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Negotiation
Strategies for Mutual Gain
Edited by:
- Lavinia Hall - Attorney
Other Titles in:
Negotiation & Conflict Resolution
Negotiation & Conflict Resolution
224 pages | SAGE Publications, Inc
With contributions from top scholars in the field of negotiation, this clear and entertaining volume effectively blends technique with theory to present frameworks for effective negotiating, analyses of person-to-person negotiating situations and applications in organizational settings. Building on the concept that conflict, when managed well, can provide the impetus for growth, constructive change and mutual benefit, the book is dedicated to breaking the paradigm of winning and losing and transforming negotiation into a search for improved solutions to problems.
Introduction
PART ONE: FRAMEWORKS FOR EFFECTIVE NEGOTIATION
Roger Fisher, William Ury and Bruce Patton
Negotiation Power
Howard Raiffa
The Neutral Analyst
David Straus
Facilitated Collaborative Problem Solving and Process Management
PART TWO: APPLYING MUTUAL GAINS TO ORGANIZATIONS
Frank E A Sander
The Courthouse and Alternative Dispute Resolution
Lawrence Susskind
Resolving Public Disputes
Robert B McKersie
Why the Labor Management Scene is Contentious
Charles C Heckscher
Searching for Mutual Gains in Labor Relations
Mary P Rowe
Options and Choice for Conflict Resolution in the Workplace
PART THREE: PERSPECTIVES ON INDIVIDUAL NEGOTIATORS
Jeffrey Z Rubin
Conflict From a Psychological Perspective
Deborah M Kolb
Her Place at the Table
Gerald R Williams
Style and Effectiveness in Negotiation
