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Getting (More of) What You Want

Author: Margaret A. Neale

Publisher: Basic Books

Published: 2015-07-14

Total Pages: 288

ISBN-13: 0465040632

Two top business professors offer up the only negotiation book you'll ever need Do you know what you want? How can you make sure you get it? Or rather, how can you convince others to give it to you? Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and behavioral economics to provide new strategies for negotiation that take into account people's irrational biases as well as their rational behaviors. Whether you're shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash, Getting (More of) What You Want shows how negotiations regularly leave significant value on the table-and how you can claim it.

Negotiating the World Economy

Author: John S. Odell

Publisher: Cornell University Press

Published: 2018-09-05

Total Pages: 272

ISBN-13: 1501732056

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It is often said economics has become as important as security in international relations, yet we work with much less than full understanding of what goes on when government negotiators bargain over trade, finance, and the rules of international economic organizations. The process of economic negotiation shapes the world political economy, John S. Odell says, and this essential process can be understood and practiced better than it is now.His absorbing book compares ten major economic negotiations since 1944 that have involved the United States. Odell gives the inside stories, targeting the strategies used by the negotiators, and explaining strategy choice as well as why the same strategy gains more in some situations and less in others. He identifies three broad factors—changing market conditions, negotiator beliefs, and domestic politics—as key influences on strategies and outcomes. The author develops an insightful mid-range theory premised on bounded rationality, setting it apart from the most common form of rational choice as well as from views that reject rationality. Negotiating the World Economy reveals a rich set of future research paths, and closes with guidelines for improving negotiation performance today. The main ideas are relevant for any country and for all who may be affected by economic bargaining.

International Economic Negotiation

Author: Viktor Aleksandrovich Kremenyuk

Publisher: Edward Elgar Publishing

Published: 2000-01-01

Total Pages: 408

ISBN-13: 9781781956434

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This book should be of interest to students and scholars of international economics, international business, management and game theory.

Negotiation & Economics

Author: Laura Concina

Publisher: FonCSI

Published: 2015-03-01

Total Pages: 52

ISBN-13:

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Since technological risk issues imply stakeholders with different preferences and objectives, they are largely submitted to negotiation. Bargaining is ubiquitous and this Regard aims to give an overview of the bargaining process from an economic point of view. In an extent, its scope is to focus on what we can grasp from theory in order to understand better how negotiation can evolve.

Negotiation Games

Author: Steven J. Brams

Publisher: Psychology Press

Published: 2003

Total Pages: 336

ISBN-13: 9780415308946

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Steven J. Brams is one of the leading game theorists of his generation. This new edition includes brand new material on topics such as fallback bargaining and principles of rational negotiation.

System of Negotiations

Author: René Schumann

Publisher: Springer Nature

Published: 2023-04-08

Total Pages: 136

ISBN-13: 3658402652

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This book presents criteria and recommendations for successful negotiations. The System of Negotiations, which was developed on a scientific basis for this purpose, clearly illustrates the most important steps, tools and applications. By using game theory and behavioral economics, the success of negotiations in purchasing can be systematically maximized. At the same time, transparency and fairness offer a high level of acceptance among negotiating partners. To this end, numerous practical examples are used to show how contracts can be awarded in the event of competition between suppliers, and how various auction formats and differentiated communication can be used to achieve optimal savings potential. Also for situations where the supplier is a monopolist, ways are described to avoid being at the mercy of pricing power.

Negotiation Analysis

Author: H. Peyton Young

Publisher: University of Michigan Press

Published: 1991

Total Pages: 224

ISBN-13: 9780472081578

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"H. Peyton Young has brought together the foremost experts from a variety of disciplines that have a bearing on negotiation analysis. Using techniques and examples drawn from fields including game theory, decision theory, economics, and experimental psychology, the contributors to Negotiation Analysis emphasize careful, systematic thinking about the negotiation process and show how recent work in these areas lends insight into an activity that plays such a central role in modern business, diplomacy, politics, and the law." "Each chapter in Negotiation Analysis focuses on a different aspect of negotiation, building a comprehensive exploration of the process in a wide variety of situations. The major topics are the design of incentives for communicating information, the uses of third parties, the role of fairness arguments in bargaining, the analysis of trade-offs, the effects of cognitive biases, the dangers of escalation, and the dynamics of coalition formation." "The book has been carefully designed and edited to provide a challenging but accessible source of guidance and understanding for readers familiar with introductory theory who wish to deepen their knowledge and to grasp ideas that relate more closely to the real and complicated situations in which most negotiations are conducted." --Book Jacket.

Credible Threats in Negotiations

Author: Wilko Bolt

Publisher: Springer Science & Business Media

Published: 2005-12-08

Total Pages: 330

ISBN-13: 0306475391

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The game-theoretic modelling of negotiations has been an active research area for the past five decades, that started with the seminal work by Nobel laureate John Nash in the early 1950s. This book provides a survey of some of the major developments in the field of strategic bargaining models with an emphasize on the role of threats in the negotiation process. Threats are all actions outside the negotiation room that negotiators have ate their disposal and the use of these actions affect the bargaining position of all negotiators. Of course, each negotiator aims to strengthen his own position. Examples of threats are the announcement of a strike by a union in centralized wage bargaining, or a nation’s announcement of a trade war directed against other nations in negotiations for trade liberalization. This book is organized on the basis of a simple guiding principle: The situation in which none of the parties involved in the negotiations has threats at its disposal is the natural benchmark for negotiations where the parties can make threats. Also on the technical level, negotiations with variable threats build on and extend the techniques applied in analyzing bargaining situations without threats. The first part of this book, containing chapter 3-6, presents the no-threat case, and the second part, containing chapter 7-10, extends the analysis for negotiation situations where threats are present. A consistent and unifying framework is provided first in 2.

The Economics of Bargaining

Author: K. G. Binmore

Publisher: Wiley-Blackwell

Published: 1987-01-01

Total Pages: 260

ISBN-13: 9780631168898

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Negotiation Genius

Author: Deepak Malhotra

Publisher: Bantam

Published: 2008-08-26

Total Pages: 354

ISBN-13: 0553384112

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From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.