Negotiation Enhancement : The Impact of Negotiation Knowledge on Cooperative Negotiation Performance in Intra-Organizational Settings

Language: English

Published by LAP Lambert Academic Publishing, 2012

3659279579 / 9783659279577

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Seller: AHA-BUCH GmbH, Einbeck, GermanyAHA-BUCH GmbH

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nach der Bestellung gedruckt Neuware - Printed after ordering - We deduced that the internal organizational negotiation processes would be favoring the cooperative style to secure more successful outcomes, and positive results. To explore this idea, we conducted a qualitative methodology research, on 64 professionals, working in different industrial sectors, over a period of six months. This lead to a number of conclusions, among which the most important is a positive relation between negotiation knowledge increase and cooperation in negotiation. These results lead to new questions which took us inside the organization. We conducted an analysis of the reciprocal impact of the newly trained staff and of their organizations, for another nine months. Results show a continuation of training impact, behavioral increase towards cooperative attitudes, but most importantly that organization in order to capitalize on training value and capture on the organizational learning needed to conceive and treat negotiation as a process and not as a soft skill. This book is a deep analysis of individual psychological battle leading to a visible negotiation behavior. It should enable managers and organizations to better understand and deploy their human capital.

Seller Inventory # 9783659279577

Title
Negotiation Enhancement : The Impact of Negotiation Knowledge on Cooperative Negotiation Performance in Intra-Organizational Settings
Author
Cherine Soliman
Publisher
LAP Lambert Academic Publishing
Publication year
2012
Condition
Neu
Binding
Taschenbuch
Language
English
ISBN 10
3659279579
ISBN 13
9783659279577
Item weight
582 grams
Dimensions
220x150x33 mm

AHA-BUCH GmbH

Einbeck, Germany

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AbeBooks seller since August 14, 2006

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