Negotiation: From Theory to Practice
Published on 5. March 1991
Book
Hardback
XIV, 230 pages
978-0-333-52210-3 (ISBN)
Description
Professor Rojot's work links the theory of negotiation to its more practical aspects and bridges the gap between theoretical work and 'how to' manuals. The theoretical analysis is rooted in the field of sociology in general and in the strategic analysis of organisations in particular. This sets it apart from most treatises on negotiation which tend to be based on social-psychology, political science or economics.
More details
Edition
1991 edition
Language
English
Place of publication
London
United Kingdom
Target group
Professional and scholarly
Product notice
sewn/stitched
Cloth over boards
Illustrations
XIV, 230 p.
Dimensions
Height: 223 mm
Width: 148 mm
Thickness: 22 mm
Weight
440 gr
ISBN-13
978-0-333-52210-3 (9780333522103)
DOI
10.1007/978-1-349-11445-0
Schweitzer Classification
Other editions
Additional editions
Jacques Rojot
Negotiation: From Theory to Practice
E-Book
07/2016
Palgrave Macmillan
€149.79
Available for download
Content
Acknowledgements - Introduction - PART 1 ANALYTICAL BACKGROUND - Chapter 1 Understanding Conflict - The Traditional Theories - Organizations as a Network of Negotiations - Chapter 2 The Parties, the Environment and Bargaining Power - The Parties and Their Relationship - Analysis of the Environment - Bargaining Power - The Source and Mechanics of Bargaining Power PART 2 THE PROCESS OF NEGOCIATION - Chapter 3 Determinants of a Negotiating Strategy - The Estimate of the Balance of Bargaining Power - Accounting for the Relationship between the Parties - Objectives - Negotiating Items - Objectives - Negotiating Items - Chapter 4 The Selection of a Strategy - The Role of Strategy - The Determinants of Choice - The Field of Choice and the First Strategic Choice - The Second Strategic Choice: the position - Chapter 5 Negotiating Tactics - Procedural Rules - Use of the Procedural Rules - Specific Tactics - Some Pressure Tactics Deserving Special Attention - Tactics Towards Cooperative Bargaining - PART 3 THE INTERACTION OF THE NEGOCIATIONS - Chapter 6 Negotiating Styles - Definition - The Four Negociating Styles - The Styles in Action - core and Adaptative Styles - Chapter 7 The Phases of Negotiation - Planning - The Three Phases of the Process - The Post Negotiation Phase - Chapter 8 The Tasks in Negotiating - Strategy Management - Communication - Management of the Meeting