Part of the "Prentice Hall Essence of Management" series, this title applies an analytical and uniform approach to the key topics of good business practice. It puts together a wide range of ideas and material from a variety of sources and is organized in six chapters, including "Toolbox" - a collection of instruments that can be used to get a better understanding of the basic aspects of negotiating. The appendix contains a set of figures that can be used as presentation materials to summarize or...
Learn How To Package Trades In Your Next Negotiation
by Jim Anderson
Do women participate in and influence meetings equally with men? Does gender shape how a meeting is run and whose voices are heard? The Silent Sex shows how the gender composition and rules of a deliberative body dramatically affect who speaks, how the group interacts, the kinds of issues the group takes up, whose voices prevail, and what the group ultimately decides. It argues that efforts to improve the representation of women will fall short unless they address institutional rules that impede...
There are thousands of mergers every year and, by some estimates, two-thirds of them either fail or fall far short of expectations. How can leaders keep their merger from becoming a head-on collision? In The Human Side of M&A, Dennis Carey and Dayton Ogden argue that most failed mergers looked good on paper--they made financial and strategic sense--but the crucial human element was neglected or overlooked. Consequently, corporate cultures often clash and wreck any chance that the companies will...
Negotiating Your Salary & Perks, 2nd Edition (Negotiating Your Salary: How to Make $1000 a Minute)
by Duncan Haberly and Robert A Fish
Politics in Organizations: Theory and Research Considerations (SIOP Organizational Frontiers)
A Behavioral Theory of Labor Negotiations
by Richard E. Walton and Robert B. McKersie
In this book, Walton and McKersie attempt to describe a comprehensive theory of labor negotiation. The authors abstract and analyze four sets of systems of activities which they believe account for much of the behavior found in labor negotiations. The first system of activities, termed "distributive bargaining," comprises competitive behaviors that are intended to influence the division of limited resources. The second system is made up of activities that increase the joint gain available to the...
Instincts of the Herd in Peace and War - Primary Source Edition
by Wilfred Trotter
Issues, Theory, and Research in Industrial/Organizational Psychology. Advances in Psychology, Volume 82.
Organizational Behaviour: Understanding and Managing Life at Work with MyOBLab
by Gary Johns and Alan M. Saks
Real-world cases and thoughtful discussion questions are a hallmark of this authoritative text. This new edition is up to date on coverage of organizational behaviour research, theory, and applications, earning it the reputation as the most respected resource in business studies." Organizational Behaviour" takes a rigorous approach to OB, while maintaining its readability and engaging approach.
A Winner's Guide to Negotiating: How Conversation Gets Deals Done
by Molly Fletcher
The strategic guide to getting the most out of everynegotiation from "the female Jerry Maguire" (CNN)Effective negotiation is rooted in establishing trust and building relationships--one conversation at a time. In this practical guide, trailblazing sports agent MollyFletcher reveals her proven approach to landing more than $500 million worth of deals throughout her career. It all comes down to doing five things well:Setting the StageFinding Common GroundAsking with ConfidenceEmbracing the PauseK...
Breaking Through Objections and Other Difficult Responses (Pitch to Close Complete Sales System, #3)
by Zane Rozzi
