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Negotiating Genuinely
Master the delicate art of balancing competition and cooperation: “A powerful guide that will help you redo something you do every day.” —Karl E. Weick, coauthor of Managing the Unexpected We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But what if you could just be you in business? Taking a positive approach, this concise book distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely. One of the most fundamental and challenging battlegrounds in our work lives, negotiation calls on us to both compete and cooperate to do our jobs well and achieve extraordinary resu...
Exploring Positive Identities and Organizations
In the new world of work and organizations, creating and maintaining a positive identity is consequential and challenging for individuals, for groups and for organizations. New challenges for positive identity construction and maintenance require new theory. This edited volume uncovers new topics and new theoretical approaches to identity through the specific focus on positive identities of individuals, groups, organizations and communities. This volume aims to forge new ground in identity research and organizations through a compilation of new frame-breaking chapters on positive identity written by leading identity scholars. In chapters that build theoretical and empirical bridges between i...
New Issues and Paradigms in Research on Social Dilemmas
Readers need look no further if they seeking an edited volume compiled to present the latest developments in the field of social dilemma research. Social dilemmas are situations when there is a conflict between self-interest and collective interest. This work examines under what circumstances people make decisions that are in line with the collective interest as well as investigating what can increase the likelihood of cooperation. Three man sections mirror the different levels of analysis: individual, group, and societal.
Theory and Practice of Sociosensitive and Socioactive Systems
Interactive adaptive systems increasingly become part of our everyday life. Which factors could shape this development and under which conditions will interactions with technical systems be deemed socially appropriate? The "FActors of Social Appropriateness" (FASA) Model presented in this Open Access-book provides a structured approach to our understanding of social appropriateness in human-technology interaction. The FASA Model serves to inform design choices for sociosensitive and socioactive artificial assistants.
How to Be a Positive Leader
The field of positive leadership continues to expand. Building on the practical tools and philosophy in Kim Cameron's books (including Positive Leadership, over 30,000 copies sold), this edited volume brings the best research from fourteen scholars and translates it into plain English for organizations.
Negotiation Excellence: Successful Deal Making (2nd Edition)
Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.
Negotiating Globally
When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. 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, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest researc...
The Drama of the Commons
The "tragedy of the commons" is a central concept in human ecology and the study of the environment. It has had tremendous value for stimulating research, but it only describes the reality of human-environment interactions in special situations. Research over the past thirty years has helped clarify how human motivations, rules governing access to resources, the structure of social organizations, and the resource systems themselves interact to determine whether or not the many dramas of the commons end happily. In this book, leaders in the field review the evidence from several disciplines and many lines of research and present a state-of-the-art assessment. They summarize lessons learned an...
Social Decision Making
This book, in honor of David Messick, is about social decisions and the role cooperation plays in social life. Noted contributors who worked with Dave over the years will discuss their work in social judgment, decision making and ethics which was so important to Dave. The book offers a unique and valuable contribution to the fields of social psychology and organizational behavior. Ethical decision making, a central focus of this volume, is highly relevant to current scholarship and research in both disciplines. The volume will be suitable for graduate level courses in organizational behavior, social psychology, business ethics, and sociology.
The Oxford Handbook of Positive Organizational Scholarship
Revised edition of: Oxford handbook of positive psychology and work / edited by P. Alex Linley, Susan Harrington, Nicola Garcea. -- Oxford; New York: Oxford University Press, 2010.
