Sustainable negotiation : what physics can teach us about international negotiation /
This new and innovative book introduces a new approach to negotiation, where 'Sustainable Negotiation' replaces the old notion of winning. Instead of 'doing a deal' and walking away, negotiation becomes a continuous process of solving problems and creating relationships with no t...
Saved in:
| Main Author: | |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
Bingley, UK :
Emerald Publishing Limited,
2017.
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| Edition: | First edition. |
| Subjects: | |
| Online Access: | CONNECT |
MARC
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| 100 | 1 | |a Karsaklian, Eliane, |d 1959- |e author. |1 https://id.oclc.org/worldcat/entity/E39PCjHDGdmtfgYvfvd6fDkyQy | |
| 245 | 1 | 0 | |a Sustainable negotiation : |b what physics can teach us about international negotiation / |c by Eliane Karsaklian. |
| 250 | |a First edition. | ||
| 264 | 1 | |a Bingley, UK : |b Emerald Publishing Limited, |c 2017. | |
| 300 | |a 1 online resource | ||
| 336 | |a text |b txt |2 rdacontent | ||
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| 504 | |a Includes bibliographical references and index. | ||
| 588 | 0 | |a Online resource; title from PDF title page (EBSCO, viewed July 19, 2017). | |
| 505 | 0 | |a Front Cover; Sustainable Negotiation; Copyright Page; Contents; Quotes; Foreword; Introduction: What Do Smartphones, Cards, and Pets -- and Physics -- Have to Do with International Negotiation?; Drawing on Unusual Connections; The Nature of "Reality"; Quantum Mechanics Teaches Us That Reality Is Truly Unknowable; Dealing with Paradoxes; The Culture in a Deck of Cards; Welcome to Sustainable Negotiation; How Your Pet Can Help You; Let's Do This Together; 1 Negotiation Is about Energy; A Brief History of Classical Physics and Quantum Mechanics. | |
| 505 | 8 | |a Why There's a Connection between Physics and Negotiation"Classical Negotiation"; The Culture that Spawned Classical Negotiation; The Rise of Developing and Emerging Countries; The New World of Sustainable Negotiation; "Fortune Favors the Prepared Mind"; Chapter 1: Highlights; Chapter 1: Energy Experiments; Experiment #1: Get the Ball Rolling; Experiment #2: How Much Energy Do You Put into a Negotiation?; 2 Negotiation Is about Paradoxes; The Problem with "International" Missing from Negotiation; Words Matter; Negotiating for a Deal. | |
| 505 | 8 | |a Long-Term versus Sustainable Negotiation: There's a DifferenceThinking about a Cat; The Power -- and Confusion -- of Paradox; A Cautionary Tale; The Danger of Either/Or in a Larger World; Letting "Reality" Limit Creativity and Positive Outcomes; Thinking Up a Storm; Living with Paradoxes Happens All the Time; Negotiation Is a Paradoxical Activity; Chapter 2 Highlights; Chapter 2 Paradox Experiments; Experiment #1: Looking at reality; Experiment #2: Identifying paradoxes; Experiment #3: Looking at context; Experiment #4: Negotiation Fantasies; 3 Negotiation Is about Optical Illusions. | |
| 505 | 8 | |a A Window on NegotiationRainbows as a Metaphor for International Negotiation; The Nature of Rainbows; How Light through a Droplet Mirrors Cultural Stimuli; Light Waves and Culture; The Critical Angle; Cultures -- Like Nature -- Are Integrated Systems; Each Culture Is Like a Planet in Our Universe; Cultural Metaphors We Need to Rethink; Negotiation Is about Observation; Chapter 3: Highlights; Chapter 3: Optical Illusion Experiments; Experiment #1: "Seeing" a Rainbow; Experiment #2: Noticing Optical Illusions; Experiment #3: Looking at Yourself; Experiment #4: Optical Illusions in Conversation. | |
| 505 | 8 | |a 4 Negotiation Is about ProbabilitiesWelcome to the Uncertain World of Probabilities; The Revelation of the Uncertainty Principle; What We Don't Know Confuses Us; Paradoxes, Dilemmas, and Decisions; Soothing Ourselves with Patterns; The Problem with Patterns; A Risky But Profitable Business; The Importance of Context; The Shortcomings of Certainty; Seeing Probabilities as Your Friend; Chapter 4: Highlights; Chapter 4: Experiments; Experiment #1: Noticing Predictions by Experts; Experiment #2: What a Coin Toss Teaches about Probabilities; Experiment #3: Predicting Behavior with People You Know. | |
| 520 | |a This new and innovative book introduces a new approach to negotiation, where 'Sustainable Negotiation' replaces the old notion of winning. Instead of 'doing a deal' and walking away, negotiation becomes a continuous process of solving problems and creating relationships with no term limits, which better reflects the real world today. Just as we strive to create a sustainable approach to the natural world, we need to do the same with people if we want to keep working together and building a more harmonious business world. The book borrows from the field of physics to make the case that negotiators need to know what is not visible so they can explain what is visible. This alignment gives negotiators the tools to think differently about what they see, helping them to look beyond traditional negotiation techniques and to develop a forward-thinking and sustainable approach to business. Written by a leading international negotiation expert, Sustainable Negotiation introduces a completely new perspective on international negotiation, providing practical, field-tested examples, experiments and guidance to enable readers to implement sustainable negotiation in the real world. | ||
| 500 | |a EBSCO eBook Academic Comprehensive Collection North America |5 TMurS | ||
| 500 | |a EBSCO eBook Business Collection |5 TMurS | ||
| 650 | 0 | |a Negotiation. | |
| 650 | 0 | |a Negotiation in business. | |
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| 776 | 0 | 8 | |i Print version: |a Karsaklian, Eliane, 1959- |t Sustainable negotiation. |b First edition. |d Bingley, UK : Emerald Publishing Limited, 2017 |z 178714576X |z 9781787145764 |w (OCoLC)970036827 |
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