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Elgar Advanced Introductions are stimulating and thoughtful
introductions to major fields in the social sciences, business and
law, expertly written by the world's leading scholars. Designed to
be accessible yet rigorous, they offer concise and lucid surveys of
the substantive and policy issues associated with discrete subject
areas. Providing a comprehensive overview of the key theories and
concepts that have guided the field of negotiation for several
decades, Leigh Thompson and Cynthia Wang demonstrate how
collaborative multi-disciplinary research has enriched the study of
negotiation. Key Features: Reviews the fundamental constructs,
measures and terms that are widely used in research and teaching
Examines how individual characteristics, situational contexts and
ethical considerations of the negotiator influence negotiation
processes and outcomes Traces the roots of modern negotiation
research and theory back to its economic and psychological origins,
and outlines how behavioural decision-making and social utility
research has shaped the contemporary study of negotiation
Cross-disciplinary in scope, this incisive Advanced Introduction
will be an invaluable tool for early career academics of
psychology, sociology, economics, and communication studies
interested in conducting research on and teaching negotiation. MBA
students will also benefit from its accessible overview of the
history, key constructs and latest findings related to negotiation.
Elgar Advanced Introductions are stimulating and thoughtful
introductions to major fields in the social sciences, business and
law, expertly written by the world's leading scholars. Designed to
be accessible yet rigorous, they offer concise and lucid surveys of
the substantive and policy issues associated with discrete subject
areas. Providing a comprehensive overview of the key theories and
concepts that have guided the field of negotiation for several
decades, Leigh Thompson and Cynthia Wang demonstrate how
collaborative multi-disciplinary research has enriched the study of
negotiation. Key Features: Reviews the fundamental constructs,
measures and terms that are widely used in research and teaching
Examines how individual characteristics, situational contexts and
ethical considerations of the negotiator influence negotiation
processes and outcomes Traces the roots of modern negotiation
research and theory back to its economic and psychological origins,
and outlines how behavioural decision-making and social utility
research has shaped the contemporary study of negotiation
Cross-disciplinary in scope, this incisive Advanced Introduction
will be an invaluable tool for early career academics of
psychology, sociology, economics, and communication studies
interested in conducting research on and teaching negotiation. MBA
students will also benefit from its accessible overview of the
history, key constructs and latest findings related to negotiation.
For undergraduate and graduate-level business courses that coverthe
skills of negotiation. Delve into the mind and heart of the
negotiator to enhance yournegotiation skills The Mind and Heart of
the Negotiator isdedicated to individuals who want to improve their
ability to negotiate-whetherin multimillion-dollar business deals
or personal interactions. This textexplains what to do and what to
avoid at the bargaining table, facilitated byan integration of
theory, scientific research, and real-world application.The 7th
Edition contains new and updated exercises,statistics, and examples
from business, politics, and personal life spanningthe globe to
illustrate effective, as well as ineffective, negotiation
skills.Armed with these, students will be ready to improve their
relational as well aseconomic outcomes.
Stop Wasting Precious Time and Money You have a complex problem at
work, and you know the standard solutions: hire a consultant,
enlist a superstar employee, have more meetings about it. In short,
spend money and hours to dig your way out. But you've been down
this road before--the so-called solution consumes your time,
dollars, and resources, and yet the problem still reappears. There
is a way out of this cycle. Organizational researchers Tanya Menon
and Leigh Thompson, experts in collaboration and creativity,
identify five spending traps that lead to this wasteful "action
without traction": The Expertise Trap: recycling old solutions on
current problems The Winner's Trap: investing additional resources
into failing projects The Agreement Trap: avoiding conflict to feel
like a team player The Communication Trap: communicating too
frequently over too many channels The Macromanagement Trap:
assuming your employees don't need your direction Menon and
Thompson combine their own research with other findings in
psychology to provide strategies to break these unproductive habits
and refine your skills as a manager. From shaping problems in new
ways and learning from failure through experimentation, to
stimulating productive conflict and structuring coordinated
conversations, you can escape these traps and discover the value
hidden in your organization--without spending a dime.
Everybody negotiates at various points every day, be it in life or
business, and it's important to get it right. On average, people
leave about 20% of potential mutual gains untapped in any
negotiation. This is akin to taking 20% of the value in any deal
and dumping it into a garbage canister. Finding that hidden 20%,
the "sweet spot," is a skill that takes practice but is also one
that anybody can learn. Leigh Thompson offers best practices and
tools within this book to use in daily negotiations and conflict
situations. She calls these strategies "hacks" because they work
but don't require a lot of investment, training, expense, and time.
You don't have to be a CEO, senior VP, or regional brand manager to
learn how to find the sweet spot in life's negotiations. In
Negotiating the Sweet Spot, benefits include learning the
following: Understanding where the sweet spot is in the deals you
negotiate Adopting a big-picture mind-set when approaching any
negotiation Seeing negotiations less as win-lose battles and more
as opportunities to use problem-solving skills Utilizing a tool kit
of "hacks" that will work in any negotiation and have been proven
effective by a top expert in the field Negotiating the Sweet Spot
walks people of all skill and experience levels through simple and
proven techniques that are sure to result in better outcomes for
all parties and that uncover the hidden value that exists in any
negotiation.
Embracing the Counterintuitive Side of Collaboration Think of your
to-do list at work. Chances are the most important tasks require
you to work with others--and the success of those endeavors depends
on the effectiveness of your collaboration. According to management
expert Leigh Thompson, collaboration that is conscious, planned,
and focused on generating new ideas builds excitement and produces
what she calls a "creative conspiracy." Teams that conspire to
organize themselves, motivate one another, and combine their
talents to meet creative challenges are the hallmark of the most
successful organizations. In this book, Thompson reveals the keys
to the kind of collaboration that allows teams to reach their full
creative potential and maximize their results. She also reveals a
host of surprising findings; for example: * Left to their own
devices, teams are less creative than individuals * Providing
"rules" to teams actually increases inventiveness * Striving for
quality results in less creativity than striving for quantity *
Fluctuating membership enhances a team's innovation * Most leaders
cannot articulate the four basic rules of brainstorming Thompson
combines broad-ranging research with real-life examples to offer
strategies and practices designed to help teams and their leaders
capitalize on what actually works when it comes to creative
collaboration. Creative Conspiracy challenges managers to adopt an
unconventional approach to leading teams that, done right, will
lead to the creative success of every team--and every organization.
Learn to be a world-class negotiator: get what you want and need
out of any negotiation Here, top negotiations expert Leigh Thompson
brings together 50+ proven negotiation principles and bite-size,
easy-to-use techniques that work Now fully updated, this edition
contains brand-new "truths" for negotiating successfully across
generations and cultures, negotiating in virtual environments, and
more. Thompson provides realistic game plans that work in any
negotiation situation and shows how to create win-win deals by
leveraging carefully collected information. Thompson also helps you
effectively lay claim to part of the win-win goldmine, and more.
You'll learn how to handle less-than-perfect situations, such as
getting called on a bluff, establishing trust with someone you
don't trust, recognizing when to walk away, negotiating with people
you don't like -- and conversely, negotiating with people you love.
Thompson guides you every step of the way, helping you plan
strategy, understand your "best alternative to a negotiated
agreement," make the first offer, control the process (and your
emotions), resolve difficult disputes, and achieve the goals that
matter most.
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