Kategoria BISAC: Business & Economics >> Negotiating

This book examines in detail the process of change in 240 city, county and state public bureaucracies responsible for local finance administration.

Continuing his groundbreaking analysis of economic structures, Douglass North develops an analytical framework for explaining the ways in which institutions and institutional change affect the performance of economies, both at a given time and over time. Institutions exist, he argues, due to the uncertainties involved in human interaction; they are the constraints devised to structure that interaction. Yet, institutions vary widely in their consequences for economic performance; some economies develop institutions that produce growth and development, while others develop institutions that...

This philosophical and conceptual study shows how social practices (customs and traditions) are "building blocks of society." Raimo Tuomela systematically reveals how social institutions are constructed from these "building blocks." His analysis is based on the novel concept of shared "we-attitudes," which represent a weak form of collective intentionality, and he makes instructive connections to major topics and figures in philosophy and the social sciences.

Herb Cohen believes the world is a giant negotiating table and, like it or not, you're a negotiator. Whether you're dealing with your spouse, boss, department store, bank manager, children, solicitor, or best friend - in every encounter with other people, negotiating is always taking place. And how well you handle those encounters determines whether you prosper happily or suffer frustration and loss. With his helpful and sensible approach Cohen shows that negotiating is a process you can understand and predict - and most importantly, that it's a practical skill you can learn and improve...

We all want to get to yes, but what happens when the other person keeps saying no?

How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker?

In Getting Past No, William Ury of Harvard Law School's Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You'll learn how to:

- Stay in control under pressure
- Defuse anger and hostility
- Find out what the other side really wants
- Counter dirty tricks
- Use power to bring the other side back to the table
- Reach...

"Michael Geraghty is a master storyteller"
- IBM Corporation

This book is the product of thousands of negotiations all over the world. Negotiation is the "art of friendly persuasion." It is "the ability to sell yourself and your ideas." Study after study reveals that negotiation is one of the top three skills in life and on the job. Great negotiators become key contributors to any company or organization.

In this book you will gain a great understanding of the psychology of negotiation. You will develop powerful persuasion skills to ensure your success. Using his extensive business...

Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation--the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner.
Think a win-win solution is the best way to make the deal? Think again.
For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take...

Drawing on the research of more than 50 influential international scholars, this extensive interdisciplinary survey consolidates and evaluates what is known and not known about organizations, and critically examines how we learn about and study them.

• Contributors include 50 influential international scholars.
  
• Contributions represent the most important contemporary perspectives on organizations, including networks, ecology and technology.
  
• Each topic is covered at three levels of organization: intraorganizational, organizational, and...

Karrass teaches that the salesperson or business executive is in a stronger position than he or she may have thought and highlights the specific skills and techniques that lead to more closings and better profits. ". . . a gold mine of valuable negotiation strategy".--Chicago Tribune.

If you've ever tried to make a deal, reach an agreement, close a sale, or negotiate in everyday business, Smart Negotiating shows you how to avoid the pitfalls and achieve your goals.
James C. Freund is a skilled, seasoned lawyer who negotiates for a living, and the techniques he presents in Smart Negotiating have been proven effective in real-world bargaining situations.
Freund emphasizes basic negotiating skills -- how to use leverage, how to get the information you need from the other side, how to build your own credibility, and the importance of good judgment. He...

SHARPEN YOUR NEGOTIATING SKILLS FOR EVERY SITUATION AND GET THE RESULTS YOU WANT.
All of us negotiate every day -- whether it's resolving a problem with a coworker, discussing your child's allowance, getting a raise, or buying a house. And all negotiations, large or small, business or personal, follow the same principles. In clear and candid terms, Victor Gotbaum -- a master negotiator with more than twenty years experience as the head of the largest municipal employees' union in the country -- outlines these principles: evaluate your own negotiating ability; measure the ability...

This book is about institutional change, how to recognize it, when it occurs, and the mechanisms that cause it to happen. It is the first book to identify problems with the "new institutional analysis," which has emerged as one of the dominant approaches to the study of organizations, economic and political sociology, comparative political economy, politics, and international relations.

The book confronts several important problems in institutional analysis, and offers conceptual, methodological, and theoretical tools for resolving them. It argues that the paradigms of...

When Linda Babcock asked why so many male graduate students were teaching their own courses and most female students were assigned as assistants, her dean said: "More men ask. The women just don't ask." It turns out that whether they want higher salaries or more help at home, women often find it hard to ask. Sometimes they don't know that change is possible--they don't know that they can ask. Sometimes they fear that asking may damage a relationship. And sometimes they don't ask because they've learned that society can react badly to women asserting their own needs and desires.

...

How do corporations and other organizations maintain and transmit their cultures over time? Culture and Demography in Organizations offers the most reliable and comprehensive answer to this complex question to date. The first book on the subject to ground its analysis in mathematical tools and computer simulation, it goes beyond standard approaches, which focus on socialization within organizations, by explicitly considering the effects of demographic processes of entry, exit, and organizational growth.

J. Richard Harrison and Glenn R. Carroll base their analysis on a...

This book deals with the dilemma of individual autonomy in an organizational society. It argues that the organizations that we established to work for us have instead imprisoned us. Drawing upon critical social theorists like Habermas, depth psychologists like Jung, and phenomenologists like Husserl, author Robert B. Denhardt shows how the "ethic of organization" inhibits the individual's search for meaning and then discusses strategies for enhancing the individual's role. He champions independence, expressiveness, and creativity over discipline, regulation, and obedience. To this first...

Culture, Communication, and Cooperation treats a broad topic--communication and effectiveness in organizations--in a very concrete way. Patricia Covarrubias presents an engaging and original ethnographic study of approximately 550 workers in a Mexican industrial organization in Veracruz. She studies the complex interpersonal networks formed and destroyed by language subtleties, specifically terms of personal address (tu and usted), and draws larger conclusions about language, culture, and social interaction in businesses and organizations--and also about beliefs and values that are central to...

Against Management argues that management is increasingly being seen as a problem, and not a solution. Martin Parker argues that managing is not the only way to organize and that managerialism is a global form of ideology, which is being used to justify considerable cruelty and inequality. He also suggests that, in a variety of places, an odd collection of people seem to be coming to similar conclusions.

It is possible to identify cracks in the religion of managerialism as some of its converts begin to lapse and others intensify their protest. In order to illustrate his...

Against Management argues that management is increasingly being seen as a problem, and not a solution. Martin Parker argues that managing is not the only way to organize and that managerialism is a global form of ideology, which is being used to justify considerable cruelty and inequality. He also suggests that, in a variety of places, an odd collection of people seem to be coming to similar conclusions.

It is possible to identify cracks in the religion of managerialism as some of its converts begin to lapse and others intensify their protest. In order to illustrate his...

The author discusses the most obvious symbolic aspects of organizations - corporate logos, office sizes, use of titles - as well as focusing on the more subtle aspect of expressive forms of symbolism such as storytelling, institutional jargon and workplace personalization, among others.