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Negotiating a River

Author : Daniel MacFarlane

Publisher : UBC Press

Page : 357 pages

File Size : 43,91 MB

Release : 2014-03-01

Category : Political Science

ISBN : 0774826452

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Book Description

A megaproject half a century in the making, the planning and building of the St. Lawrence Seaway and Power Project is one of the defining episodes in North American history. Possibly the largest construction undertaking in Canadian history, and one of the most ambitious borderlands projects ever embarked upon by two countries, it also required decades of negotiation and the controversial relocation of thousands of people. Negotiating a River looks at the profound impacts of this megaproject, from the complex diplomatic negotiations, political manoeuvring, and environmental diplomacy to the implications on national identities and transnational relations.



Taming the River

Author : Camille Z. Charles

Publisher : Princeton University Press

Page : 315 pages

File Size : 15,27 MB

Release : 2009-03-23

Category : Education

ISBN : 1400830052

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Book Description

Building on their important findings in The Source of the River, the authors now probe even more deeply into minority underachievement at the college level. Taming the River examines the academic and social dynamics of different ethnic groups during the first two years of college. Focusing on racial differences in academic performance, the book identifies the causes of students' divergent grades and levels of personal satisfaction with their institutions. Using survey data collected from twenty-eight selective colleges and universities, Taming the River considers all facets of student life, including who students date, what fields they major in, which sports they play, and how they perceive their own social and economic backgrounds. The book explores how black and Latino students experience pressures stemming from campus racial climate and "stereotype threat"--when students underperform because of anxieties tied to existing negative stereotypes. Describing the relationship between grade performance and stereotype threat, the book shows how this link is reinforced by institutional practices of affirmative action. The authors also indicate that when certain variables are controlled, minority students earn the same grades, express the same college satisfaction, and remain in school at the same rates as white students. A powerful look at how educational policies unfold in America's universities, Taming the River sheds light on the social and racial factors influencing student success.



Negotiating with Tough Customers

Author : Steve Reilly

Publisher : Red Wheel/Weiser

Page : 172 pages

File Size : 43,11 MB

Release : 2016-06-22

Category : Business & Economics

ISBN : 1632659506

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Book Description

A guide to holding your ground with hardball negotiators, from a “talented advisor with a rare ability for connecting people with ideas” (Patrick Lencioni, bestselling author of The Five Dysfunctions of a Team). Negotiation is the middle ground between capitulation and stonewalling—a back-and-forth between two parties trying to reach agreement. If a price or other term is non-negotiable, there is no give and take, just “take it or leave it.” You may think you are negotiating, but if the other side isn’t playing, you aren’t either. Regardless of the industry, situation, or product, the two most common mistakes negotiators make are: 1) they give ground too easily, and 2) they get nothing in return. When dealing with tough customers, it is even more important to be able to defend your position and bargain for reciprocal concessions. Negotiating with Tough Customers provides proven methods for holding your ground against (seemingly) more powerful negotiators. But it goes further, making sure that when you do give ground, you get equal or better value in return. Using a cooperative, collaborative approach in a hardball negotiation just doesn’t work. Tough negotiators will play win-win, but only if they have nothing to lose. Negotiating With Tough Customers will make you a better salesperson by making you a better negotiator . . . and vice versa.



Negotiating the Nonnegotiable

Author : Daniel Shapiro

Publisher : Penguin

Page : 354 pages

File Size : 47,51 MB

Release : 2017-03-07

Category : Psychology

ISBN : 0143110179

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Book Description

“One of the most important books of our modern era” –Amb. Jaime de Bourbon For anyone struggling with conflict, this book can transform you. Negotiating the Nonnegotiable takes you on a journey into the heart and soul of conflict, providing unique insight into the emotional undercurrents that too often sweep us out to sea. With vivid stories of his closed-door sessions with warring political groups, disputing businesspeople, and families in crisis, Daniel Shapiro presents a universally applicable method to successfully navigate conflict. A deep, provocative book to reflect on and wrestle with, this book can change your life. Be warned: This book is not a quick fix. Real change takes work. You will learn how to master five emotional dynamics that can sabotage conflict outside your awareness: 1. Vertigo: How can you avoid getting emotionally consumed in conflict? 2. Repetition compulsion: How can you stop repeating the same conflicts again and again? 3. Taboos: How can you discuss sensitive issues at the heart of the conflict? 4. Assault on the sacred: What should you do if your values feel threatened? 5. Identity politics: What can you do if others use politics against you? In our era of discontent, this is just the book we need to resolve conflict in our own lives and in the world around us.



