Negotiating Strategically

1. Front Matter

   Pages i-xviii

   PDF

2. Introduction

   • Andreas Nikolopoulos

   Pages 1-3

3. Conflict, power and negotiation

   • Andreas Nikolopoulos

   Pages 4-16

4. Forming initial behavior

   • Andreas Nikolopoulos

   Pages 17-52

5. The power budget

   • Andreas Nikolopoulos

   Pages 53-83

6. Conditions and efficiency

   • Andreas Nikolopoulos

   Pages 84-121

7. Evaluation of consequences

   • Andreas Nikolopoulos

   Pages 122-142

8. Ways to handle a conflict

   • Andreas Nikolopoulos

   Pages 143-181

9. Epilog

   • Andreas Nikolopoulos

   Pages 182-185

10. Back Matter

    Pages 187-188

    PDF

Negotiation is a key part of daily lives, but learning how to negotiate successfully is a valuable skill. The author provides a tool kit for negotiation, demonstrating new methods and giving practical advice.

• conflict
• efficiency
• evaluation
• learning
• methods
• rating
• success

'Whether novice or experienced, this book is a must read for anyone who wants to deal efficiently with any conflict situation.' Theodore Veniamis, President, Union of Greek Ship-owners (UGS), Chairman and Managing Director, Golden Union Group

'Andreas Nikolopoulos is one of those rare colleagues who embodies a much-needed bridge between theoretical constructs of negotiation and the practice of professional intervention in social conflicts. His flexible negotiation model highlights goal realization through the novel strategy of social-power budgeting as a cornerstone for guiding effective organizational behavior. At a time when interpersonal troubles are subject to exponential growth, this is an important book for conflicting employees and those who help them.' - Evert Van de Vliert, Recipient of the Lifetime Achievement Award from the International Association for Conflict Management

'A book that is full of examples and mini-cases to help individuals understand and manage their personal and professional negotiations, Negotiating Strategically focuses on all facets of the conflict/negotiation process, from managing initial behaviors and the balance of power to understanding the conditions and consequences of each experience.' - Roger Volkema, Associate Emeritus Professor of Management, American University, Washington and IAG/PUC-Rio de Janeiro, Brazil

'Negotiating Strategically is a sorely needed rethinking of our approach to conflict and negotiations. If you are under fire both at home and abroad, Andreas' book provides a unique framework to tackle demanding negotiation issues.' - Nicolas P. Sokianos, Professor of Management, Proprietor, LOGICON Consulting, Germany

'The strategy of negotiations is a topic of critical importance to many fields of modern life. Andreas Nikolopoulos develops his concept with boldness and knowledge and supports it with rationality and persuasion. The book is written in an easy-to-follow way and will become an important toolkit for those who seek the optimal outcome.' - Victoria Douka, Associate Professor in Labor Law, Aristotle University of Thessaloniki, President, Greek Organization for Mediation & Arbitration

'Andreas Nikolopoulos brings in his book a very fresh and holistic approach to negotiations and conflict management that take into account every field that a person might be involved in his everyday life.' - Dimitrios Asimakopoulos, President, the Hellenic Confederation of Professionals, Craftsmen and Merchants

'The selection of the negotiation strategy in collective bargaining greatly depends on the intention of the parties for conflict resolution as well as the context of the negotiation. This conclusion is highlighted in a unique way in this milestone work of Professor Nikolopoulos.' - Yannis Panagopoulos, President, Greek General Confederation of Labour

'A great book which blends theoretical and practical knowledge on how to deal with all the parallel conflicts we encounter.' - Nikos Koutsianas, Managing Director, APIVITA S.A.

• Athens University of Economics and Business, Greece

  Andreas Nikolopoulos

ANDREAS NIKOLOPOULOS is a Professor at the Department of Business Administration of the Athens University of Economics and Business, Greece and Director of the Centre for Industrial Relations and Negotiations. His research and teaching interests pertain to Conflict Management, Negotiations and Industrial Relations. He has published in scientific journals including the International Journal of Conflict Management and the International Journal of Management and Decision Making, and has presented various papers at international conferences such as the Academy of Management Conference and the European Group for Organizational Studies. Andreas has also authored and co-edited several textbooks and edited books. He is a member of the Academy of Management, International Association for Conflict Management, International Industrial Relations Association, and Confederation of the German Professors in Business Administration.

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