03087nam 2200625 a 450 991048016670332120170814172905.00-8039-4849-21-4522-4277-11-322-41462-91-4522-6247-0(CKB)2550000000105651(EBL)997011(OCoLC)809773765(SSID)ssj0000675769(PQKBManifestationID)12288208(PQKBTitleCode)TC0000675769(PQKBWorkID)10672029(PQKB)11003745(MiAaPQ)EBC997011(OCoLC)809969544(StDuBDS)EDZ0000085660(EXLCZ)99255000000010565120120523d1993 fy 0engur|n|---|||||txtccrNegotiation[electronic resource] strategies for mutual gain : the basic seminar of the Program on negotiation at Harvard Law School /Lavinia Hall, editorNewbury Park ;London SAGEc19931 online resource (229 p.)Description based upon print version of record.1-4522-2909-0 0-8039-4850-6 Includes bibliographical references and index.Cover; Contents; Introduction; Part I - Frameworks for Effective Negotiation; Chapter 1 - Negotiation Power: Ingredients in an Ability to Influence the Other Side; Chapter 2 - The Neutral Analyst: Helping Parties to Reach Better Solutions; Chapter 3 - Facilitated Collaborative Problem Solving and Process Management; Part II - Applying Mutual Gains to Organizations; Chapter 4 - The Courthouse and Alternative Dispute Resolution; Chapter 5 - Resolving Public Disputes; Chapter 6 - Why the Labor Management Scene Is Contentious; Chapter 7 - Searching for Mutual Gains in Labor RelationsChapter 8 - Options and Choice for Conflict Resolution in the WorkplacePart III - Perspectives on Individual Negotiators; Chapter 9 - Conflict From a Psychological Perspective; Chapter 10 - Her Place at the Table: Gender and Negotiation; Chapter 11 - Style and Effectiveness in Negotiation; Part IV - Appendices; I. Sample Curriculum on Negotiation and Dispute Resolution; II. Case Clearinghouse Materials; Bibliography; Index; About the AuthorsWith contributions from top scholars in the field of negotiation, this volume blends technique with theory to present frameworks for effective negotiating, analyses of person-to-person negotiating situations and applications in organizational settings.Conflict managementInterpersonal conflictNegotiationElectronic books.Conflict management.Interpersonal conflict.Negotiation.158.5302.3Hall Lavinia1029037StDuBDSStDuBDSBOOK9910480166703321Negotiation2445267UNINA