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Leck: CPI Books GmbH. ISBN 978-3033031869; Malhotra, Deepak; Bazerman, Max H. (2007). Negotiation genius: how to overcome obstacles and achieve brilliant results at the bargaining table and beyond. New York: Bantam Books. ISBN 9780553804881. OCLC 133465464. Ury, William (2007). The power of a positive No: how to say No and still get to Yes.
BATNA was developed by negotiation researchers Roger Fisher and William Ury of the Harvard Program on Negotiation (PON), in their series of books on principled negotiation that started with Getting to YES (1981), equivalent to the game theory concept of a disagreement point from bargaining problems pioneered by Nobel Laureate John Forbes Nash decades earlier.
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Integrated negotiation is not to be confused with integrative negotiation, a different concept (as outlined above) related to a non-zero-sum approach to creating value in negotiations. Integrated negotiation was first identified and labeled by the international negotiator and author Peter Johnston in his book Negotiating with Giants. [27]
No matter what you plan to do with your life, skills in negotiation are incredibly important. It's generally a field that's associated with business deals, but teachers with a room full of ...
The Mutual Gains Approach (MGA) to negotiation is a process model, based on experimental findings and hundreds of real-world cases, [1] [2] [3] [4] [5] [6] that lays ...
The Program on Negotiation offers one day Author Sessions focused on recent book publications by PON faculty members as part of its Executive Education Series. Recent courses included: Deal-Making and Negotiauctions, Creating a World-class Negotiating Organization, Bargaining with the Devil, and Negotiating International Deals.
Gerard Irwin Nierenberg (27 July 1923 – 19 September 2012) was an American lawyer, author, and expert in negotiation and communication strategy. [1] In 1966 he founded The Negotiation Institute where he began a legacy of government, corporate, and non-profit organizational reform based on his ideas of how negotiation impacts the lives of everyone, and he published 22 books on negotiation. [2]
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3579 S High St, Columbus, OH · Directions · (614) 409-0683