Bargaining For Advantage


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An authoritative guide to business negotiation explores the complex psychological factors in each bargaining situation and examines six key leverage points that promote bargaining success. Reprint. 15,000 first printing.

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Author by G. Richard Shell
Genre eBook Business & Economics
Read Book 294
ISBN Number 0143036971

Bargaining For Advantage


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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 hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.

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Author by G. Richard Shell
Genre eBook Negotiation
Read Book 286
ISBN Number 0140289313

Getting To Yes


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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

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Author by Roger Fisher
Genre eBook Business & Economics
Read Book 200
ISBN Number 0395631246

Human Resource Management


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Written for students who need to understand the line manager's responsibilities in human resourcing issues, this comprehensive text covers the 'core curriculum' of mainstream HRM topics along with specific applications such as international and small-business contexts. The team of expert contributors focus on the line manager's perspective relating established theory to real practice throughout the text.This edition includes a new chapter on negotiation and a greater focus on strategic and continuous development within the coverage of training. Reflecting current trends in HRM, there is also additional and expanded material on the impact of information technology, the development of models of strategic HRM, the management of workforce diversity and ethics and HRM.

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Author by Nelarine Cornelius
Genre eBook Business & Economics
Read Book 388
ISBN Number 1861526105

Negotiation Genius


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Presents a comprehensive guide to the essential skills, strategies, techniques, and creative mindset of successful negotiation, drawing on the latest behavioral research and real-life case studies to explain how to prepare for and execute negotiations, from identifying opportunities to overcoming resistance and defusing hardball tactics. Reprint. 30,000 first printing.

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Author by Deepak Malhotra
Genre eBook Business & Economics
Read Book 343
ISBN Number 9780553384116

Political Bargaining


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This book brings an exciting and innovative new approach to the study of politics today. It introduces political bargaining, a process at the heart of all political and economic exchanges in contemporary society and the very essence of politics itself, to provide a new framework and fresh insights to modern political science. The authors trace the prevalence of bargaining processes in politics from the abstract level of individual human interaction and the `state of nature' to the more concrete political or institutionalized level. They introduce students to theory -- the basic models of game theory, rational choice theory and positivist approaches; practice -- the practical manifestations of political bargaining in everyday national and international political life; and process -- its setting, the interests of the players involved, the conditions and properties that affect their calculations and, consequently, their ability to obtain desired outcomes. Political Bargaining provides students with the basic tools for learning about and participating in politics today by richly illustrating how the authoritative allocation of scarce resources is arrived at through a complex bargaining process between competing interests in society. It will be essential reading for student and lecturer alike across political science and the social sciences more widely.

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Author by Gideon Doron
Genre eBook Political Science
Read Book 192
ISBN Number 9780857021922

Simulating Bargaining Processes With Agent Based Modelling


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Die Analyse von Verhandlungsprozessen spielt in der Politikwissenschaft eine wichtige Rolle. Sie bedient sich hierbei v. a. der Instrumente der Spieltheorie. In seinem Beitrag macht sich Herr Scheller daran, Grenzen spieltheoretischer Analysen solcher Prozesse aufzuzeigen sowie – und hier betritt er theoretisches Neuland – auf der Grundlage einer Agenten-basierten Computersimulation zu überwinden. Die Ergebnisse seiner Untersuchung sind eindrucksvoll: Er zeigt systematisch auf, wie Variationen der Umweltzustände und das Aufeinandertreffen unterschiedlicher Verhandlungsstrategien die Ergebnisse von Verhandlungsprozessen determinieren und unter welchen Bedingungen Akteure andere systematisch ausbeuten können. Im Kern sind seine Analysen geeignet, Umweltzustände zu identifizieren, die entweder Verhandlungseffizienz aus Sicht eines Akteurs oder Zustände mit fairen Ergebnissen evozieren. Schellers Beitrag ist in vielfacher Hinsicht bemerkenswert: Der Autor reflektiert kritisch den spieltheoretischen Forschungsstand und bedient sich dann des Instruments der Computersimulation, um angesichts der diagnostizierten Defizite einen innovativen Beitrag zur Analyse von Verhandlungsprozessen zu leisten. Die Ausführungen sind gut strukturiert und, obwohl äußerst anspruchsvoll, gut nachvollziehbar.

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Author by Simon Scheller
Genre eBook Political Science
Read Book 126
ISBN Number 9783828865167

Fairness In Bargaining And Markets


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This book focuses on economic bargaining theory. Economic bargaining theory seeks to predict the outcomes of bargaining situations. In such situations, govern ments, ?rms, or individuals share a mutual interest in cooperation; however, they also have con?icting interests regarding the terms of an agreement. A classic ex ample of such a situation is wage bargaining between unions and employers. More commonplace examples also exist. For instance, a discussion between partners on how to spend an evening can be understood as a bargaining situation. Economic bargaining theory explores the relationship between bargaining situ ations and the outcomes of the bargaining. Economists have two primary reasons to show interest in this relationship. The ?rst reason is that many important human interactions, including economic interactions, are bargaining situations. The second reason is that the understanding of these situations may inform the economic theory of markets. The tool utilized in this study is the mathematical theory of games. Predictions for bargaining outcomes are developed by modeling the bargaining situation as a strategic game and using game theoretic equilibrium concepts in order to solve the game. In this approach, the speci?c identi?ed bargaining outcome depends on the assumptions underlying the model. The neoclassical and fundamental assumption is that of rational agents—called economic men—who strive to maximize their utility based on stable preferences.

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Author by Christian Korth
Genre eBook Business & Economics
Read Book 175
ISBN Number 9783642022531

Bilateral Bargaining


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This book investigates bargaining between two agents. Its objective is to present, to extend, and to apply the present state of theoretical knowledge. A wide range of questions will be considered: First of all, will two parties reach efficient agreements? Traditional economic theory gives a generally affirma tive answer for perfectly rational agents, who can carry out complex calcu lations instantaneously and without cost. The book uses innovative methods to analyse the implications of less demanding assumptions. A practical ques tion related to bargaining is: How much power does the design of institutions such as the U. N. Security Council give to each of its members? Formally, non permanent members' votes are necessary to pass resolutions, but theoretical investigation of pre-voting negotiation attributes all power to the five perma nent members. Or one may ask whether a society should rather finance the education in higher mathematics for a talented person than remedial training for a retarded person? Different concepts of justice yield different answers. Which particular concept is implemented in a given society is also a matter of bargaining, and it is of special philosophical interest to investigate which bargain will be struck in an ideal society in which individual talents and resources are not yet known. Very generally, a bilateral bargaining situation is characterized by two agents - individuals, firms, governments, etc.

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Author by Stefan Napel
Genre eBook Business & Economics
Read Book 188
ISBN Number 9783642561603

Staying With Conflict


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Winner of the 2009 CPR Award for Outstanding Book In this groundbreaking book, Bernard Mayer, a pioneer in the field of conflict resolution, offers a new paradigm for dealing with long-term disputes. Mayer explains that when dealing with enduring conflict, mediators and other conflict resolution specialists need to move past the idea of how quickly they can resolve the conflict. Instead, they should focus on how they can help people prepare to engage with an issue over time. Once their attention is directed away from a speedy resolution to a long-term approach, new avenues of intervention become apparent.

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Author by Bernard S. Mayer
Genre eBook Law
Read Book 320
ISBN Number 0470488875