Browsing by Subject "Negotiation in business"

Now showing items 1-19 of 19

    • 3-D negotiation : powerful tools to change the game in your most important deals 

      Lax, David A.; Sebenius, James K. (Harvard Business School Publishing, 2006)
      When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking ...

    • Cross-cultural business behavior : a guide for global management 

      Gesteland, Richard R. (Copenhagen Business School Press, 2012)
      In markets around the world, business behavior is constantly evolving, impelled by generational shifts, improvements in education, and (especially) increasing exposure to the world marketplace. That is why all of the book's ...

    • Effective negotiation : from research to results 

      Fells, Ray (Cambridge University Press, 2009)
      In this book Ray Fells draws on his extensive experience as a teacher and researcher to examine key issues such as trust, power and information exchange, ethics and strategy. Recognising the complexity of the negotiation ...

    • Essentials of negotiation 

      Lewicki, Roy J.; Barry, Bruce; Saunders, David M. (McGraw-Hill, 2016)
      It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the 20 chapters from the main text have ...

    • Essentials of negotiation 

      Lewicki, Roy J.; Saunders, David M.; Barry, Bruce (McGraw-Hill, 2021)
      It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the 20 chapters from the main text have ...

    • International business negotiations 

      Ghauri, Pervez N.; Usunier, Jean-Claude (Pergamon, 2003)
      This book is an informal collection of essays on the theme of intercultural business communication. It will be helpful both for students and researchers in the field. For instructors in this discipline this book is a ...

    • Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries 

      Brett, Jeanne M. (John Wiley & Sons, Inc., 2007)
      This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, ...

    • Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries 

      Brett, Jeanne M. (Jossey-Bass, 2014)
      In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating ...

    • Negotiating sales 

      MTD Training (MTD Training & Ventus Publishing ApS, 2010)

    • Negotiation 

      Lewicki, Roy J.; Barry, Bruce; Saunders, David M. (McGraw-Hill, 2020)
      This book explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of ...

    • Negotiation : readings, exercises and cases 

      Lewicki, Roy J.; Barry, Bruce; Saunders, David M. (McGraw-Hill, 2015)
      This book takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation and the dynamics of interpersonal and inter-group conflict and its resolution. It is ...

    • Negotiation : the art of getting what you want 

      Schatzki, Michael; Coffey, Wayne R. ([Signet], 2005)

    • Negotiation analysis : the science and art of collaborative decision making 

      Raiffa, Howard (2002)
      The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step ...

    • Negotiation basics : win-win strategies for everyone 

      Lickson, Charles P.; Maddux, Robert B. (Course Technology, a division of Thomson Learning, 2005)

    • Negotiation: readings, exercises, and cases 

      Lewicki, Roy J.; Barry, Bruce; Saunders, David M. (McGraw-Hill, 2010)
      Negotiation is a critical skill needed for effective management. This book takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation and the dynamics of ...

    • The art of negotiation : how to improvise agreement in a chaotic world 

      Wheeler, Michael (Simon & Schuster, 2013)
      The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don't trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ...

    • The heart of the deal : how to invest and negotiate like a real estate mogul 

      Lolli, Anthony; Platt, Benjamin (Diversion Publishing, 2017)
      Filled with insights into Lolli’s inspirational rags-to-riches rise to the top and bursting with practical advice for real estate newcomers and veterans alike, this book is essential reading for anyone with big dreams and ...

    • The mind and heart of the negotiator 

      Thompson, Leigh L. (Pearson, 2015)
      This book 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.

    • The mind and heart of the negotiator 

      Thompson, Leigh L. (Pearson, 2022)
      This book is dedicated to individuals who want to improve their ability to negotiate-whetherin multimillion-dollar business deals or personal interactions. This text explains what to do and what to avoid at the bargaining ...