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  • Sách/Book

  • Negotiation : a very short introduction

    • Authors: Menkel-Meadow, Carrie (2022)

  • This Very Short Introduction provides a comprehensive and accessible review of both conceptual and behavioural approaches to the human process of negotiation.
  • Sách/Book

  • Game Theory - Successful Negotiation in Purchasing: Requirements, Incentives and Award

    • Authors: Pfeiffer, Christoph (2023)

  • The book is therefore not only aimed at buyers. Auctions in procurement and the underlying game-theoretical principles also play an equally significant role for sellers.Applied game theory in purchasing has become an important tool in many companies for systematically achieving success in negotiations. The central building block of game-theoretically optimized awards are purchasing auctions. A basic knowledge of auctions and game theory is therefore particularly important for purchasers.
  • Sách/Book

  • Negotiation Fundamentals: How To Negotiate Effectively

    • Authors: Inayat, Sajid (2020)

  • The goal of negotiation is to settle a point of difference or to create outcomes that will satisfy various differences. Negotiation is conducted by putting forwards various offers and making concessions to achieve an agreement.
  • Sách/Book

  • Focal Points in Negotiation

    • Authors: Schuessler, Rudolf [ (2019)

  • The book establishes this by identifying the numerous different, often decisive, modes in which focal points function in the various phases of complex negotiations. In doing so, it also demonstrates the necessity of a thorough understanding of focal points for mediators, negotiators, and others. A scholarly work in nature, Focal Points in Negotiation is also suitable for use in the classroom and accessible for a multidisciplinary audience.
  • Sách/Book

  • You Can Negotiate Anything: How to Get What You Want

    • Authors: Cohen, Herb (2020)

  • Master negotiator Herb Cohen has been successfully negotiating everything from insurance claims to hostage releases to his own son's hair length and hundreds of other matters for over five decades. Ever since coining the term 'win-win' in 1963, he has been teaching people the world over how to get what they want. In clear, accessible steps, he reveals how anyone can use the three crucial variables to always reach a win-win negotiation. With the tools and skill sets he has devised, the power of getting what you deserve is now a practical necessity you can fully master.
  • Sách/Book

  • The essentials of contract negotiation

    • Authors: Jung, Stefanie (2023)

  • This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems.
  • Sách/Book

  • The practical negotiation handbook : a five-step approach to lasting partnerships

    • Authors: Davies, Melissa (2021)

  • Effective negotiations lead to sustainable partnerships, help both parties to achieve higher goals than they would alone and allow organizations to avoid the costly price of conflict. This book outlines a simple and powerful method of negotiating, either in person or virtually. The Practical Negotiation Handbook outlines a tried and tested five-step process for negotiating lasting agreements, with best practice case examples, checklists and tools.
  • Sách/Book

  • The Negotiation Challenge: How to Win Negotiation Competitions

    • Authors: Smolinski, Remigiusz (2018)

  • Inspired by The Negotiation Challenge, a leading annual student negotiation competition, this book includes 16 ready-to-use, competition-tested negotiation roleplay simulations with thorough instructional debriefs that suggest both optimal strategies and discuss potential results.