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Cover Art
PRINTED BOOKS
Author Nikolopoulos, Andreas, 1949-

Title Negotiating strategically : one versus all / Andreas Nikolopoulos.

Published Basingstoke, England ; New York : Palgrave Macmillan, 2011.

Copies

Location Call No. Status
 UniM Giblin Eunson  658.4052 NIKO    AVAILABLE
Physical description xviii, 188 pages : illustrations ; 24 cm
Notes Includes index.
Contents Chapter 1 Introduction 1 -- 1.1 Why we negotiate and when 1 -- Chapter 2 Conflict, power and negotiation 4 -- 2.1 Forms of direct negotiation 6 -- 2.2 Virtual negotiation and isolated acts 6 -- 2.3 Effective negotiations 7 -- 2.4 Principles of a general model for conflict handling 9 -- 2.5 Stages of the conflict model 12 -- 2.6 Summary 16 -- Chapter 3 Forming initial behavior 17 -- 3.1 Possible desired behaviors 17 -- 3.2 Three components of behavior 19 -- 3.3 Structure of relationships 20 -- 3.4 Cost of conflicts 27 -- 3.5 Conflict ability 34 -- 3.6 Desire to engage in conflicts 37 -- 3.7 Summary 49 -- 3.8 Moving on to the next stage 51 -- Chapter 4 Power budget 53 -- 4.1 Components of relationship fields 55 -- 4.2 Negotiating behaviors within the fields 56 -- 4.3 Relationships between fields 56 -- 4.4 Cost of conflict within fields 61 -- 4.5 Conflict ability within fields 67 -- 4.6 Behavior formation within fields 70 -- 4.7 Summary 78 -- Chapter 5 Conditions and efficiency 84 -- 5.1 Sources of efficiency 84 -- 5.2 Types and content of conditions 92 -- 5.3 Conditions: characterization and measurements 109 -- 5.4 Efficiency: preservation and improvement 113 -- 5.5 Summary 119 -- 5.6 Moving on to the next stage 121 -- Chapter 6 Evaluation of consequences 122 -- 6.1 Process of selecting conflict-handling strategies 124 -- 6.2 Criteria for determining the consequences 125 -- 6.3 Using criteria for the determination of consequences 132 -- 6.4 Summary 141 -- Chapter 7 Ways to handle a conflict 143 -- 7.1 "Win" and "lose" concepts in negotiations 144 -- 7.2 Direct negotiations 146 -- 7.3 Virtual negotiations 162 -- 7.4 Isolated actions 170 -- 7.5 Summary so far 172 -- 7.6 Before the final decision 173 -- 7.7 Reaching the end 179 -- 7.8 Final remarks 180 -- Chapter 8 Epilog 182.
Summary "Negotiation is a key part of daily lives, but learning how to negotiate successfully is a valuable skill. The author provides a tool kit for negotiation, demonstrating new methods and giving practical advice"--Provided by publisher.
Subject Conflict management.
Negotiation in business.
Negotiation.
ISBN 9780230298460 (hbk.)
023029846X (hbk.)