How to be more persuasive and successful in negotiations: the science of winning people over with a fair and cooperative attitude Scientific research shows that the most successful negotiators analyze the situation thoroughly, self-monitor wisely, are keenly aware of interpersonal processes during the negotiation – and, crucially, enter negotiations with a fair and cooperative attitude. This book is a clear and compact guide on how to succeed by means of such goal-oriented negotiation and cooperative persuasion. Readers learn models to understand and describe what takes place during negotiations, while numerous figures, charts, and checklists clearly summarize effective strategies for analyzing context, processes, competencies, and the impact of our own behavior. Real-life case examples vividly illustrate the specific measures individuals and teams can take to systematically improve their powers of persuasion and bargaining strength. The book also describes a modern approach to raising negotiation competencies as part of personnel development, making it suitable for use in training courses as well as for anyone who wants to be a more persuasive and successful negotiator.
How to be more persuasive and successful in negotiations: the science of winning people over with a fair and cooperative attitude Scientific research shows that the most successful negotiators analyze the situation thoroughly, self-monitor wisely, are keenly aware of interpersonal processes during the negotiation – and, crucially, enter negotiations with a fair and cooperative attitude. This book is a clear and compact guide on how to succeed by means of such goal-oriented negotiation and cooperative persuasion. Readers learn models to understand and describe what takes place during negotiations, while numerous figures, charts, and checklists clearly summarize effective strategies for analyzing context, processes, competencies, and the impact of our own behavior. Real-life case examples vividly illustrate the specific measures individuals and teams can take to systematically improve their powers of persuasion and bargaining strength. The book also describes a modern approach to raising negotiation competencies as part of personnel development, making it suitable for use in training courses as well as for anyone who wants to be a more persuasive and successful negotiator.
Many novel application scenarios and architectures in business process management or service composition are characterized by a distribution of activities and resources, and by complex interaction and coordination dynamics. In this book, Montali answers fundamental questions on open and declarative modeling abstractions via the integration and extension of quite diverse approaches into a computational logic-based comprehensive framework. This framework allows non IT experts to graphically specify interaction models that are then automatically transformed into a corresponding formal representation and a set of fully automated sound and complete verification facilities. The book constitutes a revised and extended version of the author’s PhD thesis, which was honored with the 2009 “Marco Cadoli” prize, awarded by the Italian Association for Logic Programming for the most outstanding thesis focusing on computational logic, discussed between the years 2007 and 2009.
Narrating from the Archive describes the historical development of the archival novel, a fictional genre in which the narrative stores records, bureaucratic writing informs language, and the archive frames the readers' apprehension of the text. Archival novels have been written in two distinct paradigms--legitimation and challenge. While in the former paradigm the archive guarantees the novel's verisimilitude, in the latter the archive is questioned as a hierarchized and politically biased system for establishing truth. In this book, Alessandro Manzoni's I promessi sposi, Honore de Balzac's Ursule Mirouet and Le Colonel Chabert, are examples of novels written within the paradigm of legitimation; while Gustave Flaubert's Bouvard et Pecuchet permits the transition between the two paradigms, George Perece's La vie mode d'emploi and Don DeLillo's Libra represent cases of archival fiction written within the paradigm of challenge.
It takes little or no effort for us to gather information by means of our senses but it would be a mistake to take this as a sign that perception is simple. It was in the 20th century and after the establishment of psychology as a scientific discipline that the study of perception flourished. This important volume gathers together a selection of articles and essays which represent some of the most interesting discoveries and theories. It gives a flavour of the many different approaches and ideas taken by cognitive psychologists in this fascinating area. Topics covered include: attention, brain systems, object interpolation and completion, object recognition and classification, different types of objects, and information processing and models.
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