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Negotiation Theory and Research
Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.
The Truth about Negotiations
“The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.” –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation “Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.” –ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb “A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business ...
The Mind and Heart of the Negotiator
For undergraduate and graduate-level business courses that cover the skills of negotiation. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.
Creative Conspiracy
Identifies the importance of a conscious, planned and shared collaborative environment that promotes teamwork, creativity and enthusiasm, revealing counter-intuitive facts while sharing research-based examples that identify the essential components of an effective team. 15,000 first printing.
Making the Team
This text provides a good balance of theory and practice. It combines cutting-edge research on groups with practical management principles. The text is organized into 3 primary tasks for the leader/manager: 1) Accurately assessing and improving team performance; 2) Managing the internal dynamics of teams (diversity, conflict, and creativity); and 3) Optimally leveraging the team within the larger organization. It is written for both team leaders and team members.
Negotiating the Sweet Spot
Everybody negotiates at various points every day, be it in life or business, and it’s important to get it right. On average, people leave about 20% of potential mutual gains untapped in any negotiation. This is akin to taking 20% of the value in any deal and dumping it into a garbage canister. Finding that hidden 20%, the “sweet spot,” is a skill that takes practice but is also one that anybody can learn. Leigh Thompson offers best practices and tools within this book to use in daily negotiations and conflict situations. She calls these strategies “hacks” because they work but don’t require a lot of investment, training, expense, and time. You don’t have to be a CEO, senior VP,...
Making the Team
University" Drawing upon research from leading scholars in the fields of social psychology, organization behavior, sociology, and cognitive psychology, this invaluable resource for both young managers and seasoned executives alike covers both basic and cutting-edge team building and management principles as it outlines in a clear, step-by-step fashion how to improve the functioning of teams within an organization. Introduces the basic building blocks for analyzing and perfecting teamwork; addresses the assessment of a team's performance and productivity; and discusses when and how to reward teamwork in organizations. Focuses on "internal dynamics," i.e, structuring tasks, selecting people, a...
Creativity and Innovation in Organizational Teams
This edited volume from a conference held at Northwestern University concerns the latest research on creativity and innovations in groups. It represents research from three different camps: group, cognitive processes, and organizational behavior.
The Mind and Heart of the Negotiator
Based on the latest research findings, this book provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, It combines a strong applied flavor with straightforward and lively writing, presents a unified, comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. Over 100 case study examples of negotiations from the business world are used to analyze and demonstrate points. These cases offer readers current and realistic examples of negotiating in managerial and executive contexts, and a look at the real-world. The book shows complex, commonly-occurring negotiating situationssuch as negotiating with agents, mediation and arbitration, negotiating via e-mail and conference call, negotiating with competitor companies, and negotiating cross-culturally. For attorneys, arbitrators, and other negotiatiors, and many other professions with . It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.
Shared Cognition in Organizations
Written for those interested in the topic of "shared knowledge" in organizations, this edited volume brings together a variety of themes and perspectives that emerge when multidisciplinary scholars examine this important subject. The papers were presented at a conference designed to bring together behavioral scientists who were interested in the creation, conversation, distribution, and protection of knowledge in organizations. The editors bring together a distinguished group of social psychologists who have made important contributions to social cognition and group processes. They cast a wide net in terms of the topics covered and challenged the authors to think about how their research applies to the management or mismanagement of knowledge in organizations. The volume is divided into three sections: knowledge systems, emotional-motivational systems, and communication and behavioral systems. A final conclusion chapter discusses and integrates the various contributions.
