Roy J. Lewicki - Böcker

Think Before You SpeakThink Before You Speak takes you through the entire negotiation process in all its variations and contexts, both in business and everyday life. By preparing you to think clearly and strategically, this invaluable guide gives you an edge that will help you to achieve success while maintaining the best possible relations with those opposing you. Here's an outline of how Think Before You Speak leads you through the strategic negotiation process:CHAPTER & TOPIC* Overview/Plan* Assess Your Position* Assess Other Party* Analyze Context* Selecting a Strategy* Competition* Collaboration* Other Strategies* Building Collaboration* Resolving Conflict* Third Party Help* Communicating* Legal/Ethical Issues* Multiple Parties* Global Negotiation* Improving NegotiationSTEP IN PROCESS* ANALYZE STRATEGIC ISSUES* SELECT A STRATEGY* INITIATE THE NEGOTIATION PROCESS* MANAGE THE NEGOTIATION PROCESS* OBTAIN OUTCOMES AND LEARN FROM THE EXPERIENCEPractical, authoritative, and comprehensive, Think Before You Speak gives you the tools to handle any negotiation with confidence.

The globalized nature of modern organizations presents new and intimidating challenges for effective relationship building. Organizations and their employees are increasingly being asked to manage unfamiliar relationships with unfamiliar parties. These relationships not only involve working across different national cultures, but also dealing with different organizational cultures, different professional cultures and even different internal constituencies. Managing such differences demands trust. This book brings together research findings on organizational trust-building across cultures. Established trust scholars from around the world consider the development and maintenance of trust between, for example, management consultants and their clients, senior international managers from different nationalities, different internal organizational groupings during times of change, international joint ventures, and service suppliers and the local communities they serve. These studies, set in a wide variety of national settings, are an important resource for academics, students and practitioners who wish to know more about the nature of cross-cultural trust-building in organizations.

The globalized nature of modern organizations presents new and intimidating challenges for effective relationship building. Organizations and their employees are increasingly being asked to manage unfamiliar relationships with unfamiliar parties. These relationships not only involve working across different national cultures, but also dealing with different organizational cultures, different professional cultures and even different internal constituencies. Managing such differences demands trust. This book brings together research findings on organizational trust-building across cultures. Established trust scholars from around the world consider the development and maintenance of trust between, for example, management consultants and their clients, senior international managers from different nationalities, different internal organizational groupings during times of change, international joint ventures, and service suppliers and the local communities they serve. These studies, set in a wide variety of national settings, are an important resource for academics, students and practitioners who wish to know more about the nature of cross-cultural trust-building in organizations.

This volume of "Research on Negotiation in Organizations" focuses on three new and emerging areas in the domain of negotiation and conflict within organizations. In the first section, the problem of 'deviance' within organizations is approached from a conflict and justice perspective. Earlier research attention to these issues tended to treat deviance largely as a problem created by selected individuals who did not adapt to the organization, rather than as a systemic problem created by certain organizational conditions. By seeing deviant behavior in organizations as a possible response to unfair treatment, and by employing conflict management concepts to explain how individuals respond to organizational constraints and pressures, the papers in this section extend the work on conflict and justice to a new, rich, and largely unexplored domain. The second section of this volume addresses an increasingly important challenge in our world - the effective management of environmental conflict; the authors demonstrate factors contributing to the intractability of environmental disputes, and the importance of perceptions of fairness in attaining conflict resolution. The third and final section offers diverse but important papers in the application of conflict and negotiation to the international environment, including an examination of conflict in a Chinese cultural context, and commentary on the role of power differences in conflict management and negotiation.

As we head into the new millennium, we are witnessing a growing and heightened interest among organizational scholars on the topics of conflict and negotiation. New research questions are being identified, while new theory is being applied to "old" questions. The result is exciting research that has organizational and social relevance. The papers in this volume, which grew out of the eighth biannual Conference on Negotiation in Organizations, are representative of the provocative and "cutting edge" theory and research emerging in the area of conflict and negotiation.

Understanding Trust in Organizations: A Multilevel Perspective examines trust within organizations from a multilevel perspective, bringing together internationally renowned trust scholars to advance our understanding of how trust is affected by both macro and micro forces, such as those operating at the societal, institutional, network, organizational, team, and individual levels.Understanding Trust in Organizations synthesizes and promotes new scholarly work examining the emergence and embeddedness of multilevel trust within organizations. It provides a much-needed integration and novel conceptual advances regarding the dynamic interplay between micro and macro levels that influence trust. This volume brings new insights into how trust in groups, networks, and organizations forms, and why employees can differ in their trust in leaders and teams.Providing rich and nuanced insights into how to develop, maintain, and restore trust in the workplace, Understanding Trust in Organizations is a critical resource for scholars, graduate students, and researchers of industrial and organizational psychology, as well as practitioners in fields such as human resource management and strategic management.Chapter 8 of this book is freely available as a downloadable Open Access PDF at http://www.taylorfrancis.com under a Creative Commons Attribution-Non Commercial-No Derivatives (CC-BY-NC-ND) 4.0 license.

Understanding Trust in Organizations: A Multilevel Perspective examines trust within organizations from a multilevel perspective, bringing together internationally renowned trust scholars to advance our understanding of how trust is affected by both macro and micro forces, such as those operating at the societal, institutional, network, organizational, team, and individual levels.Understanding Trust in Organizations synthesizes and promotes new scholarly work examining the emergence and embeddedness of multilevel trust within organizations. It provides a much-needed integration and novel conceptual advances regarding the dynamic interplay between micro and macro levels that influence trust. This volume brings new insights into how trust in groups, networks, and organizations forms, and why employees can differ in their trust in leaders and teams.Providing rich and nuanced insights into how to develop, maintain, and restore trust in the workplace, Understanding Trust in Organizations is a critical resource for scholars, graduate students, and researchers of industrial and organizational psychology, as well as practitioners in fields such as human resource management and strategic management.Chapter 8 of this book is freely available as a downloadable Open Access PDF at http://www.taylorfrancis.com under a Creative Commons Attribution-Non Commercial-No Derivatives (CC-BY-NC-ND) 4.0 license.

As we head into the new millennium, we are witnessing a growing and heightened interest among organizational scholars on the topics of conflict and negotiation. New research questions are being identified, while new theory is being applied to old questions. The result is exciting research that has organizational and social relevance. The papers in this volume, which grew out of the eighth biannual Conference on Negotiation in Organizations, are representative of the provocative and cutting edge theory and research emerging in the area of conflict and negotiation.