Overview

In addition to helping readers to understand conflicts and bargaining dynamics, this book shows how to negotiate in virtually any context, fully explaining the techniques, uses, and limits of mediation and other forms of negotiated dispute resolution. A detailed negotiation planning workform and graphic outline of the mediation process are among the numerous practical tools included. This guide is written in a progressive, building-block fashion, moving from simple to more complex ideas. The first section covers basic negotiating strategies, concepts, and tactics; the next discusses cognitive and psychological aspects of negotiation. The book goes on to explore elements that may complicate negotiations-in particular coalition-formation and bargaining for constituencies -- and concludes with a chapter on negotiation preparation and planning. Also included are a section on dispute resolution in special contexts affecting bargaining dynamics, and chapters dealing with negotiation in the context of litigation, basic mediation, and other negotiated dispute resolution processes.

Full Product Details

9781571052087

Table of Contents

Reviews

Clearly one of the strongest texts for teaching about negotiation or for training in negotiation skills that is available. Alternative Newsletter, Nov. 1997

Author Information

Gary Goodpaster

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