negotiation closing deals settling disputes and making team decisions

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Negotiation Closing Deals Settling Disputes And Making Team Decisions

Author : David S. Hames
ISBN : 9781412973991
Genre : Business & Economics
File Size : 40. 47 MB
Format : PDF, ePub
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This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied in practice, role-playing exercises that enable students to hone their skills, and questionnaires that assess personal qualities that can influence negotiation processes and outcomes.

Teaching Ethics Across The Management Curriculum

Author : Kemi Ogunyemi
ISBN : 9781606497951
Genre : Business & Economics
File Size : 81. 89 MB
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The chief executive officer (CEO) of a corporation and his or her executive team are responsible for the management of the business and its continued operating and financial success. The CEO and executive team are almost always highly compensated and the relative total compensation has mushroomed over time. Most of the compensation now is designed to be performance-based, but leading to charges that executives have incentives to manipulate corporate earnings and stock price in the short-term for their own self interests. The compensation at some companies became so egregious that compensation again became a major public policy issue subject to federal regulation. Executive Compensation focuses on the major topics related to executive compensation—present, past, and future. First, is understanding what executive compensation is, including composition and objectives of pay contracts. Second, how do specific compensation agreements affect corporate behavior and performance? Third, what are the major components, including how and what are accounted for and disclosed? How is compensation, especially executive compensation, accounted for—that is, what are the calculations and journal entries required? Fourth, what does historical analysis tell us about the topic, especially how contractual decisions have been made and what has worked. Finally, what is in store for the future—both expected compensation agreements and what the compensation incentives suggest for future corporate decisions on operations and accounting manipulation.

Health Sciences Collection Management For The Twenty First Century

Author : Susan K. Kendall
ISBN : 9781442274228
Genre : Language Arts & Disciplines
File Size : 31. 76 MB
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Health Sciences Collection Management for the Twenty-First Century is intended for those with any level of experience in health sciences collection management. This book from the authoritative Medical Library Association starts with the context of health sciences publishing and covers the foundations of selection, budgeting, and management. It won’t tell new librarians what to buy but will give them background and criteria that should go into their selections. However, the focus of this book is not only on best practices but also on the big picture and the deeper changes in the field that affect decision making. Subjects not always covered in many collection development textbooks such marketing or accessibility are included because they are part of the larger collections landscape. Chapter contributors bring their own perspectives to the topics. Stories of different libraries’ experiences bring interesting topics to the forefront in practical, specific, and timely detail. While whole books have been written that go into some of these topics more in depth on their own, the treatment of each topic here focuses on the unique perspective and concerns of the collection manager.

Getting To Yes

Author : Roger Fisher
ISBN : 1101539542
Genre : Business & Economics
File Size : 43. 41 MB
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The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken. From the Trade Paperback edition.

Proceedings Of Iac 2018 In Vienna

Author : Group of Authors
ISBN : 9788088203063
Genre : Education
File Size : 22. 15 MB
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International Academic Conferences: Teaching, Learning and E-learning (IAC-TLEl 2018) and Management, Economics and Marketing (IAC-MEM 2018) and Engineering, Transport, IT and Artificial Intelligence (IAC-ETITAI 2018)

Strategic Negotiations

Author : Richard E. Walton
ISBN : 0801486971
Genre : Business & Economics
File Size : 87. 72 MB
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Strategic Negotiations makes a significant contribution to the literature on strategic choice (the explicit structuring by management and labor of business and bargaining strategies that use the economic and political environment as a framework to create bargaining power). The authors intentionally build upon previous work in A Behavioral Theory of Labor Negotiations, but this book also is a successful application of the three-tiered collective bargaining theory first developed in The Transformation of American Industrial Relations. Although scholars have identified strategic initiatives in the collective bargaining relationship, recent research has continued to emphasize economic explanations. This book provides an alternative framework of analysis. . . . [Strategic Negotiations] provides abundant evidence, both theoretical and empirical, that the traditional concerns of industrial relations researchers are still relevant.—Industrial and Labor Relations Review

