Kategoria BISAC: Business & Economics >> Negotiating

Drawing on both analytical and continental traditions, this thought-provoking book takes a balanced look at the contributions philosophy can make to improving our understanding of what it means to organize.

The essays consider three areas: representing organization, knowing organization, and the becoming of organization. With originality and flair, the contributors make a powerful case for the need for a new philosophy of management and organization.

The perspective of complex responsive processes draws on analogies from the complexity sciences, bringing in the essential characteristics of human agents, understood to emerge in social processes of communicative interaction and power relating. The result is a way of thinking about life in organizations that focuses attention on how organizational members cope with the unknown as they perpetually create organizational futures together.

This book introduces and explores the possible meanings of the idea of working live . It makes sense of the sense-making experience itself,...

The perspective of complex responsive processes draws on analogies from the complexity sciences, bringing in the essential characteristics of human agents, understood to emerge in social processes of communicative interaction and power relating. The result is a way of thinking about life in organizations that focuses attention on how organizational members cope with the unknown as they perpetually create organizational futures together.

This book introduces and explores the possible meanings of the idea of 'working live'. It makes sense of the sense-making experience itself,...

This book represents the first study of economic restructuring in reform era China to apply the concepts of identity and corporate space; notions that have become increasingly relevant as foreign invested and Chinese ventures face complex operational and societal issues in the wake of globalization.

Peverelli uses his own theoretical framework to examine and detect multiple identities of Chinese enterprises within a larger, comprehensive organization theory. A host of practical case studies taken from Peverelli s time as a consultant help to illustrate this original theory, while...

Industrial/Organizational psychologists are a rather diverse group of people with a common interest in applying psychology to work settings. This is the conclusion reached by George Alliger in the opening chapter of this volume, setting the tone for the rest of the book, which attempts to expand our view of what can be considered as I/O psychology.

The authors of the individual chapters are from a variety of backgrounds, not all of them directly associated with I/O psychology, and they discuss topics such as managerial success and
training, as well as topics much more on the edge of I/O...

With his extensive negotiating experience and unique presentation style, Herb Cohen is internationally renowned as someone who can quickly grasp both sides of an issue and get the most for his client out of a difficult negotiation. His advice? Simple, says Herb, I carebut not that much In NEGOTIATE THIS buoyed by his signature humorous and self-deprecating styleHerb Cohen explains how readers can learn powerful yet subtle negotiating ploys to help them in their businesses, careers, and even family relationships. As Herb says, Negotiation is the game of life.

Praise for Practical Negotiating: Tools, Tactics & Techniques

"Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation."
--Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work

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This text is written specifically for businesses who must maintain their margins in the face of lower-priced competition. It offers salespeople, sales managers, marketing managers, and small business owners an arsenal of stratagems and techniques to ensure that they get what they want. It is packed with insider secrets on how to sell at prices higher than the competition. Readers can learn how guerrilla negotiating differs from typical negotiation, reasons why skills that usually make a salesperson great will ruin them in a negotiation, the most common mistakes made in negotiation, 100...

In today's intensely competitive climate of merger-mania, more than 70% of conglomerates will fail within the first three years. Most of these are victims of culture clash. Written by the President of an international consultancy specializing in cross-cultural business relations, this book presents effective strategies for dealing with the most problematic issues in this area - language barriers, culture shock, international negotiation and establishing cross-cultural trust.

The art of persuasion as taught by one of the world's most sought-after speakers and pitchmen
In this daring book, Joel Bauer teaches you how to persuade by making your messages entertaining. Learn the secrets behind "The Fright Challenge," "The Transformation Mechanism," and other persuasion tactics used by pitchmen, carneys, and conjurors to convince people to their way of thinking. Along with coauthor Mark Levy, Bauer has taken these ethical, entertainment-based techniques, and has made them practical for everyday use-capable of influencing one person or a thousand, in business and...

In this conversation with his co-author, Paul Gillette, Dr. Jandt tells you how to use the same negotiating techniques and tactics used by people whose job is managing conflict--labor negotiators, diplomats and corporate managers. Get what you want and win allies, with win-win'' negotiating techniques. Here are the same methods used by people whose jobs are managing conflict--labor negotiators, diplomats, and top corporate managers--and how to put them to work for you in everyday business situations.

This book extrapolates on the Nash (1950) treatment of the bargaining problem to consider the situation where the number of bargainers may vary. The authors formulate axioms to specify how solutions should respond to such changes, and provide new characterizations of all the major solutions as well as the generalizations of these solutions.

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.

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...