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The following sections are included:The Role of Gender in NegotiationSummary
Persistent link: https://www.econbiz.de/10011206352
The following sections are included:The ProblemDiagnosisA Strategy to Build CooperationTactics: Applying the Core Concerns FrameworkPreliminary EvaluationSummary
Persistent link: https://www.econbiz.de/10011206367
Negotiations take place in a wide array of forms, whether to resolve a dispute, get a better deal, or find new solutions that neither party could realize on their own. The first, and often the most important step toward successful negotiation is planning and preparation. According to Thompson...
Persistent link: https://www.econbiz.de/10011206368
When thinking about the two terms “creativity” and “negotiation,” common sense seems to say that those two do not go together well. However, as we will argue below, common sense is not a good counselor in this case. In this chapter, we illustrate that creativity plays a key role in...
Persistent link: https://www.econbiz.de/10011206395
The following sections are included:IntroductionDefinition of Negotiation StrategyBasic Negotiation Strategies3D NegotiationNegotiauctionsWhen Not to NegotiateConclusion
Persistent link: https://www.econbiz.de/10011206408
Negotiation is one of the most important aspects of selling and buying (Neslin and Greenhalgh, 1983) and is a very effective marketing vehicle (Roman and Iacobucci, 2010). The negotiations conducted while carrying out a sale involve two parties, a seller and a buyer, interacting voluntarily to...
Persistent link: https://www.econbiz.de/10011206412
The following sections are included:IntroductionPhysiology PrimerCompetitionCooperationConclusionAppendix: Glossary of the Physiological Terms Used
Persistent link: https://www.econbiz.de/10011206415
This chapter focuses on two wide-spread social and organizational phenomena: teams and negotiation. Understanding the intersection between teamwork and negotiation becomes vital in the era of globalization with its mounting competition and concomitant growing interdependencies among individuals,...
Persistent link: https://www.econbiz.de/10011206418
Negotiations occur when parties experience or anticipate interdependence. Negotiators may seek to acquire information or resources from others, resolve a dispute, or explore the possibility of creating something new by working together. During a negotiation, the parties use a variety of...
Persistent link: https://www.econbiz.de/10011206421
Helen looked around nervously. Jasmine had asked to meet at a restaurant to discuss the sale of the house. Both were realtors and were discussing the division of commission on the new block of condominiums that were for sale. Helen checked her watch and looked around nervously again. Had she got...
Persistent link: https://www.econbiz.de/10011206429