Kategoria BISAC: Business & Economics >> Negotiating

Negotiations are ubiquitous in business, politics, and private life. In many cases their outcome is of great importance. Yet, negotiators frequently act irrationally and fail to reach mutually beneficial agreements. Cognitive biases like overconfidence, egocentrism, and the mythical fixed pie illusion oftentimes foreclose profitable results. A further cognitive bias is the attachment effect: Parties are influenced by their subjective expectations formed on account of the exchange of offers, they form reference points, and loss aversion potentially leads to a change of preferences when...

Jim Hennig's winning negotiating philosophy is based on finding and meeting the real needs of the other party through the use of questions, effective listening, honesty, integrity, sincere caring, and building partnerships. His approach is predicated on the idea that when people like you, they want to work with you, are likely to concede more often, become more sensitive to your needs, and are more inclined to meet them.

Through dozens of proven strategies, tips, power words, phrases, and real-life...

This is a research-based book on whistle-blowing in organizations. The three noted authors describe studies on this important topic and the implications of the research and theory for organizational behavior, managerial practice, and public policy. In the past few years there have been critical developments, including corporate scandals, which have called public attention to whistle-blowing and have led to the first comprehensive federal legislation to protect private sector whistle-blowers (the Sarbanes-Oxley Act). This book is the first to integrate these new developments in an analytic...

Organization takes place in a tangled world, intermeshed by changing markets, products, standards, technologies, institutions and social groups. Coming to grips with the complexity and fluidity of organization and management is a persistent problem for scholars and practitioners alike, which is why process issues have received renewed interest in recent years. This book, aimed at scholars and higher level students, frames some of these issues in novel and instructive ways.

Process views have existed since before the early Greek philosophers and have made decisive marks in all sciences....

Whether you've "seen it all" or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations--whether they involve multimillion-dollar deals or improving your next salary offer.

What sets...

Drawing upon unusual and revealing examples - the production of French bread, Italian fashion and post-Confucian' Asian...