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Negotiation
Strategies for Mutual Gain

Edited by:

Lavinia Hall - Attorney

Other Titles in:
Negotiation and Conflict Resolution

January 1993 | 224 pages | SAGE Publications, Inc

Description
Contents

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.

Introduction

PART ONE: FRAMEWORKS FOR EFFECTIVE NEGOTIATION

Roger Fisher, William Ury and Bruce Patton

Negotiation Power

Ingredients in an Ability to Influence the Other Side

Howard Raiffa

The Neutral Analyst

Helping Parties to Reach Better Solutions

David Straus

Facilitated Collaborative Problem Solving and Process Management

PART TWO: APPLYING MUTUAL GAINS TO ORGANIZATIONS

Frank E A Sander

The Courthouse and Alternative Dispute Resolution

Lawrence Susskind

Resolving Public Disputes

Robert B McKersie

Why the Labor Management Scene is Contentious

Charles C Heckscher

Searching for Mutual Gains in Labor Relations

Mary P Rowe

Options and Choice for Conflict Resolution in the Workplace

PART THREE: PERSPECTIVES ON INDIVIDUAL NEGOTIATORS

Jeffrey Z Rubin

Conflict From a Psychological Perspective

Deborah M Kolb

Her Place at the Table

Gender and Negotiation

Gerald R Williams

Style and Effectiveness in Negotiation

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