Screen LibraryNegotiating at work : turn small wins into big gains /
"Understand the context of negotiations to achieve better resultsNegotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more ess...
Saved in:
| Main Authors: | |
|---|---|
| Group Author: | |
| Published: |
Jossey-Bass, A Wiley Brand,
|
| Publisher Address: | San Francisco : |
| Publication Dates: | [2015] |
| Literature type: | Book |
| Language: | English |
| Edition: | First edition. |
| Subjects: | |
| Summary: |
"Understand the context of negotiations to achieve better resultsNegotiation has always been at the heart of solving problems at work. Yet today, when people in organizations are asked to do more with less, be responsive 24/7, and manage in rapidly changing environments, negotiation is more essential than ever. What has been missed in much of the literature of the past 30 years is that negotiations in organizations always take place within a context--of organizational culture, of prior negotiations, of power relationships--that dictates which issues are negotiable and by whom. When we negoti |
| Carrier Form: | xl, 243 pages ; 24 cm |
| Bibliography: | Includes bibliographical references (pages 187-228) and index. |
| ISBN: |
9781118352410 (hardback) : 1118352416 (hardback) |
| Index Number: | HD58 |
| CLC: | F715.4 |
| Call Number: | F715.4/K811-1 |
| Contents: |
You can't get what you want if you don't know what you want -- Recognizing opportunities and positioning to negotiated -- Anchoring, mindfulness, and preparing for problem solving -- Getting negotiations off the ground -- Building rapport and shifting gears : the power of a good opening -- Power at play in negotiations : moves and turns -- Managing the negotiation process : fostering problem solving -- From small wins to bigger gains. |