For undergraduate and graduate-level business courses that cover the skills of negotiation.
This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.
Illustrative Case Studies and Real Life Negotiations
Illustrative examples and actual cases of negotiating in managerial and executive contexts are included throughout the text, driving home the message that many concepts are borne out of real-world situations. Each chapter opens with a case study from:
• Business
• Government
• Community
• Personal life
Skills-Based Approach
Practical take-away points for the manager and the executive have been provided, encouraging students to refine these skills for actual business negotiations. For example:
• Integrative Negotiation; Chapter 4
Self-Insight Assessments
In order to test their own intuition and approach, multiple examples have been included for students:
• Developing a Negotiating Style; Chapter 5
• Cultural Differences; Chapter 10
Sophisticated Bargaining Skills
The second and third sections of the text teach students how to handle complex, yet common negotiation situations, such as:
• Negotiating with agents
• Mediation and arbitration
• Negotiating via email and conference calls
• Negotiating with competitors
• Negotiating cross-culturally
OTHER TOPICS OF DISTINCTION
Negotiation Styles
Chapter 5 focuses on assessing and developing individual negotiation styles, inviting students to honestly appraise their own abilities in terms of:
• Motivation
• Approach
• Emotion
Creativity & Problem Solving
In Chapter 8, focus falls on problem solving and creativity, providing strategies on how to think outside the box at the negotiation table.
Cross-Cultural Negotiations
Advice on key cultural values and negotiation norms across a range of nationalities are addressed in Chapter 10.
Chapter on Information Technology
Chapter 12, focusing on IT, introduces students to different place and time models of social interactions, and provides strategies for enhancing technology-mediated negotiations.
Win-Win Negotiations
This section provides students with strategies and applications for integrative agreements.
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