Negotiation: Strategies for Mutual Gain / Edition 1

by Lavinia Hall

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.

Product Details

ISBN-13:	9780803948501
Publisher:	SAGE Publications
Publication date:	12/01/1992
Edition description:	New Edition
Pages:	224
Product dimensions:	6.00(w) x 9.00(h) x 0.51(d)

Table of Contents

Introduction
PART ONE: FRAMEWORKS FOR EFFECTIVE NEGOTIATION
Negotiation Power - Roger Fisher, William Ury and Bruce Patton
Ingredients in an Ability to Influence the Other Side
The Neutral Analyst - Howard Raiffa
Helping Parties to Reach Better Solutions
Facilitated Collaborative Problem Solving and Process Management - David Straus
PART TWO: APPLYING MUTUAL GAINS TO ORGANIZATIONS
The Courthouse and Alternative Dispute Resolution - Frank E A Sander
Resolving Public Disputes - Lawrence Susskind
Why the Labor Management Scene is Contentious - Robert B Mc Kersie
Searching for Mutual Gains in Labor Relations - Charles C Heckscher
Options and Choice for Conflict Resolution in the Workplace - Mary P Rowe
PART THREE: PERSPECTIVES ON INDIVIDUAL NEGOTIATORS
Conflict From a Psychological Perspective - Jeffrey Z Rubin
Her Place at the Table - Deborah M Kolb
Gender and Negotiation
Style and Effectiveness in Negotiation - Gerald R Williams