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PRINTED BOOKS

Title The negotiator's desk reference. Volume 1 / Christopher Honeyman, Andrea Kupfer Schneider, Editors.

Published Saint Paul, Minnesota : DRI Press, [2017]
©2017

Copies

Location Call No. Status
 UniM Law High Use  KN 398.4 G1 NEGO  TWO HOUR LOAN  AVAILABLE
 UniM Law High Use  KN 398.4 G1 NEGO  OVERNIGHT LOAN  AVAILABLE
Physical description xxxvii, 724 pages : illustrations ; 23 cm
Notes "Accessible and comprehensive for practitioners, teachers, students" -- Cover.
Bibliography Includes bibliographical references and index.
Contents Volume One -- Introduction / Chris Honeyman and Andrea Kupfer Schneider -- Learning how to learn to negotiate / Scott Peppet and Michael Moffitt -- Integrative and distributive bargaining / Rishi Batra -- Style and culture in negotiation / Eko Yi Liao -- Fashioning an effective negotiation style: choosing among good practices, tactics, and tricks / Hal Abramson -- Distributive negotiation techniques / Charles Craver -- The impact of the negotiator's mindset, in three dimensions / Adrian Borbely and Julien Ohana -- The protean negotiator / Peter Adler -- The social brain / Alexandra Crampton -- Social intuition / Andrea Kupfer Schneider and Noam Ebner -- Creativity and flexibility in the brain / Charlotte Jendresen -- Caring for people on the edge: emergency medicine, negotiation and the science of compassion / James O'Shea -- Internal conflict and its consequences / Morton Deutsch -- Mental health challenges at the table / Elizabeth Jeglic and Alexander Jeglic -- Trust and distrust / Roy Lewicki -- Repairing trust / Roy Lewicki -- Negotiating in a low-to-no trust environment / Moty Cristal -- Reputation in negotiation / Catherine Tinsley, Jack J. Cambria and Adrea Kupfer Schneider -- Apology in negotiation / Jennifer Gerarda Brown and Jennifer K. Robbennolt -- Forgiveness and reconciliation: processes and outcomes / Loren Toussaint and Ellen Waldman -- Building relationships as negotiation strategy / Rebecca Hollander-Blumoff -- Giving future generations a voice in the 21st century / Kimberly Wade-Benzoni -- Productive ambition / Andrea Kupfer Schneider -- Getting your way / Chris Guthrie -- The psychology of negotiation: using persuasion to negotiate more effectively / Donna Shestowsky -- Perceptions and stories / Sheila Heen and Douglas Stone -- Power at play in negotiation: moves and turns / Deborah Kolb and Jessica Porter -- Decisionmaking under uncertainty / Jeffrey Senger -- Listening to transcend competition and cooperation / Brian Pappas -- Listening with understanding in negotiation and conflict resolution / Guy Itzchakov and Avraham N. Kluger -- What negotiators can learn from modern sales theory / Ava J. Abramowitz -- Facing off across the table: negotiators' facial features affect the agreements they reach / Kathleen O'Connor and Margaret Ormiston -- Non-verbal communication in negotiation / Jeff Thompson, Noam Ebner and Jeff Giddings -- Moral character and trustworthiness in negotiations / Taya Cohen -- Negotiation ethics / Art Hinshaw -- The ethical bedrock under the negotiation landscape / Kevin Gibson -- Drawing on psychology to negotiate ethically / Jennifer Robbennolt and Jean Sternlight -- Perceptions of fairness in negotiation / Nancy Welsh -- Achieving process and outcome justice in negotiation / Lynn Wagner and Daniel Druckman -- Ethical dilemmas in technology-based negotiation / Colin Rule -- Negotiating while black / Michael Z. Green -- Typical errors in Chinese-western negotiation / Bee Chen Goh -- Gender differences in negotiation / Julia Bear and Linda Babcock -- Codes of culture in negotiation / Gale Miller -- Theory meets reality: negotiation and mediation in Mali / Sanda Kaufman and Eric Blanchot -- Process and stages / I. William Zartman -- Timing and ripeness / I. William Zartman -- Dispute domains: negotiation in its social context / Gale Miller and Robert Dingwall -- Plea bargaining: an example of negotiating with constraints / Cynthia Alkon -- Negotiating in the shadow of adhesive arbitration / Jill Gross -- Scripts: what to do when big bad companies won't negotiate / Carrie Menkel-Meadow and Robert Dingwall.
Other author Honeyman, Christopher, editor.
Schneider, Andrea Kupfer, editor.
Subject Dispute resolution (Law) -- United States.
Negotiation -- United States.
Variant Title NDR
ISBN 9780982794616
0982794614

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