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Negotiating at Work
Understand the context of negotiations to achieve better results Negotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context鈥攐f organizational culture, of prior negotiations, of power relationships鈥攖hat dictates which issues are negotiable and by whom. When we negotiate for new opportunities or increased flexibility, we never do it in a vacuum. We challenge the sta...
The Shadow Negotiation
At last, here is a book that shows women how to recognize the Shadow Negotiation -- in which the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out -- and how to use that knowledge to their advantage. Each time people bargain over issues -- a promotion, a contract with a new client, a bigger role in decision-making -- a parallel negotiation unfolds beneath the surface of the "formal" discussion. Bargainers constantly maneuver to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement. How the issues are resolved hangs on the actions people take in t...
Hidden Conflict In Organizations
Conflict is a persistent fact of organizational life. Much of it, however, rarely becomes public and instead is expressed `behind the scenes' in such forms as avoidance, toleration, gossip and vengence. This book takes examples from a number of organizational settings and makes the case that far from being an occasional occurrence, conflict is embedded in their very fabric. The authors go on to illustrate the frequency of conflict, show how conflicts are actually handled and suggest that these conflicts can be better managed for organizational effectiveness.
The Mediators
This is a study of what mediators actually do across agencies. The cases and settings suggest that mediator practice tends to follow predictable patterns in terms of roles, strategies, and relations with the disputing parties.
Her Place at the Table
Thoroughly revised and updated and with a new Introduction by the authors, this paperback edition of Her Place at the Table draws on extensive interviews with women leaders to help all women negotiate their path to leadership success. A Woman's Guide to Taking Her Place at the Leadership Table "It's time for women to take their places at the leadership tables alongside men. Why? Because the skills we developed at the foot of the table鈥攂ringing people together, building bridges across differences, and thinking outside the box鈥攁re in great demand. But to use this time and these skills to the greatest advantage, read this book. The authors have set a great meal for you...just devour it." 鈥...
EVERYDAY NEGOTIATION: NAVIGATING THE HIDDEN AGENDAS IN BARGAINING
Market_Desc: 路 General Business Readers路 Professionals at any Level路 Lawyers路 Negotiators路 Facilitators路 Conflict Resolution Audience路 MBA Students Special Features: 路 Foreword by William Ury of the Program on Negotiation at Harvard Law School and co-author of Getting to Yes路 A basic (and very useful guide) to negotiating in all types of settings and situations路 Filled with illustrative examples of successful everyday negotiations路 Deborah Kolb is a leader in the field of negotiation About The Book: Everyday Negotiation provides readers with a clear insightful guide to the common stumbling blocks of successful negotiations and how to overcome them. The authors show why you must pay as much attention to you own acts of self-sabotage as to the moves others make. Readers will learn that by bargaining more strategically, they can establish the terms of the negotiation while also encouraging open communication essential to a collaborative discussion.
What's Fair
What's Fair is a landmark collection that focuses exclusively on the crucial topic of ethics in negotiation. Edited by Carrie J. Menkel-Meadow and Michael Wheeler, What's Fair contains contributions from some of the best-known practitioners and scholars in the field including Roger Fisher, Howard Raiffa, and Deborah Kolb. The editors and distinguished contributors offer an examination of why ethics matter individually and socially, and explain the essential duties and values of negotiation beyond formal legal requirements. Throughout the book, these experts tackle difficult questions such as: What do we owe our counterparts (if anything) in the way of candor or disclosure? To what extent should we use financial or legal pressure to force settlement? Should we worry about whether an agreement is fair to all the parties, or the effects our negotiated agreements might have on others?
The Negotiator's Fieldbook
This book provides a comprehensive reference guide to negotiation and mediation. Negotiation skills can be learned--everything from managing fairness and power and understanding the other side and cultural differences to decision-making, creativity, and apology. Good negotiation is best approached from a multidisciplinary perspective that combines the best of theory and practice.
Working in the Service Society
Essays and case studies on "the problems of organizing and new models of unionism ... in the context of women's work culture, multiracial workplaces, contingent and part-time work, and participatory innovations to improve service and experience of work simultaneously."--Back cover.
