Negotiation: Strategies for Mutual GainThe articles are well-written and informative. . . . All the authors write with authority. . . . This is a sound and interesting . . . text that merits consideration as a library purchase, and has implications for researchers in the field of negotiation studies. --The Service Industries Journal "The essays . . . are of a consistently high standard. . . . The appendixes are well laid out with useful material for those engaged in teaching negotiatory skills, or developing programmes in this field. . . . The essays in this volume cover a wide range of topics. . . . The strength of the book, however, is that it provides a good blend of theory and practice in the art and science of negotiating in diverse settings. The book is well organized in a systematic manner, and deals in a logical way with the interaction processes in negotiating. . . . This book is highly recommended to practitioners who would find much by way of applicable theory developed from practice. It will be of interest to academics, and especially to those who use the case-study method of teaching in graduate courses." --Industrial Relations Journal "Negotiation is a valuable contribution for both negotiators and students of the process. Most of the authors are themselves both innovators in practice and scholars. The book is packed with so much wisdom . . . nuggets of insight and practical advice. Challenged with conveying such wisdom in a chapter, each author comes right to the point, usually in straightforward language, buttressed by vivid examples. It is a must read." --Richard E. Walton, Wallace Brett Donham Professor of Business Administration, Graduate School of Business Administration, Harvard University "Negotiation: Strategies for Mutual Gain is a rich store of creative ideas and valuable advice by leading experts in the field of negotiation and conflict resolution." --Jeswald W. Salacuse, Dean, The Fletcher School of Law and Diplomacy, Tufts University "Lavinia Hall has managed to pack into a single volume much of this country′s most provocative current work on the subject of what is known popularly as ′win-win′ negotiations. The book should prove invaluable to those concerned with how we manage our differences--in the workplace, the courtroom, and at home. There is something in this volume for everyone." --Michael Lewis, President, ADR Associates, Washington, DC "Lavinia Hall has pulled together an excellent collection of readings. The articles represent important contributions by many of the leading thinkers in the fields of negotiation and dispute resolution. This is a very useful anthology." --Roy J. Lewicki, Professor of Management and Human Resources, |
Contents
Ingredients in | 3 |
Helping Parties | 14 |
Facilitated Collaborative Problem Solving | 28 |
Applying Mutual Gains to Organizations | 41 |
This | 42 |
Resolving Public Disputes | 61 |
Why the Labor Management Scene Is Contentious | 77 |
Searching for Mutual Gains in Labor Relations | 86 |
Options and Choice for Conflict Resolution | 105 |
Perspectives on Individual Negotiators | 121 |
Gender and Negotiation | 138 |
Style and Effectiveness in Negotiation | 151 |
Sample Curriculum on Negotiation | 177 |
Case Clearinghouse Materials | 185 |
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Common terms and phrases
adjudication adversarial agency aggressive negotiators agree alternative alternative dispute resolution approach arbitration asked attorneys BATNA behavior better client collaborative processes committee communication complaint handler conflict consensus constituents cooperative negotiator court created creative decision develop discussion dispute resolution effective negotiators employer escalating example experience facts fair feel Getting to Yes goal grievance Harvard Business School Harvard Law School Howard Raiffa important ineffective interests involved issues jelly beans joint gains labor Lawrence Susskind lawyers look mechanisms mediation ment minitrial mutual gains bargaining negotiation and dispute negotiation power neutral nonunion offer opponent options outcome participants patterns person plaintiff Program on Negotiation public disputes relations relationship reservation price resolve Roger Fisher settle settlement side situation skills solutions stakeholders stalemate strategy Susskind tar baby third party tion tive understand union women workplace