Suchergebnisse

This book provides insight into how to negotiate successfully in business and political settings alike. It proposes a negotiation method which is both a general philosophy and a set of specific techniques. This companion will allow you to do the right thing at the right time.--[book jacket]

Purpose
This article aims to explore the fundamental negotiation structure as a demand/response dynamic. It tests it in a complex business system, where a manager as a negotiator is confronted with multiple demands or pressures at different levels from a variety of stakeholders, both external and internal.

Design/methodology/approach
Based on concrete examples from the automotive industry, it presents an analytical framework to tackle all negotiation interactions.

Findings
This article suggests that it is possible to describe all negotiation interactions, whether they are simple or complex, through a demand/response framework.

Originality/value
This contribution examines a fundamental structure for negotiation responsibility – the demand/response dynamic – defining the mission of any negotiator in deal-making or dispute resolution as to try to supply a response to the expressed crossed demands. Second, the proposed theoretical model of demand/response is transposed and tested in a managerial system where a sales negotiator is confronted with demands from more sources, both external and internal, with the responsibility to satisfy as best as possible the various stakeholders and the capacity to address each of them with different moves.

Solidly and uniquely grounded in the best of European and American traditions and scholarship, including the authors' own research, this book provides deep insight into how to negotiate successfully in business and political settings alike. "There are two European negotiation scholars whose work is well known in the US and gloablly. Alain Lempereur is by discipline a lawyer. His training in negotiation was at Harvard Law School particularly influenced by Robert Mnookin. Lempereur writes for practitioners; Colson for academics. Lempereur is a prolific writer.

"The Mediation Handbook is an essential companion for anyone who is involved in mediation, whether as a mediator or as a party. The authors, who have been involved in a number of complex mediations, leverage best practices, theory, concepts and tools. At the same time practical and academically grounded, the book distills and critically analyzes the experience of reflective practitioners in the mediation field. It is systematically empathetic in its approach, seeking to accompany the readers in mediation so that they understand the causes and consequences of conflict, as well as ways of overcoming it constructively. This book will cover: * Examples from various domains of mediation * Difficult situations and how to manage them productively * Step-by-step approach to a mediation session * Mediation traps and how to avoid them * Ethics of mediation The Mediation Handbook is essential reading for anyone who wants to develop a personalized approach to mediation."--