A Guide to Negotiation and Mediation
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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H Negotiation Strategies
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accept actually agree agreement alliance ally alternatives Amos Tversky Anna arbitrator assess attempt Barbara Benedict bargaining power behavior Bert Brown claim client coalition members communication competitive bargaining competitive negotiator complex compromise concessions conflict constituency contest Contingent cooperativeness cooperative costs create cultures Daniel Kahneman deal decision dependent disclose discussion dispute resolution effect Emma evaluation example external negotiation facilitate fact-finding facts gain give hard-bargaining help parties Howard Raiffa important interactions interests internal involves issues lawyer litigation logrolling loss manage mediator mini-trial mutual gains bargaining negotiating parties negotiation process negotiator's neutral offer options packages particular party's perceive Peyton Young position possible outcomes potential prenegotiation principles problem problem-solving bargaining problem-solving negotiation proposals Prospect Theory reasonable relationship representative reservation price resolve risk role Sebenius seek settle settlement share side side's situation solutions strategy sunk costs supra note tactics tion trade-offs trial trust