Managing Negotiations

Business & Money

Benson, John

McMillan, John

KENNEDY, GAVIN

Management & Leadership

Arrow (A Division of Random House Group)

"Business is a game--the greatest game in the world if you know how to play it," said IBM's founder Thomas J. Watson. He would probably agree that business negotiations are essentially the game of predicting what the other person will do. Faced with employees, subcontractors, salespeople and others, managers are continually called upon to make strategic decisions based on how someone else will act and react. How do the successful ones do it? Is it savvy? Guesswork? Even the most canny negotiators would be hard pressed to describe their own methods, which they generally develop intuitively over long and costly experience. But a key to becoming a top negotiator is now available to managers at all levels, in Games, Strategies, and Managers--the revealing new book that injects some science into the art of business decisionmaking. Adapted from the hottest new area of economic theory and based on the latest breakthroughs, Games, Strategies, and Managers goes far beyond the advice commonly offered to negotiators--the old saws, the tales about what worked once in Cleveland--to provide powerful insight into what's really going on beneath every negotiation. Using seven key questions as a starting point, it helps the executive strip away the distracting details of a situation. It doesn't matter if the issue is commissions, piece rates, royalties, managerial incentives, or cost-overrun provisions--the game is the same. The negotiator who recognizes these underlying rules and exploits them to best advantage will gain the upper hand, in formal negotiations as well as in dozens of everyday business situations. Of course, any game involves risk. Managers often have to make a decision without full knowledge of the consequences, and others' actions are not entirely predictable. Game theory explores how to take creative risks to get the strategic edge. Invaluable practical illustrations that show game theory in action include the setting of executives' incentives, the organizing of a network of subcontractors, and a behind-the-scenes look at how international trade negotiations really work. For the sales manager devising a commission-payment scheme to motivate salespeople, the procurement manager trying to get a subcontractor to limit production costs, the compensation committee designing a managerial incentive scheme, and beginning or experienced executives in all industries, Games, Strategies, and Managers shows how to excel at "the greatest game in the world." Even more than a powerful tool of business strategy, game theory is a valuable habit of mind--a way for executives to sharpen their thinking in business and in life. While experience may help you see the trees, game theory shows you the whole forest.

Games, Strategies, and Managers: How Managers Can Use Game Theory to Make Better Business Decisions

Economics

Oxford University Press

"Business is a game--the greatest game in the world if you know how to play it," said IBM's founder Thomas J. Watson. He would probably agree that business negotiations are essentially the game of predicting what the other person will do. Faced with employees, subcontractors, salespeople and others, managers are continually called upon to make strategic decisions based on how someone else will act and react. How do the successful ones do it? Is it savvy? Guesswork? Even the most canny negotiators would be hard pressed to describe their own methods, which they generally develop intuitively over long and costly experience. But a key to becoming a top negotiator is now available to managers at all levels, in Games, Strategies, and Managers--the revealing new book that injects some science into the art of business decision-making. Adapted from the hottest new area of economic theory and based on the latest breakthroughs, Games, Strategies, and Managers goes far beyond the advice commonly offered to negotiators--the old saws, the tales about what worked once in Cleveland--to provide powerful insight into what's really going on beneath every negotiation. Using seven key questions as a starting point, it helps the executive strip away the distracting details of a situation. It doesn't matter if the issue is commissions, piece rates, royalties, managerial incentives, or cost-overrun provisions--the game is the same. The negotiator who recognizes these underlying rules and exploits them to best advantage will gain the upper hand, in formal negotiations as well as in dozens of everyday business situations. Of course, any game involves risk. Managers often have to make a decision without full knowledge of the consequences, and others' actions are not entirely predictable. Game theory explores how to take creative risks to get the strategic edge. Invaluable practical illustrations that show game theory in action include the setting of executives' incentives, the organizing of a network of subcontractors, and a behind-the-scenes look at how international trade negotiations really work. For the sales manager devising a commission-payment scheme to motivate salespeople, the procurement manager trying to get a subcontractor to limit production costs, the compensation committee designing a managerial incentive scheme, and beginning or experienced executives in all industries, Games, Strategies, and Managers shows how to excel at "the greatest game in the world." Even more than a powerful tool of business strategy, game theory is a valuable habit of mind--a way for executives to sharpen their thinking in business and in life. While experience may help you see the trees, game theory shows you the whole forest.

This is the first book in bioethics that explains how it is that you actually go about doing good bioethics. Bioethics has made a mistake about its methods, and this has led not only to too much theorizing, but also fragmentation within bioethics. The unhelpful disputes between those who think bioethics needs to be more philosophical, more sociological, more clinical, or more empirical, continue. While each of these claims will have some point, they obscure what should be common to all instances of bioethics. Moreover, they provide another phantom that can lead newcomers to bioethics down blind alleyways stalked by bristling sociologists and philosophers. The method common to all bioethics is bringing moral reason to bear upon ethical issues, and it is more accurate and productive to clarify what this involves than to stake out a methodological patch that shows why one discipline is the most important. This book develops an account of the nature of bioethics and then explains how a number of methodological spectres have obstructed bioethics becoming what it should. In the final part, it explains how moral reason can be brought to bear upon practical issues via an 'empirical, Socratic' approach.

