"In this book, 78 leading attorneys in California and New York describe how they evaluate, negotiate and resolve litigation cases. Selected for their demonstrated skill in predicting trial outcomes and knowing when cases should be settled or taken to trial, these attorneys ident…
"Based on the philosophy and advice presented in Getting to Yes - be prepared, negotiate interests not positions, understand the other side's interests, and work together - this is the tool that will help each person design the negotiating strategy that is best for him or her in…
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.
Covers; inter alia; the role of group identification and accountability on negotiator judgement and decision making; the importance of power-dependence relations on negotiation; intergroup bargaining; social influence processes in negotiation; cross-cultural perspectives on nego…
While most studies in negotiation and conflict management have focused on cognitive aspects, few have addressed the impact of social processes and contexts on the negotiation process. Addressing this need, Roderick M Kramer and David M Messick have brought together original theo…
"In 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals, David Lax and James Sebinius urge bargainers to look beyond tactics at the table. Indeed, persuasive tactics are only the "first dimension" of the author's 3-D Negotiation (TM) approach, develop…
Si ... de acuerdo!: cómo negociar sin ceder
by Ury, William, Fisher, Roger, Patton, Bruce
By exploring communication and social practices employed during negotiations at the papal court, this volume sheds light on a wide range of sources for studying the high and late medieval papacy00Analyzing the terminology and practice of the?stilus curiae? in documents from all …
This hands-on text provides an essential introduction to international negotiation, exploring the impact of complex multilateralism on traditional negotiation concepts such as bargaining, issue salience, and strategic choice. The authors include rich array of current real-world …
1. What international negotiation is not -- 2. Merging culture with negotiation -- 3. International negotiating styles -- 4. The international negotiators' toolkit -- Conclusion -- References -- Index. When reading this book you will be familiar with strategies, stories, facts,…
