Overview

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.

Full Product Details

Author:   Lavinia Hall
Publisher:   SAGE Publications Inc
Imprint:   SAGE Publications Inc
Dimensions:   Width: 15.20cm , Height: 1.20cm , Length: 22.80cm
Weight:   0.370kg
ISBN:  

9780803948501

ISBN 10:   0803948506
Pages:   224
Publication Date:   28 January 1993
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   Manufactured on demand  
We will order this item for you from a manufactured on demand supplier.

Table of Contents

IntroductionPART ONE: FRAMEWORKS FOR EFFECTIVE NEGOTIATIONNegotiation Power - Roger Fisher, William Ury and Bruce Patton Ingredients in an Ability to Influence the Other SideThe Neutral Analyst - Howard Raiffa Helping Parties to Reach Better SolutionsFacilitated Collaborative Problem Solving and Process Management - David StrausPART TWO: APPLYING MUTUAL GAINS TO ORGANIZATIONSThe Courthouse and Alternative Dispute Resolution - Frank E A SanderResolving Public Disputes - Lawrence SusskindWhy the Labor Management Scene is Contentious - Robert B McKersieSearching for Mutual Gains in Labor Relations - Charles C HeckscherOptions and Choice for Conflict Resolution in the Workplace - Mary P RowePART THREE: PERSPECTIVES ON INDIVIDUAL NEGOTIATORSConflict From a Psychological Perspective - Jeffrey Z RubinHer Place at the Table - Deborah M Kolb Gender and NegotiationStyle and Effectiveness in Negotiation - Gerald R Williams

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