The Methods of Bioethics: An Essay in Meta-Bioethics (Issues in Biomedical Ethics)

Politics & Social Sciences

Philosophy

Clear, insightful, and nondogmatic, this book gives us a new appreciation for one of our most ubiquitous institutions. From the wild swings of the stock market to the online auctions of eBay to the unexpected twists of the world's post-Communist economies, markets have suddenly become quite visible. We now have occasion to ask, "What makes these institutions work? How important are they? How can we improve them?" Taking us on a lively tour of a world we once took for granted, John McMillan offers examples ranging from a camel trading fair in India to the $20 million per day Aalsmeer flower market in the Netherlands to the global trade in AIDS drugs. Eschewing ideology, he shows us that markets are neither magical nor immoral. Rather, they are powerful if imperfect tools, the best we've found for improving our living standards. Peter Bernstein's Against the Gods enabled us to see risk in a whole new light. McMillan's book will do the same for markets.

Reinventing the Bazaar: The Natural History of Markets

W.W. Norton & Co., Inc.

Clear, insightful, and nondogmatic, this book gives us a new appreciation for one of our most ubiquitous institutions.
From the wild swings of the stock market to the online auctions of eBay to the unexpected twists of the world's post-Communist economies, markets have suddenly become quite visible. We now have occasion to ask, "What makes these institutions work? How important are they? How can we improve them?"
Taking us on a lively tour of a world we once took for granted, John McMillan offers examples ranging from a camel trading fair in India to the $20 million per day Aalsmeer flower market in the Netherlands to the global trade in AIDS drugs. Eschewing ideology, he shows us that markets are neither magical nor immoral. Rather, they are powerful if imperfect tools, the best we've found for improving our living standards.
A New York Times Notable Book.

Reinventing the Bazaar: A Natural History of Markets

W.W.Norton&Company

'Written for the intelligent layman... a reflective guide concerning important debates.'Mr Justice Michael Kirby The Australian'A book that canvasses all the arguments for and against various proposals for constitutional reform in a form which makes them readily understandable and accessible to Australians interested in their Constitution... seems certain to become the definitive book in the current debate over the Constitution.'Geoffrey Barker The AgeAustralia's Constitution is designed to be a working document, as comprehensive as possible, to be used and referred to by those interested in the past, present and future of the constitution. It provides a straightforward introduction to the nature and many functions of the Constitution and lucidly demonstrates its crucial role in the political, social and economic life of this country.John McMillan teaches law at the Australian National University. Senator Gareth Evans Q.C. is the Federal Minister for Resources and Energy and was previously Attorney-General. Haddon Storey Q.C. is Deputy Leader of the Opposition in the Victorian Legislative Council. From 1976 - 1982 he was Attorney General and Minister for Federal Affairs.

Australia's constitution: Time for change?

G. Allen & Unwin Australia

The Methods of Neuroethics (Elements in Bioethics and Neuroethics)

This Element offers a framework for exploring the methodological challenges of neuroethics. The aim is to provide a roadmap for the methodological assumptions, and related pitfalls, involved in the interdisciplinary investigation of the ethical and legal implications of neuroscientific research and technology. It illustrates these points via the debate about the ethical and legal responsibility of psychopaths. Argument and the conceptual analysis of normative concepts such as 'personhood' or 'human agency' is central to neuroethics. This Element discusses different approaches to establishing norms and principles that regulate the practices addressed by neuroethics and that involve the use of such concepts. How to characterize the psychological features central to neuroethics, such as autonomy, consent, moral understanding, moral motivation, and control is a methodological challenge. In addition, there are epistemic challenges when determining the validity of neuroscientific evidence.

Health, Fitness & Dieting

Malatesti, Luca

Psychology & Counseling

Cambridge University Press

Remembering: The Life of a Simple Man

Biographies & Memoirs

Community & Culture

FriesenPress

Could the existing level of government services by provided at a lower cost? This study presents a convincing argument for incentive contracts as a means to this end. In a typical market economy, payments from the government to firms account for about one-half of government spending (excluding transfer payments). By changing the way in which a government pays the firms from which it procures goods and services, it would be possible to maintain the existing array of government programs at a lower price. The major finding of this study is that governments could significantly reduce their expenditures by making extensive use of incentive contracts where they currently use either fixed-price contracts or cost-plus contracts. An incentive contract shares cost overruns and cost underruns between the government and the contractor according to a predetermined ratio. An incentive contract stimulates competition among the firms bidding for the contract and shares the project's risk between the government and the selected firm, while giving the contractor incentives to keep incurred costs low. In addition to advocating the use of incentive contracts, the study analyses the consequences of preferential treatment for domestic content over foreign content in government procurement, discusses the choice for a government agency between producing a commodity or service in-house and contracting for its provision with a private firm, and examines the experience with contracting of both the Ontario government and the United States Department of Defense in order to draw lessons for government contracting in general.

Incentives in Government Contracting (Heritage)

McAfee, R. Preston

Education & Reference

University of Toronto Press, Scholarly Publishing

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