Negotiation Science and Practice

Negotiation  Science and Practice
Author : Quintin Rares
Publisher : Quintin Rares
Total Pages : 1076
Release : 2013-07-12
ISBN 10 : 9780987456700
ISBN 13 : 0987456709
Language : EN, FR, DE, ES & NL

Negotiation Science and Practice Book Description:

“Negotiation: Science and Practice” is a university-level textbook and lecture series designed to teach effective skills and techniques in negotiation. It provides scientifically tested tools that allow anyone to construct and implement the best possible negotiation strategies, in any negotiation scenario. From this pack, students, like yourself, learn the art, science and practice of influence, as well as how to construct optimal agreements, whether you are negotiating a settlement in a legal dispute, a contract to sell a business, a ceasefire in a conflict zone, the sale of your own home, a price rise of the goods or services your company provides, a wage dispute with a powerful union or even an amendment to legislation. The lectures in this textbook are as follows: Lecture 1: Negotiation dynamics (available in full, for free, in the “sample”) Lecture 2: Preparation for negotiation Lecture 3: Evaluation techniques Lecture 4: Influence Lecture 5: Cognitive biases, heuristics, errors and effects Lecture 6: Group dynamics Lecture 7: Logic and creativity Lecture 8: Parachutes, problems and tricks Lecture 9: Culture, human nature and individual difference Lecture 10: Enforcement mechanisms Lecture 11: Ethics, lying, the law and why good people do bad things Lecture 12: Alternative dispute resolution Lecture 13: Conflict This book contains: - A comprehensive lecture series (outlined above) - Week-by-week multiple choice questions (100+ pages) - Detailed answers and explanations to all week-by-week questions (50+ pages) - A mid-semester exam - A comprehensive reference glossary (200 pages) - Full academic abstracts to complement critical references (aiding a more detailed understanding and facilitating further exploration of the science behind each technique) - The most comprehensive examination of the psychology of negotiation available, with clear examples of how it can be used to achieve desired outcomes - The most comprehensive description of common “dirty tricks” in negotiation and how to respond to them - Detailed explanations of the law and how it affects you as a negotiator; including important case summaries - Step-by-step explanations of how to calculate the ‘need-to-know’ numbers in all negotiations


RELATED BOOKS:
Negotiation: Science and Practice
Language: en
Pages: 1076
Authors: Quintin Rares
Categories: Education
Type: BOOK - Published: 2013-07-12 - Publisher: Quintin Rares

“Negotiation: Science and Practice” is a university-level textbook and lecture series designed to teach effective skills and techniques in negotiation. It provides scientifically tested tools that allow anyone to construct and implement the best possible negotiation strategies, in any negotiation scenario. From this pack, students, like yourself, learn the art,
The Art and Science of Negotiation
Language: en
Pages: 373
Authors: Howard Raiffa
Categories: Business & Economics
Type: BOOK - Published: 1982 - Publisher: Harvard University Press

A study of the mechanics, practice, and application of negotiation explains the processes of negotiation and offers practical instruction in developing and improving negotiation skills
Negotiation Analysis
Language: en
Pages: 576
Authors: Howard Raiffa
Categories: Business & Economics
Type: BOOK - Published: 2007-03-31 - Publisher: Harvard University Press

This masterly book substantially extends Howard Raiffa’s earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how
Science and Diplomacy
Language: en
Pages: 211
Authors: Mauro Galluccio, Ph.D.
Categories: Psychology
Type: BOOK - Published: 2021-01-06 - Publisher: Springer Nature

This book lays the groundwork for a new field of study and research in the intersection between science and diplomacy. It will review the multi-disciplinary research in this burgeoning area in providing the scientific foundation for the application of psychological principles to understanding and facilitating political decisions in an international
Handbook of Group Decision and Negotiation
Language: en
Pages: 477
Authors: D. Marc Kilgour, Colin Eden
Categories: Mathematics
Type: BOOK - Published: 2010-08-02 - Publisher: Springer Science & Business Media

Publication of the Handbook of Group Decision and Negotiation marks a milestone in the evolution of the group decision and negotiation (GDN) eld. On this occasion, editors Colin Eden and Marc Kilgour asked me to write a brief history of the eld to provide background and context for the volume.