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Inhaltsangabe: Using new definitions of the concept of power, this book examines the relations between parties in symmetrical and asymmetrical negotiations. I. William Zartman and Jeffrey Z. Rubin argue that negotiations between countries that are not equal in power tend to be more efficient and effective than symmetrical negotiations. Weaker and stronger parties negotiating together know their roles and are able to get appropriate benefits to each side in a negotiated agreement. This is particularly true when a relationship holds the parties together. In cases of symmetry or near symmetry the countries, whether they are equally weak or equally strong, tend to spend most of their time maintaining their status and waste inordinate amounts of time before they ever come to an agreement. These conclusions run counter to the most accepted wisdom of negotiations, although they do confirm evidence from careful experiments.
Power and Negotiation is a unique study that addresses the concept of power and produces new findings both about the concept itself and about its applications to negotiation. It rejects both the notion of power as a resource and power as an ability. Instead, the work defines power as an act that is designed to cause the other party to move in a desired direction, thus separating the concept both from its source and from its effects and leaving it open to much more detailed analysis. At the same time, it also examines perceived power on the basis of which symmetries and asymmetries in the relations between parties can be identified. It then looks at six cases of clear asymmetry, two cases of symmetry, and one mixed situation. The book ends with a careful examination of lessons for practice and lessons for theory.
The book will appeal to students of negotiation strategy and international relations.
I. William Zartman is Jacob Blaustein Professor of International Organization and Conflict Resolution, The Johns Hopkins University. The late Jeffrey Z. Rubin was Professor of Psychology at Tufts University.

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Zartman, I. William
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Buchbeschreibung Univ Michigan Press. Buchzustand: BRAND NEW. BRAND NEW Softcover A Brand New Quality Book from a Full-Time Bookshop in business since 1992!. Buchnummer des Verkäufers 2262230

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Buchbeschreibung University of Michigan Press. Paperback. Buchzustand: GOOD. Gently used may contain ex-library markings, possibly has some minor highlighting, textual notations, and or underlining. Text is still easily readable. Buchnummer des Verkäufers 2749759606

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Buchbeschreibung University of Michigan Press. Paperback. Buchzustand: GOOD. book was well loved but cared for. Possible ex-library copy with all the usual markings and stickers. Some light textual notes, highlighting and underling. Buchnummer des Verkäufers 2749700807

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Buchbeschreibung The University of Michigan Press, 2002. PAP. Buchzustand: New. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Buchnummer des Verkäufers CE-9780472089079

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Buchbeschreibung The University of Michigan Press. Paperback. Buchzustand: new. BRAND NEW, Power and Negotiation, I. William Zartman, Using new definitions of the concept of power, this book examines the relations between parties in symmetrical and asymmetrical negotiations. I. William Zartman and Jeffrey Z. Rubin argue that negotiations between countries that are not equal in power tend to be more efficient and effective than symmetrical negotiations. Weaker and stronger parties negotiating together know their roles and are able to get appropriate benefits to each side in a negotiated agreement. This is particularly true when a relationship holds the parties together. In cases of symmetry or near symmetry the countries, whether they are equally weak or equally strong, tend to spend most of their time maintaining their status and waste inordinate amounts of time before they ever come to an agreement. These conclusions run counter to the most accepted wisdom of negotiations, although they do confirm evidence from careful experiments."Power and Negotiation" is a unique study that addresses the concept of power and produces new findings both about the concept itself and about its applications to negotiation. It rejects both the notion of power as a resource and power as an ability. Instead, the work defines power as an act that is designed to cause the other party to move in a desired direction, thus separating the concept both from its source and from its effects and leaving it open to much more detailed analysis. At the same time, it also examines perceived power on the basis of which symmetries and asymmetries in the relations between parties can be identified. It then looks at six cases of clear asymmetry, two cases of symmetry, and one mixed situation. The book ends with a careful examination of lessons for practice and lessons for theory.The book will appeal to students of negotiation strategy and international relations.I. William Zartman is Jacob Blaustein Professor of International Organization and Conflict Resolution, The Johns Hopkins University. The late Jeffrey Z. Rubin was Professor of Psychology at Tufts University. Buchnummer des Verkäufers B9780472089079

