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Book
x, 246 p. : ill. ; 24 cm.
Whether you are negotiating a business contract or curfew with your teenager, emotions can get you in trouble. They also can help you get what you want. This book shows you how. Telling a negotiator Dont get emotional is nonsense. We all have emotions of some kindall the timeand these emotions deeply inform both what we want and how we go about getting it. In "Getting to Yes, " master negotiator Roger Fisher helped readers understand the mechanics of everyday agreements and how to reach them while preserving respect and self-worth. Now, in "Beyond Reason, " he and psychologist Daniel Shapiro share their expertise in understanding how emotions affect negotiations and, more importantly, how they can be used as a tool. "Beyond Reason" sheds light on five core emotional concerns we all feel during any interaction, whether between business partners or spouses. Do you feel unappreciated? Alone? Put down? Trivialized? Your autonomy impinged? Awareness of these core concerns gives you power. Fisher and Shapiro show you how to use them to generate positive emotions in others and in yourself, allowing you to set the emotional tone and to get what you each want more easily. You will even know what matters most to people before meeting them. Fresh, insightful, and engaging, "Beyond Reason" is sure to be viewed as Fishers most important work since "Getting to Yes, ".
(source: Nielsen Book Data)9780670034505 20160527
Law Library (Crown)
LAW-7825-01
Book
xii, 347 p. : ill. ; 24 cm.
  • Contents: A.P. Brief, J.P. Walsh, Series Foreword. D.M. Messick, R.M. Kramer, Introduction: New Approaches to the Psychology of Leadership. Part I: Conceptions of Leadership. M.C. Bligh, J.R. Meindl, The Cultural Ecology of Leadership: An Analysis of Popular Leadership Books. M.A. Hogg, Social Identity and Leadership. D.M. Messick, On the Psychological Exchange Between Leaders and Followers. G.R. Goethals, The Psychodynamics of Leadership: Freud's Insights and Their Vicissitudes. Part II: Effectiveness of Leadership. J.R. Hackman, Rethinking Team Leadership: or Teams Leaders Are Not Music Directors. R.S. Peterson, K.J. Behfar, Leadership as Group Regulation. T.R. Tyler, Process-Based Leadership: How Do Leaders Lead? H.R. Bowles, K.L. McGinn, Claiming Authority: Negotiating Challenges for Women Leaders. M. Ganz, Why David Sometimes Wins: Strategic Capacity in Social Movements. Part III: Consequences of Leadership. R.M. Kramer, D. Gavrieli, The Perception of Conspiracy: Leader Paranoia as Adaptive Cognition. J.C. Magee, D.H. Gruenfeld, D.J. Keltner, A.D. Galinsky, Leadership and the Psychology of Power. S.T. Allison, D. Eylon, The Demise of Leadership: Death Positivity Biases in Posthumous Impressions of Leaders. Part IV: Commentary. S. Chan, A.P. Brief, When Leadership Matters and When It Does Not: A Commentary.
  • (source: Nielsen Book Data)9780805840957 20160615
In this book, some of the world's leading scholars come together to describe their thinking and research on the topic of the psychology of leadership. Most of the chapters were originally presented as papers at a research conference held in 2001 at the Kellogg School of Management of Northwestern University. The contributions span traditional social psychological areas, as well as organizational theory; examining leadership as a psychological process and as afforded by organizational constraints and opportunities. The editors' goal was not to focus the chapters on a single approach to the study and conceptualization of leadership but rather to display the diversity of issues that surround the topic. Leadership scholars have identified a host of approaches to the study of leadership. What are the personal characteristics of leaders? What is the nature of the relation between leaders and followers? Why do we perceive some people to be better leaders than others? What are the circumstances that evoke leadership qualities in people? Can leadership be taught? And so on. The contributions to this book examine these important questions and fall into three categories: conceptions of leadership, factors that influence the effectiveness of leadership, and the consequences and effects of leadership on the leader. All in all, the chapters of this volume display part of a broad spectrum of novel and important approaches to the study of the psychology of leadership. We hope that they are equally useful to those who are or would be leaders and to those who study the topic. As recent events have served to remind us, it is too important a topic to be ignored by psychologists.
(source: Nielsen Book Data)9780805840957 20160615
Law Library (Crown)
LAW-7825-01
Book
xviii, 458 p. : ill. ; 24 cm.
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation - research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas - and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes - cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
(source: Nielsen Book Data)9780804745864 20160528
Law Library (Crown)
LAW-7825-01
Book
ix, 275 p. : ill. ; 24 cm.
  • What Is Mediation?-- The Client-Centered Mediation Model-- The Mediation Process and the Mediator's Role-- The ABCs of Divorce Mediation-- Mediating Workplace and Other Non-Divorce Disputes-- Mediation Training-- Building a Mediation Practice-- Ethical Standards and Accountability-- The Future Impact of Mediation Practice-- References-- Suggested Reading List-- Appendices.
  • (source: Nielsen Book Data)9780471353683 20160528
Mediation helps people work through conflicts and find solutions with the help of an impartial third party outside the legal system. With the demand of mediation services rising, this practical guidebook offers therapists advice and quick tips on how to incorporate mediation into their existing range of services.
(source: Nielsen Book Data)9780471353683 20160528
Law Library (Crown)
LAW-7825-01