D Nyas Leti Im Rehberi

Author : Tamer Kütükçü
ISBN : 9786051553474
Genre : Social Science
File Size : 69. 34 MB
Format : PDF
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İş Dünyası İletişim Rehberi’nde, öncelikle iletişimin ne olduğu, niteliği ve kayıpları/sorunları nelerin teşkil ettiği vb. hususların tartışıldığı bir giriş bölümü oluşturulmuş; sonrasında da iletişim, yazılı ve sözlü olmak kaydıyla iki ana başlığa ayrılarak, incelenmiştir. Bu bağlamda yazılı iletişimde meselelerin ekserisini teşkil eden rapor iş mektuplarında ikna ediciliğin nasıl temin edileceği, e-posta vb. sanal iletişim kanallarında hedefe yönelik etkili söyleme nasıl ulaşılacağı, metinler aracılığıyla olan tartışma ve polemiklerden galip ayrılmayı sağlayacak dilsel stratejiler, başarılı bir reklam metni üretiminde kritik noktaların neler olduğu, yazılı iletişimde detaylar: sorunlar ve bunlardan kaçınma kılavuzu, hızlı ve nitelikli okuma teknikleri gibi hususlar üzerinde durulmuş; sözlü iletişimde ise, sunum brifinglerde ikna ediciliğin ne şekilde sağlanacağı, mülakat ve iş görüşmelerinde hedefe yönelik etkili söylemin hangi stratejilere bağlı olarak temin edileceği, toplantılarda görüş ayrılıklarına dayalı tartışma ve polemiklerden galip ayrılma taktikleri, tanıtım ve pazarlama sunularında başarıya götüren kritik noktaların neler olduğu, müzakerelerde daima kazanan olmanın sırları, psikoloji, bilinçdışı ve dil ekseninde yeni bir iletişim modeli olarak NLP ile etkili ve nitelikli dinleme teknikleri gibi konular irdelenmiştir. Söz konusu mevzulara ilişkin kritik noktaları teker teker ele almak ve bu bağlamda çeşitli dilsel strateji ve taktiklerden istifade ile nasıl çok daha verimli bir iletişim zemini kurulabileceğini göstermek, bu çalışmadaki öncelikli hedeflerin başında gelmektedir. [ Ötüken Neşriyat ]

3 D Negotiation

Author : David A. Lax
ISBN : 9781422143445
Genre : Business & Economics
File Size : 38. 58 MB
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When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

The Founder S Dilemmas

Author : Noam Wasserman
ISBN : 9781400841936
Genre : Business & Economics
File Size : 77. 72 MB
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Often downplayed in the excitement of starting up a new business venture is one of the most important decisions entrepreneurs will face: should they go it alone, or bring in cofounders, hires, and investors to help build the business? More than just financial rewards are at stake. Friendships and relationships can suffer. Bad decisions at the inception of a promising venture lay the foundations for its eventual ruin. The Founder's Dilemmas is the first book to examine the early decisions by entrepreneurs that can make or break a startup and its team. Drawing on a decade of research, Noam Wasserman reveals the common pitfalls founders face and how to avoid them. He looks at whether it is a good idea to cofound with friends or relatives, how and when to split the equity within the founding team, and how to recognize when a successful founder-CEO should exit or be fired. Wasserman explains how to anticipate, avoid, or recover from disastrous mistakes that can splinter a founding team, strip founders of control, and leave founders without a financial payoff for their hard work and innovative ideas. He highlights the need at each step to strike a careful balance between controlling the startup and attracting the best resources to grow it, and demonstrates why the easy short-term choice is often the most perilous in the long term. The Founder's Dilemmas draws on the inside stories of founders like Evan Williams of Twitter and Tim Westergren of Pandora, while mining quantitative data on almost ten thousand founders. People problems are the leading cause of failure in startups. This book offers solutions.

Negotiating International Business

Author : Lothar Katz
ISBN : UCLA:L0099971780
Genre : Business & Economics
File Size : 27. 71 MB
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Negotiating International Business is a comprehensive reference guide designed to aide business people when dealing with foreign counterparts. It explains fundamental aspects of international business negotiations, culture-specific expectations and practices, as well as numerous techniques used by international negotiators. Here is the advice you need in order to be successful by adjusting business, personal, and social behaviors as required in any of 50 countries around the world.

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