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Buchbeschreibung The University of Michigan Press, United States, 2002. Paperback. Buchzustand: New. Reprint. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New Book. Using new definitions of the concept of power, this book examines the relations between parties in symmetrical and asymmetrical negotiations. I. William Zartman and Jeffrey Z. Rubin argue that negotiations between countries that are not equal in power tend to be more efficient and effective than symmetrical negotiations. Weaker and stronger parties negotiating together know their roles and are able to get appropriate benefits to each side in a negotiated agreement. This is particularly true when a relationship holds the parties together. In cases of symmetry or near symmetry the countries, whether they are equally weak or equally strong, tend to spend most of their time maintaining their status and waste inordinate amounts of time before they ever come to an agreement. These conclusions run counter to the most accepted wisdom of negotiations, although they do confirm evidence from careful experiments.Power and Negotiation is a unique study that addresses the concept of power and produces new findings both about the concept itself and about its applications to negotiation. It rejects both the notion of power as a resource and power as an ability. Instead, the work defines power as an act that is designed to cause the other party to move in a desired direction, thus separating the concept both from its source and from its effects and leaving it open to much more detailed analysis. At the same time, it also examines perceived power on the basis of which symmetries and asymmetries in the relations between parties can be identified. It then looks at six cases of clear asymmetry, two cases of symmetry, and one mixed situation. The book ends with a careful examination of lessons for practice and lessons for theory.The book will appeal to students of negotiation strategy and international relations.I. William Zartman is Jacob Blaustein Professor of International Organization and Conflict Resolution, The Johns Hopkins University. The late Jeffrey Z. Rubin was Professor of Psychology at Tufts University. Buchnummer des Verkäufers BTE9780472089079

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Buchbeschreibung The University of Michigan Press, United States, 2002. Paperback. Buchzustand: New. Reprint. Language: English . Brand New Book. Using new definitions of the concept of power, this book examines the relations between parties in symmetrical and asymmetrical negotiations. I. William Zartman and Jeffrey Z. Rubin argue that negotiations between countries that are not equal in power tend to be more efficient and effective than symmetrical negotiations. Weaker and stronger parties negotiating together know their roles and are able to get appropriate benefits to each side in a negotiated agreement. This is particularly true when a relationship holds the parties together. In cases of symmetry or near symmetry the countries, whether they are equally weak or equally strong, tend to spend most of their time maintaining their status and waste inordinate amounts of time before they ever come to an agreement. These conclusions run counter to the most accepted wisdom of negotiations, although they do confirm evidence from careful experiments.Power and Negotiation is a unique study that addresses the concept of power and produces new findings both about the concept itself and about its applications to negotiation. It rejects both the notion of power as a resource and power as an ability. Instead, the work defines power as an act that is designed to cause the other party to move in a desired direction, thus separating the concept both from its source and from its effects and leaving it open to much more detailed analysis. At the same time, it also examines perceived power on the basis of which symmetries and asymmetries in the relations between parties can be identified. It then looks at six cases of clear asymmetry, two cases of symmetry, and one mixed situation. The book ends with a careful examination of lessons for practice and lessons for theory.The book will appeal to students of negotiation strategy and international relations.I. William Zartman is Jacob Blaustein Professor of International Organization and Conflict Resolution, The Johns Hopkins University. The late Jeffrey Z. Rubin was Professor of Psychology at Tufts University. Buchnummer des Verkäufers AAN9780472089079

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Buchbeschreibung The University of Michigan Press, United States, 2002. Paperback. Buchzustand: New. Reprint. Language: English . Brand New Book. Using new definitions of the concept of power, this book examines the relations between parties in symmetrical and asymmetrical negotiations. I. William Zartman and Jeffrey Z. Rubin argue that negotiations between countries that are not equal in power tend to be more efficient and effective than symmetrical negotiations. Weaker and stronger parties negotiating together know their roles and are able to get appropriate benefits to each side in a negotiated agreement. This is particularly true when a relationship holds the parties together. In cases of symmetry or near symmetry the countries, whether they are equally weak or equally strong, tend to spend most of their time maintaining their status and waste inordinate amounts of time before they ever come to an agreement. These conclusions run counter to the most accepted wisdom of negotiations, although they do confirm evidence from careful experiments.Power and Negotiation is a unique study that addresses the concept of power and produces new findings both about the concept itself and about its applications to negotiation. It rejects both the notion of power as a resource and power as an ability. Instead, the work defines power as an act that is designed to cause the other party to move in a desired direction, thus separating the concept both from its source and from its effects and leaving it open to much more detailed analysis. At the same time, it also examines perceived power on the basis of which symmetries and asymmetries in the relations between parties can be identified. It then looks at six cases of clear asymmetry, two cases of symmetry, and one mixed situation. The book ends with a careful examination of lessons for practice and lessons for theory.The book will appeal to students of negotiation strategy and international relations.I. William Zartman is Jacob Blaustein Professor of International Organization and Conflict Resolution, The Johns Hopkins University. The late Jeffrey Z. Rubin was Professor of Psychology at Tufts University. Buchnummer des Verkäufers AAN9780472089079

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Buchbeschreibung 2002. Paperback. Buchzustand: New. Paperback. Using new definitions of the concept of power, this book examines the relations between parties in symmetrical and asymmetrical negotiations. I. William Zartman and Jeffrey Z.Shipping may be from our Sydney, NSW warehouse or from our UK or US warehouse, depending on stock availability. 328 pages. 0.476. Buchnummer des Verkäufers 9780472089079

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Zartman, I. William (Editor)/ Rubin, Jeffrey Z. (Editor)
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Buchbeschreibung Univ of Michigan Pr, 2002. Paperback. Buchzustand: Brand New. reprint edition. 328 pages. 9.25x6.25x0.75 inches. In Stock. Buchnummer des Verkäufers __0472089072

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