Kategoria BISAC: Business & Economics >> Negotiating

In this study, Matejko proposes the organization as a social phenomenon. The discrepancy between organizational demands and organization capacity leads to organizational stress. Because of the conflicting demands on available resources, organizations are, in reality, tension-management entities. There is the tendency in organizations to resist actions which do not serve their own purposes. This leads to a lack of commitment among organization members, slowing down of the socialization process, and undermining managerial effectiveness.

Readers are introduced to basic terms and principles used in the study of organizations as an invitation to further learning. The approach blends classical writing on organizations with current research and examples illustrating key elements of positions, patterns, and persons. A discussion of role analysis shows how these elements enter into the actual behavior of participants. Discussions of such topics as interaction and bureaucracy and a unique chapter on paperwork and record-keeping are presented.

Life is a series of negotiations--from who will make the morning coffee to the landing of a multi-million-dollar contract. Each successful negotiation is a victory, but how is success measured? And after a negotiation is completed, what are the implications for the future? In The Savvy Negotiator, William Morrison addresses these questions in the context of two simple, but profound, ideas: (1) We negotiate to set the ground rules for a future relationship; (2) We negotiate to satisfy our needs. In other words, a negotiation is not simply a transaction, but an opportunity to develop...

Negotiations and other business maneuvers are like chess: every move generates a plethora of potential next moves. In Chess and the Art of Negotiation, a world-renowned chess master and a CEO of a global company join forces and apply the principles of chess to illuminate the dynamics of competition and negotiation--from angling for a promotion to landing the sale. In a colorful interview format, the authors argue that strategy drives tactics, and understanding the motivations behind your opponent's strategy will help you navigate your way through the labyrinth of possibilities....