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Authors: Thompson, Leigh L (2022) - Elgar Advanced Introductions are stimulating and thoughtful introductions to major fields in the social sciences, business and law, expertly written by the world's leading scholars. Designed to be accessible yet rigorous, they offer concise and lucid surveys of the substantive and policy issues associated with discrete subject areas. Providing a comprehensive overview of the key theories and concepts that have guided the field of negotiation for several decades, Leigh Thompson and Cynthia Wang demonstrate how collaborative multi-disciplinary research has enriched the study of negotiation.
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Authors: Swegle, Paul A (2018) - Other competitors in the business law field may try to engage the reader through authorial hand-holding; Swegle doesn't. His plainspoken, direct approach places the emphasis where it belongs--writing contracts that protect the interests of both seller and buyer....
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Authors: Schuessler, Rudolf [ (2019) - The book establishes this by identifying the numerous different, often decisive, modes in which focal points function in the various phases of complex negotiations. In doing so, it also demonstrates the necessity of a thorough understanding of focal points for mediators, negotiators, and others. A scholarly work in nature, Focal Points in Negotiation is also suitable for use in the classroom and accessible for a multidisciplinary audience.
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Authors: Pfeiffer, Christoph (2023) - The book is therefore not only aimed at buyers. Auctions in procurement and the underlying game-theoretical principles also play an equally significant role for sellers.Applied game theory in purchasing has become an important tool in many companies for systematically achieving success in negotiations. The central building block of game-theoretically optimized awards are purchasing auctions. A basic knowledge of auctions and game theory is therefore particularly important for purchasers.
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Authors: Menkel-Meadow, Carrie (2022) - This Very Short Introduction provides a comprehensive and accessible review of both conceptual and behavioural approaches to the human process of negotiation.
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Authors: Inayat, Sajid (2020) - The goal of negotiation is to settle a point of difference or to create outcomes that will satisfy various differences. Negotiation is conducted by putting forwards various offers and making concessions to achieve an agreement.
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Authors: McDonald, Horace (2023) - Once Upon a Deal… is a collection of stories that reveal the principles of negotiation. When you begin to negotiate you embark upon a journey: if you know the steps involved, and understand the way its progression ebbs and flows, you will be better equipped not only to reach a successful conclusion but also to enjoy the process more.
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Authors: Aydoğan, Reyhan (2023) - It focuses on the applications and challenges of agent-based negotiation including agreement technology, mechanism design, electronic commerce, recommender systems, supply chain management, social choice theory, and others.
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Authors: Aydoğan, Reyhan (2021) - It focuses on human aspects of automated negotiation and the recent advances in negotiation frameworks and strategies. Written by leading academic and industrial researchers, it is a valuable resource for professionals and scholars working on complex automated negotiations.
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Authors: Jung, Stefanie (2023) - This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems.
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Authors: Smolinski, Remigiusz (2018) - Inspired by The Negotiation Challenge, a leading annual student negotiation competition, this book includes 16 ready-to-use, competition-tested negotiation roleplay simulations with thorough instructional debriefs that suggest both optimal strategies and discuss potential results.
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Authors: Davies, Melissa (2021) - Effective negotiations lead to sustainable partnerships, help both parties to achieve higher goals than they would alone and allow organizations to avoid the costly price of conflict. This book outlines a simple and powerful method of negotiating, either in person or virtually. The Practical Negotiation Handbook outlines a tried and tested five-step process for negotiating lasting agreements, with best practice case examples, checklists and tools.
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Authors: Cohen, Herb (2020) - Master negotiator Herb Cohen has been successfully negotiating everything from insurance claims to hostage releases to his own son's hair length and hundreds of other matters for over five decades. Ever since coining the term 'win-win' in 1963, he has been teaching people the world over how to get what they want. In clear, accessible steps, he reveals how anyone can use the three crucial variables to always reach a win-win negotiation. With the tools and skill sets he has devised, the power of getting what you deserve is now a practical necessity you can fully master.
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