A Guide to Negotiation and Mediation

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Transnational Publishers, 1997 - Law - 293 pages
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A Guide to Negotiation and Mediation 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. Published under the Transnational Publishers imprint.

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Contents

Simple Bargaining
4
H Negotiation Strategies
17
CHAPTER 3
23
Copyright

39 other sections not shown

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About the author (1997)

Gary Goodpaster is Professor of Law at the University of California, Davis. He is a founder and principal of Common Ground: Center for Cooperative Solutions, a California-wide conflict resolution center.

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