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| Author | : Roger Fisher |
| Publisher | : Houghton Mifflin Harcourt |
| Total Pages | : 242 |
| Release | : 1991 |
| Genre | : Business & Economics |
| ISBN | : 9780395631249 |
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
| Author | : Michele J. Gelfand |
| Publisher | : Stanford University Press |
| Total Pages | : 478 |
| Release | : 2004 |
| Genre | : Business & Economics |
| ISBN | : 0804745862 |
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
| Author | : Oriana Skylar Mastro Consulting LLC |
| Publisher | : Cornell University Press |
| Total Pages | : 146 |
| Release | : 2019-03-15 |
| Genre | : Political Science |
| ISBN | : 1501732226 |
After a war breaks out, what factors influence the warring parties' decisions about whether to talk to their enemy, and when may their position on wartime diplomacy change? How do we get from only fighting to also talking? In The Costs of Conversation, Oriana Skylar Mastro argues that states are primarily concerned with the strategic costs of conversation, and these costs need to be low before combatants are willing to engage in direct talks with their enemy. Specifically, Mastro writes, leaders look to two factors when determining the probable strategic costs of demonstrating a willingness to talk: the likelihood the enemy will interpret openness to diplomacy as a sign of weakness, and how the enemy may change its strategy in response to such an interpretation. Only if a state thinks it has demonstrated adequate strength and resiliency to avoid the inference of weakness, and believes that its enemy has limited capacity to escalate or intensify the war, will it be open to talking with the enemy. Through four primary case studies—North Vietnamese diplomatic decisions during the Vietnam War, those of China in the Korean War and Sino-Indian War, and Indian diplomatic decision making in the latter conflict—The Costs of Conversation demonstrates that the costly conversations thesis best explains the timing and nature of countries' approach to wartime talks, and therefore when peace talks begin. As a result, Mastro's findings have significant theoretical and practical implications for war duration and termination, as well as for military strategy, diplomacy, and mediation.
| Author | : B. D. Singh |
| Publisher | : Excel Books India |
| Total Pages | : 316 |
| Release | : 2008-12 |
| Genre | : Conflict management |
| ISBN | : 9788174466426 |
Conflict is something inevitable. It is an integral part of our lives. Normally we work in groups and while working, we relate with our superiors, peers and juniors. While relating, more often than not, conflicting situations arise which take toll on our precious time and energy. Therefore, understanding and management of conflict become very important. This book deals with different conceptual aspects of conflict and its effective management. The most popular and effective style of resolving conflict is through dialogue, which is popularly known as negotiation. Through negotiation people deal with differences, which they do, consciously or unconsciously, throughout their lives. The part of the book dealing with negotiation takes care of the details about different aspects of negotiation – strategies, preparation, processes and multicultural and ethical dimensions related to it. The book contains live cases, which will provide useful insight on the theoretical and conceptual aspects to the students. The book will go a long way in meeting with the requirements of the management students by providing consolidated material on the subject.
| Author | : Linda Babcock |
| Publisher | : Bantam |
| Total Pages | : 339 |
| Release | : 2009-01-27 |
| Genre | : Business & Economics |
| ISBN | : 0553384554 |
From the authors of Women Don’t Ask, the groundbreaking book that revealed just how much women lose when they avoid negotiation, here is the action plan that women all over the country requested—a guide to negotiating anything effectively using strategies that feel comfortable to you as a woman. Whether it’s a raise, that overdue promotion, an exciting new assignment, or even extra help around the house, this four-phase program, backed by years of research and practical success, will show you how to recognize how much more you really deserve, maximize your bargaining power, develop the best strategy for your situation, and manage the reactions and emotions that may arise—on both sides. Guided step-by-step, you’ll learn how to draw on your special strengths to reach agreements that benefit everyone involved. This collaborative, problem-solving approach will propel you to new places both professionally and personally—and open doors you thought were closed.
