TITLE

Negotiator Focus

AUTHOR(S)
Bazerman, Max H.
PUB. DATE
February 2005
SOURCE
Leadership Excellence;Feb2005, Vol. 22 Issue 2, p17
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
Presents techniques and strategies in improving one's focus in corporate negotiations. Claim of the author that long-term concerns in negotiations drives companies to big losses; Multiplicity in negotiation perspectives raises team management but lessening the chances to expand personal perspective; Disruption of negotiations due to issues outside of the agenda.
ACCESSION #
16501371

 

Related Articles

  • Something has to give. Feuer, Michael // Smart Business Atlanta;Sep2009, Vol. 6 Issue 10, p30 

    The article offers tips how to go over, under or around to accomplish business objectives. First, be honest in reacting when asked to do what has been proposed. Next, watch for telltale signals in the negotiations to know when it is time to try a different strategy. Lastly, provide creative...

  • Disagreement in Markets with Matching and Bargaining. Samuelson, Larry // Review of Economic Studies;Jan92, Vol. 59 Issue 1, p177 

    This paper develops an explanation of why bargainers often terminate negotiations in disagreement in spite of positive expected gains from continued negotiation. The key to the analysis is a model which embeds bargaining activity within a market. Agents are continually faced with the choice...

  • CONNECTIVE BARGAINING. Basley, Pete // Financial Management;Jun2010, p35 

    The author provides insights on how to attain a win-win outcome in business negotiation and connective bargaining. He stresses that knowing how to plan for a win-win outcome and how to recognise and handle someone who is playing win-lose is crucial to successful negotiation. He stresses that...

  • Negotiating: Are You Holding Yourself Back?  // North Western Financial Review;6/1/2007, Vol. 192 Issue 11, Special section p5 

    The article offers steps on how men and women can make the case more effectively for compensation, resources, support or a new position. First, they should think of a balance sheet and describe their strengths and liabilities. Next, they should measure their position or skills against external...

  • How Strategic Thinkers Win. Castiglione, Dennis // Paperboard Packaging;Nov2005, Vol. 90 Issue 11, p10 

    Presents views and insights on how strategic business planners think. Contention of the author that strategic thinking creates sales opportunities wherein it provides leverage to formulate unique solutions and eliminates competition; Assertion of the author that the strategic thinker takes...

  • Follow negotiation ABC's for effective marketing. Pollack, Irwin // Fort Worth Business Press;4/18/2005, Vol. 18 Issue 16, p32 

    Presents tips in making business negotiations. Factors to consider in conducting negotiation; Characteristic of negotiation; Importance of planning.

  • THE EFFECTS OF REPRESENTATIVES' POWER WITHIN THEIR OWN ORGANIZATIONS ON THE OUTCOME OF A NEGOTIATION. Jackson, Conrad N.; King, Donald C. // Academy of Management Journal;Mar1983, Vol. 26 Issue 1, p178 

    The article examines the impact of representatives' power within their own organization on the outcome of a negotiation and the dynamics of interorganizational relationships. The authors begin by discussing various studies that have been done and explains the focus of each. They believe that a...

  • The Sunset of Mediation: Prima Donnas, Duets and Troikas. Manson, Julius J. // Labor Law Journal;Oct62, Vol. 13 Issue 10, p841 

    In conclusion, let it be noted that a discussion of the problems of mediation borders on a central issue of our time: The dimension of freedom. The quality of mediation is a facet of our society. Mediation is essential to free collective bargaining which allows the use of the strike to compose...

  • Contributions of Mediation to the Development of Mature Collective Bargaining Relationships. Liebes, Richard // Labor Law Journal;Oct58, Vol. 9 Issue 10, p797 

    According to the author, what is probably meant by "mature" collective bargaining relationships is peaceful relationships, the sort of rapport that is reached, soon or late, wherein labor and management spokesmen have achieved two qualifications they have gained the solid support of their...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics