The five golden rules of negotiation [[electronic resource] /] / Philippe Korda

• Record Nr.: UNINA9910461504303321
• Autore: Korda Philippe
• Pubbl/distr/stampa: [New York, N.Y.] (222 East 46th Street, New York, NY 10017), : Business Expert Press, 2011
• ISBN: 1-78268-108-6; 1-60649-307-8
• Edizione: [1st ed.]
• Descrizione fisica: 1 online resource (223 p.)
• Collana: Human resource management and organizational behavior collection, , 1946-5645
• Disciplina: 302.3
• Soggetti: Negotiation; Electronic books.
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Bibliographic Level Mode of Issuance: Monograph
• Nota di bibliografia: Includes bibliographical references (p. [197]) and index.
• Nota di contenuto: Foreword -- Prologue -- Part I. Become an expert: master the five golden rules of negotiation -- 1. The crucial prerequisite -- 2. How to set your initial offer -- 3. How to respond to the other party's initial attacks -- 4. Never make a concession without getting something in return -- 5. How to avoid giving away more than necessary -- 6. How to guide negotiations to a successful conclusion -- Part II. Become a guru: anticipate your opponent's moves -- 7. How to distinguish apparent demands from real demands -- 8. How to shift the balance of power between buyer and seller -- 9. How to avoid the traps of professional negotiators -- 10. How to analyze and exploit decision-making processes -- Part III. Become a legend: develop exceptional negotiating skills -- 11. Get "the enemy" on your side -- 12. How to handle bluffs and detect lies -- 13. Dealing with difficult discussions, tactfully -- 14. "Take it or leave it": how to break the deadlock -- Epilogue -- Appendix: Carl Ritchie applies Margaret Peake's advice -- Notes -- Index.
• Sommario/riassunto: Reveals the art of negotiation and helps you get the skills needed in becoming a master negotiator in today's business environment. The first part of the book outlines the fundamentals of negotiating, while the second part is devoted to getting the reader to understand their ; opponent's interests and tactics during the negotiation process. Finally, you get the opportunity to learn how to strategize successfully.

The Cambridge handbook of violent behavior and aggression / / edited by Daniel J. Flannery, Alexander T. Vazsonyi, Irwin D. Waldman [[electronic resource]]

• Record Nr.: UNINA9910778121303321
• Pubbl/distr/stampa: Cambridge : , : Cambridge University Press, , 2007
• ISBN: 1-316-45037-6; 1-107-17540-2; 0-521-60785-X; 1-281-08521-9; 9786611085216; 0-511-81684-7; 0-511-34210-1; 0-511-34157-1; 0-511-34099-0; 0-511-56771-5; 0-511-34263-2
• Descrizione fisica: 1 online resource (xix, 817 pages) : digital, PDF file(s)
• Collana: Cambridge handbooks in psychology
• Disciplina: 303.601
• Soggetti: Violence; Aggressiveness; Deviant behavior; Antisocial personality disorders
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Title from publisher's bibliographic system (viewed on 05 Oct 2015).
• Nota di bibliografia: Includes bibliographical references and index.
• Nota di contenuto: Understanding violence / Patrick H. Tolan -- Origins of violent behavior over the life span / David P. Farrington -- A review of research on the taxonomy of life-course persistent versus adolescence-limited antisocial behavior / Terrie E. Moffitt -- Behavior-genetics of ; criminality and aggression / Soo Hyun Rhee and Irwin D. Waldman -- The genetics of aggression in mice / Stephen C. Maxson and Andrew Canastar -- The psychophysiology of aggression : autonomic, electrocortical, and neuro-imaging findings / Christopher J. Patrick and Edelyn Verona -- Biosocial bases of violence / Angela Scarpa and Adrian Raine -- Neurobiology of impulsive aggression : focus on serotonin and the orbitofrontal cortex / Royce Lee and Emil F. Coccaro -- The neuropsychology of violence / Jean R. Seguin, Patrick Sylvers and Scott O. Lilienfeld -- The interaction of nature and nurture in antisocial behavior / Kenneth A. Dodge and Michelle R. Sherrill -- Relational aggression and gender : an overview / Nicki R. Crick, Jamie M. Ostrov, and Yoshito Kawabata -- Personality dispositions and the development of violence and conduct problems / Benjamin B. Lahey and Irwin D. Waldman -- Personality and violence : the unifying role of structural models of personality / Daniel M. Blonigen and Robert F. Krueger -- Exposure to violence, mental health, and violent behavior / Daniel J. Flanney ... [et al.] -- Social-cognitive processes in the development of antisocial and violent behavior / Gregory S. Pettit and Jacquelyn Mize -- School violence / Gary D. Gottfredson and Denise C. Gottfredson -- Peers and violence : a two-sided developmental perspective / Frank Vitaro, Michel Boivin, and Richard E. Tremblay -- Youth gangs and violent behavior / Scott H. Decker -- Family violence / Richard J. Gelles -- Youth violence across ethnic and national groups : comparisons of rates and developmental processes / Alexander T. Vazsonyi, Elizabeth Trejos-Castillo, and Li Huang -- Adolescent dating abuse perpetration : a review of findings, methodological limitations, and suggestions for future research / Vangie A. Foshee and Rebecca A. Matthew -- Social networks and violent behavior / Dorothy L. Espelage, Stanley Wasserman, and Mark S. Fleisher -- Public health and violence : moving forward in a global context / Linda L. Dahlberg -- Cross-national research on violent victimization / Johan van Wilsem -- Violent juvenile delinquency : changes, consequences, and implications / James C. Howell and Megan Q. Howell -- Strain theory and violent behavior / Robert S. Agnew -- Self-control theory and criminal violence / Michael R. Gottfredson -- Why observing violence increases the risk of violent behavior by the observer / L. Rowell Huesmann and Lucyna Kirwil -- Violence and culture in the United States / Mark Warr -- Terrorism as a form of violence / Kevin J. Strom and Cynthia Irvin -- Therapeutic treatment approaches to violent behavior / Richard E. Heyman and Amy M. Smith Slep -- Psychopharmacology of violence / Markus J.P. Kruesi -- Social learning and violent behavior / Gary F. Jensen -- Substance use and violent behavior / Jeff M. Kretschmar and Daniel J. Flannery -- Poverty/socioeconomic status and exposure to violence in the lives of children and adolescents / Holly Foster, Jeanne Brooks-Gunn, and Anne Martin -- Social contagion of violence / Jeffrey Fagan, Deanna L. Wilkinson, and Garth Davies -- Studying aggression with structural equation modeling / Noel A. Card and Todd D. Little -- Overview of a semi-parametric, group-based approach for analyzing trajectories of development / Daniel S. Nagin -- Relocating violence : practice and power in an emerging field of qualitative research / Bowen Paulle -- Violent behavior and the science of prevention / Albert D. Farrell and Monique Vulin-Reynolds -- New directions in research on violence : bridging science, practice, and policy / Daniel J. Flannery, Alexander T. Vazsonyi, and Irwin D. Waldman.
• Sommario/riassunto: From a team of leading experts comes a comprehensive, multidisciplinary examination of the most current research including the complex issue of violence and violent behavior. The handbook examines a range of theoretical, policy, and research issues and ; provides a comprehensive overview of aggressive and violent behavior. The breadth of coverage is impressive, ranging from research on biological factors related to violence and behavior-genetics to research on terrrorism and the impact of violence in different cultures. The authors examine violence from international cross-cultural perspectives, with chapters that examine both quantitative and qualitative research. They also look at violence at multiple levels: individual, family, neighborhood, cultural, and across multiple perspectives and systems, including treatment, justice, education, and public health.