Negotiation [[electronic resource] ] : strategies for mutual gain : the basic seminar of the Program on negotiation at Harvard Law School / / Lavinia Hall, editor
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| Titolo: |
Negotiation [[electronic resource] ] : strategies for mutual gain : the basic seminar of the Program on negotiation at Harvard Law School / / Lavinia Hall, editor
|
| Pubblicazione: | Newbury Park ; ; London, : SAGE, c1993 |
| Descrizione fisica: | 1 online resource (229 p.) |
| Disciplina: | 158.5 |
| 302.3 | |
| Soggetto topico: | Conflict management |
| Interpersonal conflict | |
| Negotiation | |
| Soggetto genere / forma: | Electronic books. |
| Altri autori: |
HallLavinia
|
| Note generali: | Description based upon print version of record. |
| Nota di bibliografia: | Includes bibliographical references and index. |
| Nota di contenuto: | 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 Relations |
| Chapter 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 Authors | |
| Sommario/riassunto: | With 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. |
| Titolo autorizzato: | Negotiation |
| ISBN: | 0-8039-4849-2 |
| 1-4522-4277-1 | |
| 1-322-41462-9 | |
| 1-4522-6247-0 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910480166703321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |