Negotiating Skills Book Review

In: Other Topics

Submitted By i6022369
Words 1129
Pages 5
Negotiating Rationally Negotiating rationally – By Bazerman, Max H.; Neale, Margaret A., Free Press, New York, 1992, ISBN13: 978-0029019863, $12.29 paperback.
Negotiating Rationally by Bazermann et al. was written at a time when Science about negotiation was fairly recent. Therefore it reviews the literature already existent and also incorporates own experiences, gained during many seminars. The book is full of real life examples which were told or experienced by the author. Bazerman et al. consider the importance of negotiation as growing as the workforce gets more and more mobile, becomes more diverse (gender, age, nationality), the structure of companies is changing and the marketplace becomes global thus a lot more complex. The authors present a framework on negotiating rationally. This framework was developed a decade before writing the book and got intertwined with previous research as well as the experience of teaching Master students. As their Curriculum Vitae reveals, Bazerman as well as Neale specialized in organizational behavior. Bazerman worked on decision making, consumer behavior and negotiating skills. Neale worked primarily on Negotiation sciences but also on conflict management.

2. Summary of the Contents.

When looking at the book as a whole, it is divided into three parts. The first part presents seven common so called 'mistakes' in negotiation. The second part introduces a rational framework for negotiation. The last and third part gives advice on how to simplify complex negotiations. Each part is divided in up to seven chapters which gives the reader a very good division of the different topics and makes it very easy for the reader to look something up or to work with the book by just using a specific subject of the book. The index at the end contains the most important expressions and hence amplifies the ease of accessibility.…...

Similar Documents

Book Review

...A Book Review Presented to Mrs. Evangeline Arguelles In Partial Fulfillment Of the Subject Requirement In ENGLISH III MERIKA MONJORVA III-Courage 17 October 2012 I. INTRODUCTION The Hunger Games focuses more on Katniss Everdeen’s hardships and struggles for survival. She bravely faces challenges that come in her way, especially when dealing with life and death situations. Moreover, she also realizes that she must be strong and determined as she chooses a difficult path instead of giving up, which demonstrates her will to survive. The Hunger Games is a 2008 Young Adult novel by Suzanne Collins. The story revolves around 16-year-old Katniss Everdeen, who lives in the nation of Panem in North America. The Capitol exercises political control over the rest of the nation. The Hunger Games is an annual event in which tributes aged 12-18 from each of the twelve districts surrounding the capitol are selected by lottery to compete in a live TV Show to death. The Hunger Games is the first book in the ground-breaking Hunger Games Trilogy (New York Times Best Selling Series) followed by Catching Fire (2009) and Mockingjay (2010). Suzanne Collins is an American writer and novelist. Collins was named one of ‘Time Magazine’s Most Influential People of 2010’. The Hunger Games was first published on September 14, 2008. The book had sold 800,000 copies by February 2010. The initial price of the book is $10.99. The aim of this book review is to focus more on the......

Words: 1459 - Pages: 6

Book Review

...Book Review: Button, Button: Uncanny Stories by Richard Matheson | | |Available from Tor in the US and UK | |Trade Paperback, 208 pages | |April 2008 | |Retail Price: $12.95 | |ISBN: 0765312573 | |  | |Review by Sheila Merritt © 2008 | |  | |Richard Matheson has been thrilling readers of science fiction, fantasy, and horror for decades. | |Matheson’s initial contributions were to the SF magazines, although there was always a leaning toward | |the macabre: his first sale was a short story about a mutant, entitled “Born of Man and Woman,” 1950. | |That title was used for his first collection in 1954: 17 stories, mainly science fiction. His | |screenwriting began with the adaptation of his novel The Incredible Shrinking Man (novel 1956, film | |1957). For those of a......

Words: 981 - Pages: 4

Book Review

...sdfghjklzxcvbnm Book Review Nickel and Dimed and the Working Poor 3/24/2013 NOEL RIOS | Abstract In this book review we were asked to read Nickel and Dimed by Ehrenich and The Working Poor by Shipler. After reading the two books throughout the first half of the semester I would like to answer; the reactions the readings gave to me. What impact did the books have on my thinking? Also describe the experiences of the people that are in the readings closely resembling myself. I would also like to answer what I have learned in how this material impacts social policy and lastly which of the two books I enjoyed the most. Impact (heading) 1. Discuss your reaction to reading these books. My reaction to reading each book was very different for each reading. The Working Poor by Shipler seemed to me to be not as personal to the writer as Nickel and Dimed by Ehrenich was. I understand that The Working Poor was personal as will but the writer was writing about personal stories from other individuals, looking from outside the box and then talking about someone else’s stories with his own words. I would have to say that reading Nickel and Dimed was a lot more interesting and was a bit more personal from the writer’s views. Ms. Ehrenich was willing to get down to the behind the scenes action in her reactions from other people that think she is like everyone else in the workforce. 2. What impact did each book have on your thinking? In Ehrencih book it was hard to......

Words: 2717 - Pages: 11

Book Review

... The Sociopath Next Door Author: Martha Stout Book Review By: Nicole Hanks April 8, 2013 “1 in 25 ordinary Americans secretly has no conscience and can do anything at all without feeling guilty. Who is the devil you know?” “A chilling accurate portrayal of evil—the decent person’s guide to indecency.” Jonathan Kellerman If a sociopath lives next door, don't go over for coffee. In fact, don't admit to them that you drink coffee, don't talk to them, and for the love of all that's holy, don't ever ask if you can borrow a cup of sugar. Not even if you're baking a cake that is guaranteed to find you true love, a promotion, and give you the winning lotto numbers. Do not make nice with a sociopath. Or so you'll think after reading Martha Stout's book. The Sociopath Next Door is an intriguing look at these devious, tricky people who live a life without a conscience. She describes the sociopath as a person who doesn't have guilt or remorse, or a sense of conscience. Literally they have no conscience. Their minds are such that the sociopath is free to run among us in the world, doing what they like without feeling bad or upset. They don't lie awake at night, wishing they could take back a nasty remark. They don't bite back and keep from saying nasty things to the clerk at Blockbuster when asked to check their backpacks at the store. If they say something awful, they're not going to feel sorry for it. That really seems to be the gist of sociopath, the total lack of remorse or......

Words: 1551 - Pages: 7

Book Review

...Six Disciplines and Secrets to Successful Strategy Execution | Book Review | | Introduction: Gary Harpst was one of the founder and CEO of The Lord’s Business Inc.(TLB), aka Solomon Software, very popular software back in the 80's and early 90's when the PC industry was very young. He grew his business from startup to achieve great success, finally selling the company to Great Plains Software (since purchased by Microsoft) for a hefty sum (Bergin Tim, An Interview with GARY HARPST). Gary’s book, “Six Disciplines Execution Revolution: Solving the One Business Problem That Makes Solving All Other Problems Easier” was published in July 2008. In Six Disciplines Execution Revolution, Harpst details the elements of a complete strategy execution program, explains why it could only have happened now, and clarifies why such a program will become a mainstream requirement for successful small and midsized businesses in the future. Summary: According to Harpst, excellence is the enduring pursuit of balanced strategy and execution. Strategy requires choosing what promises to make to all stakeholders and a roadmap for delivering on those promises. Execution requires getting there, while overcoming unending surprises. Excellence is a journey – not a destination. A business excellence model tells organizations as to how they should operate relative to the two dimensions of strategy and execution. (See figure 1, Exhibit 1) Quadrant I: Strong Strategy/Weak Execution: In this......

Words: 1659 - Pages: 7

Book Review

...Book Review Public Administration in Perspective: Theory and Practice Through Multiple Lenses by Dr. David John Farmer. [Name] [Affiliated institution] Public Administration in Perspective: Theory and Practice Through Multiple Lenses chapter 6-8. Dr. John David Farmer presents some good piece of work in his book on Public Administration in Perspective: Theory and Practice Through Multiple Lenses. Numerous facts can be drawn from this book. Dr. Farmer juxtaposes the eleven perspectives that public administration stand on. These are neuroscience, feminist, ethical, data, political, post-structural, critical theory, psychoanalytic, traditional, business and economic. Another fact that Dr. John tries to put across is that there is no definite definition of public administration. Public administration can enrich its understanding by letting lose its intellectual boundary instead of tightening it. Farmer say that planning, underlying public administration, management, the nature of public administration field and imaginative creativity are five core functions in public administration. Public administration has some historic information that defines and is not supposed to be tampered with in any manner whatsoever. However, supplement knowledge broadens it. Public administration should stand on its own as a course, though for it to be successful. Reference and borrowing from other disciplines is also important. Farmer stand on public administration is Epistemic......

Words: 1565 - Pages: 7

Book Review

...Book Review Leading at a Higher Level examines the concept of leading with a higher purpose, which requires a compelling vision and a philosophy that the development of people is equally important to that of performance. Author Ken Blanchard challenges readers to lead by asking themselves who they are, what they stand for, and how they can take the initiative even if they don’t have position power. When I first started Leading at a Higher Level I expected it to be well written and informative based on my knowledge of the author Ken Blanchard’s work. Leaders in any realm of life can become self-serving when the driving reason for being in business is based solely on profit. While profit is a legitimate goal, neglecting to see leadership as part of a higher calling diminishes the capacity to influence others and impact the greater good. A better definition of leadership, according to the author, is the capacity to influence others by unleashing the power and potential of people and organizations for the greater good. Leadership should not be done purely for personal gain or goal accomplishment: It should have a much higher purpose than that. Leadership can be defined as the process of achieving worthwhile results while acting with respect, care and fairness for the well-being of all involved. When that occurs, self-serving leadership is not possible. It's only when you realize that it's not about you that you begin to lead at a higher level. Being a successful leader......

Words: 1467 - Pages: 6

Book Review

...Book Review Book Name: Performance Management: A Strategic and Integrated Approach to Achieve Success Authors: Michael Armstrong & Angela Baron Publication: JAICO Publication House, 2012 Approach: * Strategic in the sense that it is concerned with the broader issues facing the business if it is to function effectively in its environment and with the general direction in which it intends to go to achieve longer-term goals. * Integrated in four senses: * Vertical integration- linking or aligning businesses, team and individual objectives. * Functional integration- linking functional strategies in different part of the business. * HR integration- linking different aspect of HRM. * Individual needs integration- linking organizational and individual need together as far as possible. Performance: Performance is defined as “a multi-dimensional construct, the measurement of which varies, depending on a variety of factors. It is important to determine whether the measurement objective is to assess performance outcomes or behavior.” History of Performance management: According to the author the history of performance management formally evolved out of the work of Frederick Taylor. Then the merit-rating came to the fore in the USA and the UK in the 1950s and 1960s, when it was sometimes rechristened performance appraisal. Management by objectives then came out in the 1960s and simultaneously, experiments were made with the critical......

Words: 842 - Pages: 4

Book Review on Personal Development and Communication Skills

...BOOK REVIEW ASSIGNMENT Book – Personality development and communication skills. Author - Yandamoori veerendranath. ISBN-EBK0331691 Price-120/- In this book the author tries to explain a range of psychological theories,how to develop strong intellectual and emotional personality and public speaking.Besides these,the book also focuses on how to combat one’s weakness like anger and interpersonal conflicts. Veerendranath had worked in state finance corporation of Andhra pradesh.He is a playwright,novelist,movie director,personality development motivator.There are so many books based on personality development in market but the reason for choosing this book is i am ardent fan of his writings.Personally i have attended his motivation sessions and i was really impressed by his way of teaching.He explains human behaviour in various situations in a scientific way like fear of public speaking,lack of emotional stability etc. Book begins with relating one’s personality with his/her of personality has developed various theories for assessing one’s personlaity.The theories which author had written in book explains various concepts like ego-strength,rationalisation,self-awareness,intra personal savvy,self-direction etc.His explaination on various ego states of person is worth example which i like in this book is my super ego wants me to be first ranker,and the id wants me to watch tv.My ego strength decides my fate.He also......

Words: 657 - Pages: 3

Book Review

...BOOK REVIEW | LOSING THE BATTLE AGAINST ISLAMIC RADICALISM | | Raghav Sharma Research Intern, IPCS Descent into Chaos: How the War against Islamic Extremism is Being Lost in Pakistan, Afghanistan and Central Asia Ahmed RashidPenguin Books, 2008Pages: lviii+ 484 Price: Rs. 495  | |   | The timing and the title of the Ahmed Rashid's latest book could not have been more appropriate. It comes at a critical juncture as the US shifts into election mode marked by politically-charged debates over its policies on the so-called war on terror and as much of South and Central Asia appear to be sliding dangerously down the path of anarchy. Rashid's work makes for a gripping read, his meticulous attention to detail, familiarity with the political and ethnic complexities, credentials as a journalist par excellence having covered the region extensively for 25 years and his access to key political players across the spectrum lend weight to his work.The author makes a stinging critique of the failure of the policies followed by the international community at large and the US in particular in addressing issues pertaining to social stagnation and state failure in the region that have been vital in fuelling the rise of extremism. While he rightly criticizes the Clinton administration's fire and ice policies in dealing with the rising extremist tide, it is the Bush administration he castigates most strongly for its ham-handed approach. This approach, he says was primarily......

Words: 1055 - Pages: 5

Book Review

...following skills: * Critical and Creative Thinking * Written Communication Assignment Points: 140pts Assignment Weighting: 14% of total course points Outline 40 pts Paper 100 pts Assignment Overview You will review and critique one of the short books about change management, identified below. The books are all very quick and easy to read and are readily available through libraries or second hand book sellers online: Who Moved My Cheese. Author: Ken Blanchard. Our Iceberg is Melting. Authors: John Kotter & Holger Rathgeber Fish Sticks. Authors: Stephen C. Lundin, Ph.D., John Christensen and Harry Paul Content Your essay should include: * Title Page * Introduction – Identify the purpose of the book and the key issues addressed in it. * Body of paper 8-12 substantive paragraphs that discuss each of the following…identify key areas where the book you have selected and the textbook for the course align or differ. * The most important information in the book – i.e. what is most crucial to understanding it? * The main inferences or conclusions reached in the book * The key concepts/ideas that the reader needs to understand in the book and how they align or differ from those in the course text. * The main assumptions underlying the author(s) thinking * Is the line of reasoning credible – if so, why? If not, why not? What are the implications of following or not following the suggestions in the......

Words: 669 - Pages: 3

Negotiating Skills

...NEGOTIATING SKILLS CASE STUDY TOPIC: MANAGING INDUSTRIAL UNREST: A CARIBBEAN CONUNDRUM By David A. Matthery Table of Contents Executive Summary 3 Identification and examination of angle being used 4 Case Analysis (Application of negotiating skills concepts) 5 Conclusion 10 Bibliography 12 Executive Summary The organisation structure determines the manner and extent to which roles, power and responsibilities are delegated, controlled and coordinated, and how information flows between levels of management. "Cultural Implications" is the connection that culture has on organisation. Implications are essentially consequences from a particular event at a cultural level.. Culture influences the structures as well as the behaviour of the different stakeholders. The understanding of the cultural context from which an employee or customer originates is imperative to the overall success of any business. This has created an extensive increase in demand for training and understanding, particularly within the area of decision making. Mesopotamia Brewery ltd initially seeks to facilitate training within the context of “Industrialisation by Invitation” i.e. the contractual agreement with the expatriate brewers to facilitate the transfer of......

Words: 2926 - Pages: 12

Book Review

...Critical Book Review: States and Markets Susan Strange 1993 Susan Strange wrote States and Markets in 1994 and it was amazingly predictive of the future of the Internal Political Economy or Global Political Economy (IPE or GPE). Although there are some blind spots in her theory and mode, and she was not able to predict many things. She was still able to accurately describe the four main structures, which affect structural and relational power structures thereby directly affecting IPE. * The model she proposes in this book is not based on rigid theories of international relations that give no room for debate, which are erroneously based on some preconceived assumptions. First, one must understand how the author defines certain ideas and concepts differently. According to Strange “ Firstly a great deal of social theory is no more then description” (Strange, 10, 1994). She expands with the facts are well known but are arranged in a different order or category (Strange, 10, 1994). Susan Strange’s security structure is not rigid, like most other security models and it does not dictate a set of conditions nor does it bias itself to one nation. It is not a uniquely American perspective that assumes military dominance nor is it a British Empire that demands subjugation. It is more easily applied to developing nations that lack the military might of a super power due to its assumption of conventional forces only and lack of military. She theorizes that without......

Words: 2356 - Pages: 10

Book Review

...INDIVIDUAL DYNAMICS AND LEADERSHIP – BOOK REVIEW The Difficulty of Being Good by Gurcharan Das   CONTENT S. No. Topic Page No. 1. Introduction and summary 1 2. Objective of study 1 3. Method of study 1 4. Critical Analysis of Chapters 2 4.1 Duryodhana’s Envy 2 4.2 Draupadi’s Courage 2 4.3 Yudhishthira’s Duty 3 4.4 Yudhishthira’s Remorse 4 4.5 Arjuna’s Despair 5 4.6 Krishna’s Guile 6 4.7 Bhishma’s Selflessness 6 4.8 Karna’s Status Anxiety 7 4.9 Conclusion 8 5. Key Learning 9   INTRODUCTION AND SUMMARY The Difficulty of Being Good by Gurcharan Das is an attempt to study and analyse the Mahabharata and the relevance it holds in todays’ world. The author realises that the great warriors in Mahabharata were essentially human beings and they had their own follies. Their moral dilemmas and behaviour arising out of the choices they made are very much relevant even today. The Mahabharata is essentially about our incomplete lives, about good people being faced with ethical dilemma and making choices that are not always right. They find themselves caught up in difficult situations, unable to decide what is right & what is wrong for ‘Dharma is subtle’ and its difficult it is to be good & righteous in this world. Essentially it’s the pursuit of Dharma by human beings and the moral dilemmas encountered on the way , that the author seek in this book. In each chapter, he critically analyses different characters of the epic and relates their dilemmas and......

Words: 5053 - Pages: 21

Book Review

...Bryce Beeman HIUS 222-B02 9/21/15 An American Soldier in World War 1: Book Review World War 1 was supposed to be the war to end all wars, but what it really did was propel the world into a generation of military innovation which lead to World War 2. It created a military monster in the United States and put them at the forefront of all world issues to come. Although many books and memoirs of the war have been written, there have been few that encompass a personal perspective along with providing an overview of what was happening during the war like the book An American Soldier in World War 1. Following the letters of soldier George Browne, Editor David L. Snead was able to create a picture of ordinary everyday problems surrounding the soldiers while including the big picture of the war and how these soldiers were helping the allied forces win. The United States officially entered World War 1 in April of 1917 after much deliberation and a little pushing by the allied forces. George Browne, who we follow through his letters to his girlfriend Martha, enlisted in the army in July and was assigned to the 117th Engineers Regiment, 42nd division. When the United States entered the war they were just simply not prepared and had very little time to train an entire army to be battle ready. The army lacked experienced officers and had a shortage on everything from underwear to guns. In George’s case he was often sleeping on the ground while training. “I didn’t tell you that they...

Words: 1073 - Pages: 5

Karl Johnson | Saikyou no Futari | Chap 566