The Book of Real-World Negotiations

Author : Joshua N. Weiss

Publisher : John Wiley & Sons

Page : 327 pages

File Size : 27,24 MB

Release : 2020-08-25

Category : Business & Economics

ISBN : 1119616190

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Book Description

Real world negotiation examples and strategies from one of the most highly respected authorities in the field This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table. The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, you’ll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether you’re a student, instructor, or anyone who wants to negotiate successfully, you’ll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realms—domestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about: Exactly how to achieve Win-Win outcomes The critical role of underlying interests The kind of thinking that goes into generating creative options How to consider your and the other negotiator’s Best Alternative to a Negotiated Agreement (BATNA) Negotiating successfully in the face of power Achieving success when negotiating cross-culturally Once you come to understand through these cases that negotiation is the art of the possible, you’ll stop saying "a solution is impossible." With the knowledge and self-assurance you gain from this book, you’ll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome!



Negotiating Water Governance

Author : Emma S. Norman

Publisher : Routledge

Page : 341 pages

File Size : 39,66 MB

Release : 2016-03-09

Category : Nature

ISBN : 1317089170

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Book Description

Those who control water, hold power. Complicating matters, water is a flow resource; constantly changing states between liquid, solid, and gas, being incorporated into living and non-living things and crossing boundaries of all kinds. As a result, water governance has much to do with the question of boundaries and scale: who is in and who is out of decision-making structures? Which of the many boundaries that water crosses should be used for decision-making related to its governance? Recently, efforts to understand the relationship between water and political boundaries have come to the fore of water governance debates: how and why does water governance fragment across sectors and governmental departments? How can we govern shared waters more effectively? How do politics and power play out in water governance? This book brings together and connects the work of scholars to engage with such questions. The introduction of scalar debates into water governance discussions is a significant advancement of both governance studies and scalar theory: decision-making with respect to water is often, implicitly, a decision about scale and its related politics. When water managers or scholars explore municipal water service delivery systems, argue that integrated approaches to salmon stewardship are critical to their survival, query the damming of a river to provide power to another region and investigate access to potable water - they are deliberating the politics of scale. Accessible, engaging, and informative, the volume offers an overview and advancement of both scalar and governance studies while examining practical solutions to the challenges of water governance.



Water Diplomacy

Author : Shafiqul Islam

Publisher : Routledge

Page : 362 pages

File Size : 49,73 MB

Release : 2013

Category : Business & Economics

ISBN : 1617261033

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Book Description

At the heart of these conflicts are complex water networks.



Getting to Yes

Author : Roger Fisher

Publisher : Houghton Mifflin Harcourt

Page : 242 pages

File Size : 18,54 MB

Release : 1991

Category : Business & Economics

ISBN : 9780395631249

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Book Description

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.



Negotiating Life

Author : J. Salacuse

Publisher : Springer

Page : 229 pages

File Size : 39,64 MB

Release : 2013-09-04

Category : Business & Economics

ISBN : 1137318740

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Book Description

A complement to the successful The Global Negotiator: Making, Managing, and Mending Deals Around the World in the Twenty-First Century (Palgrave, 2003), Salacuse's new work is a comprehensive and easy-to-understand look at negotiation in everyday life. Drawing from his extensive experience around the world, Salacuse applies such large-scale examples as the Arab-Israeli conflicts or those in Berlin and shows us how to use such strategies in our own lives, from family and home life, to business and the workplace, even to our own thoughts as we negotiate compromises and agreement with ourselves. Arguing that life is really a series of negotiations, deal making, and diplomacy, Salacuse gives readers the tools to make the most of any situation.



Start with No

Author : Jim Camp

Publisher : Crown Currency

Page : 287 pages

File Size : 30,74 MB

Release : 2011-12-07

Category : Business & Economics

ISBN : 1400045290

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Book Description

Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, energy, money, and emotion * never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.