Negotiating Genuinely

Master the delicate art of balancing competition and cooperation: “A powerful guide that will help you redo something you do every day.” —Karl E. Weick, coauthor of Managing the Unexpected We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But what if you could just be you in business? Taking a positive approach, this concise book distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely. One of the most fundamental and challenging battlegrounds in our work lives, negotiation calls on us to both compete and cooperate to do our jobs well and achieve extraordinary results. But, the biggest challenge in a negotiation is to be strategic while also being real. Shirli Kopelman, executive director of the International Association for Conflict Management, argues that this duality is both possible and powerful. In Negotiating Genuinely, she teaches how to reconcile the disparate hats you wear in everyday life—with families, friends, and colleagues—bringing one “integral hat” to the negotiation table. Kopelman develops and shares techniques that illuminate this approach—and exercises along the way help you negotiate more naturally, positively, and successfully.

Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.

Negotiation: Moving From Conflict to Agreement helps students see how negotiation is all around them. Using every day and business examples, authors Kevin W. Rockmann, Claus W. Langfred, and Matthew A. Cronin explain how to negotiate with an emphasis on when and why to use certain tactics and approach. Focusing on the psychology of negotiation levers such as reciprocity, uncertainty, power, and alternatives, the text helps students understand all the ways they can negotiate to create value. Packed with practical advice, integrated coverage of ethics, cases, and role-playing exercises, this compelling new text takes an applied approach to negotiation, allowing students to gain confidence and experience as they practice honing their own negotiation skills. Included with this title: The password-protected Instructor Resource Site (formally known as SAGE Edge) offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides.

This book examines countries that have tried, with varying degrees of success, to use legislative strategies to encourage and support collective bargaining, including Australia’s Fair Work Act. It is the first major study of the operation and impact of the new collective bargaining framework introduced under the Fair Work Act, combining theoretical and practical perspectives. In addition, a number of comparative pieces provide rich insights into the Australian legislation’s adaptation of concepts from overseas collective bargaining systems – including good faith bargaining, and majority employee support as the basis for establishing bargaining rights. Contributors to this volume are all leading labor law, industrial relations, and human resource management scholars from Australia, and from Britain, Canada, New Zealand and the United States.

"What is a paradox? Why are cross-cultural paradoxes essential for understanding the changes that are occurring because of globalization? Encompassing a wide variety of areas including leadership, cross-cultural negotiations, immigration, religion, economic development, and business strategy, Paradoxes of Culture and Globalization develops 93 cross-cultural paradoxes essential for understanding globalization." "This is a text for advanced undergraduate and graduate courses such as International Management, International Business, Comparative Management, World Business Environment, Cross-Cultural Management, Cross-Cultural Communications, and Cultural Anthropology in the departments of business and management, communication, and anthropology. It is also appropriate for management training and education."--BOOK JACKET.

The inside story of the booming video game industry from the late 1990s to the present, as told by the Managing Director of Ubisoft's Massive Entertainment (The Division, Far Cry 3, Assassin's Creed: Revelations). At Massive Entertainment, a Ubisoft studio, a key division of one of the largest, most influential companies in gaming, Managing Director Polfeldt has had a hand in some of the biggest video game franchises of today, from Assassin's Creed to Far Cry to Tom Clancy's The Division, the fastest-selling new series this generation which revitalized the Clancy brand in gaming. In The Dream Architects, Polfeldt charts his course through a charmed, idiosyncratic career which began at the dawn of the Sony PlayStation and Microsoft Xbox era -- from successfully pitching an Avatar game to James Cameron that will digitally create all of Pandora to enduring a week-long survivalist camp in the Scandinavian forest to better understand the post-apocalyptic future of The Division. Along the way, Polfeldt ruminates on how the video game industry has grown and changed, how and when games became art, and the medium's expanding artistic and storytelling potential. He shares what it's like to manage a creative process that has ballooned from a low-six-figure expense with a team of a half dozen people to a transatlantic production of five hundred employees on a single project with a production budget of over a hundred million dollars. A rare firsthand account of the golden age of game development told in vivid detail, The Dream Architects is a seminal work about the biggest entertainment medium of today.

Following a national referendum on 23rd June 2016, the UK announced its intention to end its decades-long membership of the EU, perhaps the most dramatic and important change in national policy since 1945. That decision initiated a process of complex negotiations aimed at making the arrangements required for an "orderly Brexit". The UK's Withdrawal from the EU explores the UK's departure from the EU from a legal perspective: Michael Dougan provides a critical analysis of the final EU-UK Withdrawal Agreement, including explorations of the future protection of citizens' rights, the border between Ireland and Northern Ireland, and the prospects for future EU-UK relations in fields such as trade and security. These explorations also include an analysis of the primary problems that arose during the Brexit negotiation process and various constitutional principles relevant to EU withdrawal law.

We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to: • Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements that satisfies both sides' needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!