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Entrepreneurial Negotiation : Understanding and Managing the Relationships that Determine Your Entrepreneurial Success

Dinnar, Samuel; Susskind, Lawrence - 2019

The great majority of startups fail, and most entrepreneurs who have succeeded have had to bounce back from serious mistakes. Entrepreneurs fumble key interactions because they don’t know how to handle the negotiation challenges that almost always arise. They mistakenly believe that deals are...

Persistent link: https://www.econbiz.de/10012395928

The Palgrave Handbook of Cross-Cultural Business Negotiation

Khan, Mohammad Ayub (ed.); Ebner, Noam (ed.) - 2019

Global business management issues and concerns are complex, diverse, changing, and often intractable. Industry actors and policy makers alike rely upon partnerships and alliances for developing and growing sustainable business organizations and ventures. As a result, global business leaders must...

Persistent link: https://www.econbiz.de/10012396096

Group Decision and Negotiation. A Socio-Technical Perspective : 17th International Conference, GDN 2017, Stuttgart, Germany, August 14-18, 2017, Proceedings

Schoop, Mareike (ed.); Kilgour, D. Marc (ed.) - 2017

This book constitutes the refereed proceedings of the 17th International Conference on Group Decision and Negotiation, GDN 2017, held in Stuttgart, Germany, in August 2017. The field of Group Decision and Negotiation focuses on decision processes with at least two participants and a common goal...

Persistent link: https://www.econbiz.de/10012396242

Real Leaders Negotiate! : Gaining, Using, and Keeping the Power to Lead Through Negotiation

Salacuse, Jeswald W. - 2017

This book examines the central role of negotiation in gaining, exercising, and retaining leadership within organizations, large and small, public and private. Its aim is to instruct readers on the way to use negotiation to lead effectively. For far too long conventional wisdom has proposed that...

Persistent link: https://www.econbiz.de/10012396271

Negotiating Business Narratives : Fables of the Information Technology, Automobile Manufacturing, and Financial Trading Industries

Borins, Sandford; Herst, Beth - 2018

This book challenges the widely-held belief that popular narratives about business are invariably critical. It develops a more nuanced analytic model of private sector narrative and applies it to 63 recent narrative texts (movies, histories, biographies) produced in the US dealing with three...

Persistent link: https://www.econbiz.de/10012396422

Group Decision and Negotiation. Theory, Empirical Evidence, and Application : 16th International Conference, GDN 2016, Bellingham, WA, USA, June 20-24, 2016, Revised Selected Paper...

Vetschera, Rudolf (ed.); Bajwa, Deepinder (ed.); … - 2017

This book constitutes revised selected papers from the 16th International Conference on Group Decision and Negotiation, GDN 2016, held in Bellingham, WA, USA, in June 2016. The GDN meetings aim to bring together researchers and practitioners from a wide spectrum of fields, including economics,...

Persistent link: https://www.econbiz.de/10012396497

Advanced Negotiation Techniques

McCarthy, Alan - 2015

Advanced Negotiation Techniques provides a wealth of material in a winning combination of practical experience and good research to give you a series of tools, techniques, and real-life examples to help you achieve your negotiation objectives. For 25 years and across 40 countries, the Resource...

Persistent link: https://www.econbiz.de/10012402029

Infrastructure Public-Private Partnerships : Decision, Management and Development

Cruz, Carlos Oliveira - 2013

Economic development and social welfare depend on the existence of effective and efficient infrastructure systems, particularly in health, energy, transportation and water, many of which are developed and managed through Public-Private Partnerships (PPPs). However, empirical evidence suggests...

Persistent link: https://www.econbiz.de/10014016693

Erfolgreiche Verhandlungen mit dem 3D-Effekt : Leitfaden für die Praxis im B2B-Vertrieb

Przybylski, Frank - 2018

Verhandlung -- Dritte Dimension des Verhandelns - Ihr Gegenüber in der Verhandlung. … nächsten Verhandlung denken? Kann ich meinem Gesprächspartner trauen? Wie setze ich mich erfolgreich gegen Taktiken und … Zugeständnisse in meiner letzten Verhandlung gemacht? Frank Przybylski bietet Ihnen Handlungsoptionen und zeigt, wie Sie Ihre …

Persistent link: https://www.econbiz.de/10014019077

Strategic Facilitation of Complex Decision-Making : How Process and Context Matter in Global Climate Change Negotiations

Hernández, Ariel Macaspac - 2014

Introduction -- The Climate Change Negotiations - The Value of Context and Modeled Experience -- Understanding the Conflictual Relations in the Global Climate Talks -- Strategic Facilitation of Global Climate Negotiations - Opportunities and Intervention -- Conclusion.

Persistent link: https://www.econbiz.de/10014020421