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Negotiation : strategies for mutual gain : the basic seminar of the Harvard Program on Negotiation

Negotiation : strategies for mutual gain : the basic seminar of the Harvard Program on Negotiation (Loan 7 times)

Material type
단행본
Personal Author
Hall, Lavinia.
Title Statement
Negotiation : strategies for mutual gain : the basic seminar of the Harvard Program on Negotiation / Lavinia Hall, editor.
Publication, Distribution, etc
Newbury Park :   Sage ,   2002, c1993.  
Physical Medium
x, 212 p. : ill. ; 24 cm.
ISBN
0803948492 (hard) 0803948506 (pbk.)
Bibliography, Etc. Note
Includes bibliographical references (p. 186-198) and index.
Subject Added Entry-Topical Term
Negotiation. Conflict management. Interpersonal conflict.
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001 000045327065
005 20070208114738
008 920824r20021993caua b 001 0 eng
010 ▼a 92030441
020 ▼a 0803948492 (hard)
020 ▼a 0803948506 (pbk.)
024 3 1 ▼a 9780803948501
035 ▼a (KERIS)REF000004828404
040 ▼a DLC ▼c DLC ▼d DLC ▼d 211009
050 0 0 ▼a BF637.N4 ▼b N44 1993
082 0 0 ▼a 302.3 ▼2 22
090 ▼a 302.3 ▼b N384
245 0 0 ▼a Negotiation : ▼b strategies for mutual gain : the basic seminar of the Harvard Program on Negotiation / ▼c Lavinia Hall, editor.
260 ▼a Newbury Park : ▼b Sage , ▼c 2002, c1993.
300 ▼a x, 212 p. : ▼b ill. ; ▼c 24 cm.
504 ▼a Includes bibliographical references (p. 186-198) and index.
610 2 0 ▼a Program on Negotiation at Harvard Law School.
650 0 ▼a Negotiation.
650 0 ▼a Conflict management.
650 0 ▼a Interpersonal conflict.
700 1 ▼a Hall, Lavinia.
945 ▼a KINS

Holdings Information

No. Location Call Number Accession No. Availability Due Date Make a Reservation Service
No. 1 Location Main Library/Western Books/ Call Number 302.3 N384 Accession No. 111400199 Availability Available Due Date Make a Reservation Service B M

Contents information

Table of Contents


CONTENTS
Introduction = ⅶ
I. Frameworks for Effective Negotiation = 1
 1. Negotiation Power: Ingredients in an Ability to Influence the Other Side / Roger Fisher ; William Ury ; Bruce Patton = 3
 2. The Neutral Analyst: Helping Parties to Reach Better Solutions / Howard Raiffa = l4
 3. Facilitated Collaborative Problem Solving and Process Management / David Straus = 28
II. Applying Mutual Gains to Organizations = 41
 4. The Courthouse and Alternative Dispute Resolution / Frank E. A. Sander = 43
 5. Resolving Public Disputes / Lawrence Susskind = 61
 6. Why the Labor Management Scene Is Contentious / Robert B. McKersie = 77
 7. Searching for Mutual Gains in Labor Relations / Charles C. Heckscher = 86
 8. Options and Choice for Conflict Resolution in the Workplace / Mary P. Rowe = 105
III. Perspectives on Individual Negotiators = 121
 9. Conflict From a Psychological Perspective / Jeffrey Z. Rubin = 123
 10. Her Place at the Table: Gender and Negotiation / Deborah M. Kolb = 138
 11. Style and Effectiveness in Negotiation / Gerald R. Williams = 151
IV. Appendices
 I. Sample Curriculum on Negotiation and Dispute Resolution = 177
 II. Case Clearinghouse Materials = 185
Bibliography = 186
Index = 199
About the Authors = 206


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