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Negotiation and Persuasion
How to be more persuasive and successful in negotiations: the science of winning people over with a fair and cooperative attitude Scientific research shows that the most successful negotiators analyze the situation thoroughly, self-monitor wisely, are keenly aware of interpersonal processes during the negotiation – and, crucially, enter negotiations with a fair and cooperative attitude. This book is a clear and compact guide on how to succeed by means of such goal-oriented negotiation and cooperative persuasion. Readers learn models to understand and describe what takes place during negotiations, while numerous figures, charts, and checklists clearly summarize effective strategies for analyzing context, processes, competencies, and the impact of our own behavior. Real-life case examples vividly illustrate the specific measures individuals and teams can take to systematically improve their powers of persuasion and bargaining strength. The book also describes a modern approach to raising negotiation competencies as part of personnel development, making it suitable for use in training courses as well as for anyone who wants to be a more persuasive and successful negotiator.
Stranger Magic
Our foremost theorist of myth, fairytale, and folktale explores the magical realm of the imagination where carpets fly and genies grant prophetic wishes. Stranger Magic examines the profound impact of the Arabian Nights on the West, the progressive exoticization of magic, and the growing acceptance of myth and magic in contemporary experience.
Tools and Algorithms for the Construction and Analysis of Systems
This book constitutes the refereed proceedings of the 13th International Conference on Tools and Algorithms for the Construction and Analysis of Systems, TACAS 2007, held in Braga, Portugal. Coverage includes software verification, probabilistic model checking and markov chains, automata-based model checking, security, software and hardware verification, decision procedures and theorem provers, as well as infinite-state systems.
Algebra and Coalgebra in Computer Science
This book constitutes the refereed proceedings of the First International Conference on Algebra and Coalgebra in Computer Science, CALCO 2005, held in Swansea, UK in September 2005. The biennial conference was created by joining the International Workshop on Coalgebraic Methods in Computer Science (CMCS) and the Workshop on Algebraic Development Techniques (WADT). It addresses two basic areas of application for algebras and coalgebras – as mathematical objects as well as their application in computer science. The 25 revised full papers presented together with 3 invited papers were carefully reviewed and selected from 62 submissions. The papers deal with the following subjects: automata and...
Handbuch der Arbeits- und Organisationspsychologie
Die Arbeits- und Organisationspsychologie hat sich zu einem breiten Fachgebiet entwickelt, das auf solidem wissenschaftlichem Fundament vielfältigen Anwendungsnutzen zu bieten hat. In Form von 95 Beiträgen vermittelt das Handbuch in komprimierter Weise die Essenz des heutigen Wissens auf diesem Gebiet. Auf der Basis der wichtigsten Theorien und Methoden spannen die Beiträge einen weiten Bogen, der von der Arbeitsgestaltung über individuelles und Gruppenverhalten, Personalgewinnung und -auswahl bis zur Veränderung von Organisationen reicht. Neben den traditionell wichtigen Fragestellungen des Fachgebiets werden auch neuere, aktuelle Themen behandelt, wie z.B. neue Organisationsformen der...
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