Negotiation: Methodology and TrainingHSRC Press, 1992 - 180 lappuses The purpose of the book is to provide a useful overview of negotiation theory, research and training. It covers the work of practitioners and researchers from many disciplines. It also includes references to research done by directly observing real (as opposed to simulated) intercultural negotiations in Southern Africa. The book surveys the nature and significance of negotiation and discusses the latest thinking on the subject. Concepts like negotiation, collective bargaining, mediation, persuasion, arbitration and lobbying are defined. |
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acceptable According achieve action analysis Atkinson attitude Caradon category system cess channel coalition Collective bargaining communica concept conflict resolution credibility cultures developed discussed Donohue Druckman dyad effective elements example face-to-face factors Figure Filley function game theory goals gotiating Gulliver human identified important influence interac intercultural negotiation interpersonal Jesse Jackson Johannesburg Journal Karrass literature meaning ment message content negotiating behaviour negotiating models negotiating phases negotiating process negotiating situation negotiating strategies negotiating structure negotiation field negotiation interaction negotiation research negotiation theory negotiator's Nieuwmeijer non-mathematical non-verbal communication opponent organisational Paralanguage participants party party's perceived perception personality persuasion Pienaar position power building Pretoria PRISONER'S DILEMMA problem solving reach an agreement relations research methods role Rubin simulated Social Psychology socio-emotional South Africa specific strategies and tactics successful negotiation technique theoretical approaches threats tion tive transactional analysis trust verbal York Zartman and Berman
Populāri fragmenti
109. lappuse - CULTURE OR CIVILIZATION, taken in its wide ethnographic sense, is that complex whole which includes knowledge, belief, art, morals, law, custom, and any other capabilities and habits acquired by man as a member of society.
38. lappuse - Shows solidarity, raises other's status, gives help, reward: 2 Shows tension release, jokes, laughs, shows satisfaction: 3 Agrees, shows passive acceptance, understands, concurs, complies: 4...
38. lappuse - Key: a Problems of communication b Problems of evaluation c Problems of control d Problems of decision e Problems of tension reduction f Problems of reintegration...
38. lappuse - Shows tension release, jokes, laughs, shows satisfaction: 3 Agrees, shows passive acceptance, understands, concurs, complies: 4 Gives suggestion, direction, implying autonomy for other: 5 Gives opinion, evaluation, analysis, expresses feeling, wish: 6 Gives orientation, information, repeats, clarifies, confirms: 7 Asks for orientation, information, repetition, confirmation: 8 Asks for opinion, evaluation, analysis, expression of feeling: 9 Asks for suggestion, direction, possible ways of action:...
66. lappuse - Persuasion is achieved by the speaker's personal character when the speech is so spoken as to make us think him credible. We believe good men more fully and more readily than others: this is true generally whatever the question is, and absolutely true where exact certainty is impossible and opinions are divided.
129. lappuse - They state that conflict is an expressed struggle between at least two interdependent parties who perceive incompatible goals, scarce rewards, and interference from the other party in achieving their goals.
83. lappuse - The reality of the other person is not in what he reveals to you, but in what he cannot reveal to you. Therefore, if you would understand him, listen not to what he says but rather to what he does not say.
46. lappuse - ... available to us only when he has entered into his task and has been modified in the process. Both of these statements hold true because meanings are given to things in terms of all prior experience the person has accumulated. Therefore, each perception is the beneficiary of all previous perceptions; in turn, each new perception leaves its mark on the common pool. A percept is thus a link between the past which gives it its meaning and the future which it helps to interpret.
66. lappuse - I0 and bad advice are due to one or more of the following three causes. Men either form a false opinion through want of good sense ; or they form a true opinion, but because of their moral badness do not say what they really think ; or finally, they are both sensible and...
58. lappuse - An accurate perception of the power distribution in the social arena in which he lives is therefore a necessary prerequisite for the man seeking powerful support for his demands.