
File Size : 39,74 MB
Release : 2014
Category : Compromise (Law)
ISBN : 9781454802648

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A distinguished team of leaders in the field of dispute resolution offers a thorough treatment of negotiation skills, ethics, and problem-solving techniques. Comprehensive and current, Negotiation: Processes for Problem Solving covers th

Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 47,91 MB
Release : 1991
Category : Business & Economics
ISBN : 9780395631249

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Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Author : Jessica McCrory Calarco
Publisher : Oxford University Press
Page : 273 pages
File Size : 32,35 MB
Release : 2018
Category : Education
ISBN : 019063443X

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In Negotiating Opportunities, Jessica McCrory Calarco argues that the middle class has a negotiated advantage in school. Drawing on five years of ethnographic fieldwork, Calarco traces that negotiated advantage from its origins at home to its consequences at school. Through their parents' coaching, working-class students learn to follow rules and work through problems independently. Middle-class students learn to challenge rules and request assistance, accommodations, and attention in excess of what is fair or required. Teachers typically grant those requests, creating advantages for middle-class students. Calarco concludes with recommendations, advocating against deficit-oriented programs that teach middle-class behaviors to working-class students. Those programs ignore the value of working-class students' resourcefulness, respect, and responsibility, and they do little to prevent middle-class families from finding new opportunities to negotiate advantages in school.

Author : Jeswald W. Salacuse
Publisher : Springer
Page : 238 pages
File Size : 18,89 MB
Release : 2017-07-11
Category : Business & Economics
ISBN : 1137591153

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This book examines the central role of negotiation in gaining, exercising, and retaining leadership within organizations, large and small, public and private. Its aim is to instruct readers on the way to use negotiation to lead effectively. For far too long conventional wisdom has proposed that strong leaders refuse to negotiate, viewing negotiation as a sign of weakness. Leading people requires charisma, vision, and a commanding presence, not the tricks for making deals. For many executives, negotiation is a tool to use outside the organization to deal with customers, suppliers, and creditors. Inside the organization, it’s strictly “my way or the highway.” Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases of the leadership lifecycle: 1) leadership attainment, 2) leadership action; and 3) leadership preservation and loss. Drawing on experience in wide variety of settings, including the author’s own leadership positions, the book will examine high profile leadership cases such as the rise and fall of Carly Fiorina at Hewlett-Packard, the skillful negotiations by Warren Buffet to save Salomon Brothers from extinction, and the successful efforts by the partners at Goldman Sachs to negotiate a new vision and direction for that financial giant. Leaders and managers should pick up this book to learn how effective negotiation is essential to both gaining and exercising leadership and to overcoming threats to a leader’s position.

Author : Niall Ó Dochartaigh
Publisher : Oxford University Press, USA
Page : 337 pages
File Size : 33,61 MB
Release : 2021
Category : History
ISBN : 0192894765

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"Full-length study of the use of back-channels in repeated efforts to end the 'Troubles'. This book provides a textured account that extends our understanding of the distinctive dynamics of negotiations conducted in secret and the conditions conducive to the negotiated settlement of conflict. It disrupts and challenges some conventional notions about the conflict in Northern Ireland, offering a fresh analysis of the political dynamics and the intra-party struggles that sustained violent conflict and prevented settlement for so long. It draws on theories of negotiation and mediation to understand why efforts to end the conflict through back-channel negotiations repeatedly failed before finally succeeding in the 1990s. It challenges the view that the conflict persisted because of irreconcilable political ideologies and argues that the parties to conflict were much more open to compromise than the often-intransigent public rhetoric suggested. The analysis is founded on a rich store of historical evidence, including the private papers of key Irish Republican leaders and British politicians, recently released papers from national archives in Dublin and London, and the papers of Brendan Duddy, the intermediary who acted as the primary contact between the IRA and the British government for two decades, including papers that have not yet been made publicly available. This documentary evidence, combined with original interviews with politicians, mediators, civil servants, and Republicans, allows a vivid picture to emerge of the complex maneuvering at this intersection"--

Author : Karthik Nachiappan
Publisher : Oxford University Press
Page : 264 pages
File Size : 13,73 MB
Release : 2019-09-13
Category : Political Science
ISBN : 0199098328

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India plays a key role in addressing multilateral issues like climate change, terrorism, piracy, humanitarian crises, and nuclear disarmament. Scholarly work mapping India’s multilateral behaviour ranges from covering the United Nations to a wide range of fora where India seeks to influence issues that affect its security and development. Yet, there has been no serious exploration of how India concretely negotiates international rules. In this book, Karthik Nachiappan investigates how India negotiated four key multilateral agreements: The Framework Convention on Tobacco Control, The Framework Convention on Climate Change, The Comprehensive Test Ban Treaty, and the Uruguay Round Trade Agreement. Based on untapped primary sources including archival documents detailing how negotiations transpired, official records of the Lok Sabha and Rajya Sabha, a series of interviews with former Indian negotiators, and newspaper sources, Does India Negotiate? demonstrates that India’s multilateral behaviour is fundamentally strategic—working to shape and ratify international rules that advance core interests while resisting rules that harm those interests.

Author : Jonathan O'Brien
Publisher : Kogan Page Publishers
Page : 376 pages
File Size : 21,39 MB
Release : 2013-08-03
Category : Business & Economics
ISBN : 074946772X

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Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Purchasing Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. It provides purchasers with the necessary tools and tactics for a detailed, planned approach to negotiation. Jonathan O'Brien shifts the emphasis away from relying mostly upon personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on cultural differences, personality traits and game theory. Negotiation for Purchasing Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. The book is based upon Red Sheet Methodology, a proven and collaborative technique used by many companies globally. If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes and better business results. Negotiation for Purchasing Professionals was short listed for the ACA-Bruel Prize and was Specially Commended at the Gala Dinner 2013 organised by the Association of Purchasing and Supply Chain (CESA) of HEC School of Management in Paris. Negotiation for Purchasing Professionals is the perfect companion to Jonathan O'Brien's other books Category Management in Purchasing and Supplier Relationship Management. Used together, they provide a complete and powerful strategic purchasing toolkit.

Author : K. G. Binmore
Publisher : Oxford University Press, USA
Page : 201 pages
File Size : 29,15 MB
Release : 2007-10-25
Category : Business & Economics
ISBN : 0199218463

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Games are played everywhere: from economics to evolutionary biology, and from social interactions to online auctions. This title shows how to play such games in a rational way, and how to maximize their outcomes.