| Author | : Thomas Strentz |
| Publisher | : CRC Press |
| Total Pages | : 371 |
| Release | : 2012-05-17 |
| Genre | : Law |
| ISBN | : 1466516836 |
While there are many books on crisis negotiation, most of the current literature focuses on the history and mechanics of this dynamic process, leaving out critical elements that are required for a successful encounter with a hostage-taker or other malfeasant. Psychological Aspects of Crisis Negotiation, Second Edition explores the methods and strategies for confronting the nine types of subjects typically encountered in hostage/suicide sieges by correctional staff and law enforcement crisis negotiators. Drawn from articles published by Thomas Strentz while serving at the FBI Academy* along with written versions of lectures developed and delivered since his retirement, the book highlights psychological dynamics of negotiations as they apply to the negotiator, the hostage, and the subject. It discusses the predictors of surrender versus the need for a tactical intervention and examines the phases of a hostage crisis and the changing focus as the crisis develops. Referencing historical events such as The Bay of Pigs invasion and the Challenger and Columbia incidents, the book demonstrates how faulty group decision making can spell tragedy. Enhanced with case studies to put the material into context, this second edition also includes new chapters on the first responder, hostage survival, and the Islamic belief system and culture. Steeped in sage advice from a national expert, this volume arms those tasked with confronting dangerous offenders with the knowledge and tools they need to subvert disaster and ensure the preservation of human life. *Articles were reviewed by the Academy Editorial/Review Board and approved by the Bureau for publication.
| Author | : Ralph A. Johnson |
| Publisher | : SAGE |
| Total Pages | : 188 |
| Release | : 1993 |
| Genre | : Language Arts & Disciplines |
| ISBN | : 9780803940529 |
Presenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill. Exercises are integrated throughout each chapter to provide readers with the opportunity to practice these skills. Using this unique theory-into-practice organization principle, the book demonstrates how negotiation works, outlines options and procedures for negotiation preparation, and identifies common negotiating problems.
| Author | : Jacques Derrida |
| Publisher | : Stanford University Press |
| Total Pages | : 428 |
| Release | : 2002 |
| Genre | : Business & Economics |
| ISBN | : 9780804738927 |
This collection of essays and interviews, some previously unpublished and almost all of which appear in English for the first time, encompasses the political and ethical thinking of Jacques Derrida over thirty years. Passionate, rigorous, beautifully argued, wide-ranging, the texts shed an entirely new light on his work and will be welcomed by scholars in many disciplines--politics, philosophy, history, cultural studies, literature, and a range of interdisciplinary programs. Derrida's arguments vary in their responsiveness to given political questions--sometimes they are vivid polemics on behalf of a position or figure, sometimes they are reflective analyses of a philosophical problem. They are united by the recurrent question of political decision or responsibility and the insistence that the apparent simplicity or programmatic character of political decision is in fact a profound avoidance of the political. This volume testifies to the possibility and the necessity of a philosophical politics. Negotiations assembles some of the most telling examples of the intrinsic relationship, so often affirmed by Derrida in more abstract philosophical terms, between deconstructive reading practices and what is called the "political"--more precisely, politics in an almost down-to-earth, pragmatic, and commonsense use of the word. Among the many subjects covered in the book are: the death penalty in the United States, the civil war in Algeria, globalization and cosmopolitanism, the American Declaration of Independence, Jean-Paul Sartre, the value of objectivity, politics and friendship, and the relationship between deconstruction and actuality.
| Author | : Michael J. McMains |
| Publisher | : Routledge |
| Total Pages | : 589 |
| Release | : 2014-09-19 |
| Genre | : Social Science |
| ISBN | : 1317523008 |
Leading authorities on negotiations present the result of years of research, application, testing and experimentation, and practical experience. Principles and applications from numerous disciplines are combined to create a conceptual framework for the hostage negotiator. Ideas and concepts are explained so that the practicing negotiator can apply the principles outlined.
| Author | : National Research Council |
| Publisher | : National Academies Press |
| Total Pages | : 640 |
| Release | : 2000-11-07 |
| Genre | : Political Science |
| ISBN | : 0309171733 |
The end of the Cold War has changed the shape of organized violence in the world and the ways in which governments and others try to set its limits. Even the concept of international conflict is broadening to include ethnic conflicts and other kinds of violence within national borders that may affect international peace and security. What is not yet clear is whether or how these changes alter the way actors on the world scene should deal with conflict: Do the old methods still work? Are there new tools that could work better? How do old and new methods relate to each other? International Conflict Resolution After the Cold War critically examines evidence on the effectiveness of a dozen approaches to managing or resolving conflict in the world to develop insights for conflict resolution practitioners. It considers recent applications of familiar conflict management strategies, such as the use of threats of force, economic sanctions, and negotiation. It presents the first systematic assessments of the usefulness of some less familiar approaches to conflict resolution, including truth commissions, "engineered" electoral systems, autonomy arrangements, and regional organizations. It also opens up analysis of emerging issues, such as the dilemmas facing humanitarian organizations in complex emergencies. This book offers numerous practical insights and raises key questions for research on conflict resolution in a transforming world system.
