Appendix A Time Line Management. Appendix B Responsibilities and Tasks of the Negotiator. Appendix C Mediator Considerations. Appendix E Bibliography.
Jay E. Professor Grenig has served as an arbitrator or mediator in over 2, labor and employment disputes throughout the nation.
He is also a fellow of the College of Labor and Employment Lawyers. Rocco M. His courses focus on negotiations, mediation and arbitration. Scanza is an active arbitrator and mediator of labor, employment, commercial and securities disputes. Scanza has extensive experience in mediating collective bargaining agreement impasses as well as employment-law disputes.
On behalf of Cornell, Mr. State Department, and the U. Department of Labor. The topics being presented here will expand knowledge about processes, purposes, techniques, and the adroit application of these ideas in real world settings.
This useful guide will insure you are the one most prepared for a successful negotiation. Recently, there have been numerous books and articles written about esoteric areas of bargaining strategy. This book, however, remains a classic text designed for the practitioner entering into this complex process. Here, the authors focus on subjects that matter most for producing favorable outcomes, such as responding to irrational opponents, persuasion, critical thinking, and the importance of trust.
In addition, the text provides broad insight into facilitated negotiations such as mediation. This is a must-own book for the serious negotiator. Skip to main content. Negotiation: On and Off the Record. Author s :. Page Count:. January, Practice Areas:. Responsibility of Arbitrators ,. Arbitral Process ,. It's by understanding the process, structure, and management of negotiation that you will negotiate more successfully. And it also teaches you how to inluence people!
This latest edition of the classic handbook on negotiation is revised and updated with new statistics and additional innovative sections. This book recognizes that the most serious discussions often take place away from the proverbial bargaining table--"off the record", perhaps over the telephone, in a corridor, at a restaurant. These more informal negotiations can take several forms and involve certain dynamics. The serious "on the record" negotiations between representatives sent "to the table" or ratifiers who send their representatives to negotiate have their own dynamics.
The reader will learn how satisfying bargains are struck--the ways successful negotiators move from position-based and interest-based bargaining, which usually takes place at the table, to expectation-based bargaining, which generally occurs away from the table when negotiators negotiate with their counterparts off the record.
Tom Colosi utilizes his experience in the field to weave his insights on theories of negotiation with his tried-and true-practical advice. For more than 30 years, Thomas R. Colosi has trained thousands of attorneys, senior corporate executives, government officials, and dispute resolution professionals in dispute avoidance and resolution techniques. Convert currency. Add to Basket. Book Description Condition: New. Seller Inventory Q More information about this seller Contact this seller.
Book Description Paperback. Condition: New. Brand New!. Seller Inventory VIB
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