The Practical NegotiatorThe Practical Negotiator draws upon both theory and practice to present a model of the negotiation process. This text focuses primarily upon international negotiations. The Practical Negotiator will be of interest to those who seek a better understanding of the basic process and strategies of negotiation. This work is divided into six chapters with a foreword by Alvin Eurich. Eurich reviews the historical development of negotiation as a field of academic study. Chapter One serves as an introduction to the text. The authors' research has drawn upon three sources of data: the historical record, theories and experiments on bargaining behavior, and interviews with diplomats and UN ambassadors. Historical, experimental and personal cases are used throughout the text to illustrate their theoretical model. The authors also introduce the three key stages in their model of negotiation. In the first stage participants diagnose their situation. Secondly, they attempt to negotiate a formula or common understanding of their conflict, in terms which permit its resolution. The third stage settles the details of the conflict by applying the formula. In practice these stages may overlap. Chapter Two focuses on the skills and personality traits needed by the practical negotiator. Helpful personal characteristics include empathy, patience, self-assurance, ingenuity, and stamina. The authors consider briefly how these traits operate in personal interactions. They then discuss the importance of enabling trust in the negotiation process, and describe the skills needed to build trust. Of central importance is the credibility of the negotiators or participants. |
What people are saying - Write a review
We haven't found any reviews in the usual places.
Contents
Theoretical and Practical Negotiations | 1 |
The Practical Negotiator | 16 |
The Formula Phase | 87 |
The Detail | 147 |
Structuring Negotiations | 203 |
Interviews | 231 |
| 237 | |
| 245 | |
Common terms and phrases
acceptable agree agreement on details alternative American approach Arthur Goldberg Averell Harriman bargaining basic behavior communication concessions conflict create credibility Cuban missile crisis cultural deadline decision delegation demands diplomatic discussion disengagement dispute Egypt Egyptian equality example exchange favorable final former Ambassador formula framework Garthoff give Golan Golan Heights gotiators Harriman interview important initial involved Israel Israeli issue justice Kissinger matter ment Minister missile mixed strategy mula mutual negotiating process North Vietnam offer OPEC opponent other's outcome party party's perception Permanent Representative personality phase three position possible practitioners President principles problem procedural promises proposal referents resolution Russians Sadat SALT SALT II Schaetzel Secretary settlement side simply Sinai sion situation solution Soviet Union specific stalemate strategy tactics talks territory things threat tion tough treaty Trieste Trust is enhanced United Nations veto Vietminh Vietnam Vladimir Velebit Zimbabwe
Bibliographic information
| Title | The Practical Negotiator |
| Authors | I. William Zartman, Maureen R. Berman |
| Edition | illustrated, reprint, revised |
| Publisher | Yale University Press, 1982 |
| ISBN | 0300030975, 9780300030976 |
| Length | 250 pages |
| Subjects | › › Political Science / International Relations / General |
| Export Citation | BiBTeX EndNote RefMan |