Negotiating Moves

Author : Alain Lempereur,Jacques Salzer,Aurelien Colson,Michele Pekar,Eugene B. Kogan
Publisher : John Wiley & Sons
Page : 368 pages
File Size : 52,9 Mb
Release : 2021-03-31
Category : Business & Economics
ISBN : 9781119805366

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Mediation by Alain Lempereur,Jacques Salzer,Aurelien Colson,Michele Pekar,Eugene B. Kogan Pdf

When negotiation fails, mediation avails other moves for an amicable resolution. Whether you are a current or future mediator or a party to a conflict, this is your essential companion to the theory, concepts, and best practices of mediation. In a world ridden by social divisions, responsible resolution of conflicts is more timely than ever. What happens when parties are unable to negotiate an agreement together? The next move is to invite a third party to reset the negotiations, facilitate the exchanges, rebuild a working relationship and empower the parties to explore the past, surface their present needs, invent, evaluate and choose the best solutions for the future. Mediation: Negotiation by Other Moves brings decades of critical analysis and experience that the authors tested worldwide in international organizations, governments, NGOs, universities and corporations. You will understand mediation better, and its significance in your personal and professional life. You will be able to develop a flexible mindset and a broad outlook to achieve sustainable outcomes. This book will cover: Models and principles from various domains of mediation: family, business & labor, public affairs, international relations A mediation framework to prepare for mediation and to run its process smoothly A step-by-step approach to a mediation session, from the opening until a possible settlement, via the various phases of problem solving Mediation traps and how to avoid them—for mediators and parties alike Ethics of mediation and questions of responsibility Mediation: Negotiation by Other Moves is essential reading for anyone who wishes to develop a pragmatic approach to mediation.

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 45,5 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246

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Getting to Yes by Roger Fisher,William Ury,Bruce Patton Pdf

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 : Robert H. Mnookin,Scott R. Peppet,Andrew S. Tulumello
Publisher : Harvard University Press
Page : 369 pages
File Size : 49,8 Mb
Release : 2004-04-15
Category : Law
ISBN : 9780674504103

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Beyond Winning by Robert H. Mnookin,Scott R. Peppet,Andrew S. Tulumello Pdf

Conflict is inevitable, in both deals and disputes. Yet when clients call in the lawyers to haggle over who gets how much of the pie, traditional hard-bargaining tactics can lead to ruin. Too often, deals blow up, cases don’t settle, relationships fall apart, justice is delayed. Beyond Winning charts a way out of our current crisis of confidence in the legal system. It offers a fresh look at negotiation, aimed at helping lawyers turn disputes into deals, and deals into better deals, through practical, tough-minded problem-solving techniques. In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation, both behind the bargaining table with one’s own client and across the table with the other side. They offer clear, candid advice about ways lawyers can search for beneficial trades, enlarge the scope of interests, improve communication, minimize transaction costs, and leave both sides better off than before. But lawyers cannot do the job alone. People who hire lawyers must help change the game from conflict to collaboration. The entrepreneur structuring a joint venture, the plaintiff embroiled in a civil suit, the CEO negotiating an employment contract, the real estate developer concerned with environmental hazards, the parent considering a custody battle—clients who understand the pressures and incentives a lawyer faces can work more effectively within the legal system to promote their own best interests. Attorneys exhausted by the trench warfare of cases that drag on for years will find here a positive, proven approach to revitalizing their profession.

Author : Commonwealth Secretariat,E. Jones
Publisher : Springer
Page : 290 pages
File Size : 47,9 Mb
Release : 2013-04-02
Category : Social Science
ISBN : 9781137320247

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Negotiating Against the Odds by Commonwealth Secretariat,E. Jones Pdf

Drawing on the experiences of more than 100 developing country negotiators and the insights of leading academic studies, this guide brings together practical advice and lessons on ways to negotiate effectively with larger parties, and avoid common pitfalls.

Author : Richard E. Walton,Robert B. McKersie
Publisher : Cornell University Press
Page : 468 pages
File Size : 44,5 Mb
Release : 1991
Category : Business & Economics
ISBN : 0875461794

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A Behavioral Theory of Labor Negotiations by Richard E. Walton,Robert B. McKersie Pdf

In this book, Walton and McKersie attempt to describe a comprehensive theory of labor negotiation. The authors abstract and analyze four sets of systems of activities which they believe account for much of the behavior found in labor negotiations. The first system of activities, termed "distributive bargaining," comprises competitive behaviors that are intended to influence the division of limited resources. The second system is made up of activities that increase the joint gain available to the negotiating parties, referred to as "integrative bargaining." They are problem-solving behaviors and other activities which identify, enlarge and act upon the common interests of the parties. The third system includes activities that influence the attitudes of the parties toward each other and affect the basic relationship bonds between the social units involved. This process is referred to as "attitudinal structuring." The fourth system of activities, which occurs as an integral aspect of the inter-party negotiations, comprises the behaviors of a negotiator that are meant to achieve consensus within one's own organizations. This fourth process is called "intra-organizational bargaining." Each sub process has its own set of instrumental acts or tactics. Therefore, each of the four model chapters is followed by a chapter on the tactics which implement the process. These chapters translate the model into tactical assignments and include an abundance of supporting illustrations from actual negotiations. This study should be of interest to several audiences, including students and teachers of industrial relations, social scientists interested in the general field of conflict resolution, as well as practitioners of collective bargaining and other individuals directly involved in international negotiations. The overall theoretical framework has been derived by a mixture of inductive and deductive reasoning. Extensive fieldwork and several dozen printed case studies have provided the bulk of the empirical data. In terms of meaning, the study has three touchstones: the field of collective bargaining; the field of conflict resolutions; and the underlying disciplines of economics, psychology, and sociology.

Author : David A. Lax,James K. Sebenius
Publisher : Harvard Business Press
Page : 304 pages
File Size : 51,9 Mb
Release : 2006-08-24
Category : Business & Economics
ISBN : 9781422143445

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3-d Negotiation by David A. Lax,James K. Sebenius Pdf

When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

Author : Alain Lempereur,Jacques Salzer,Aurelien Colson,Michele Pekar,Eugene B. Kogan
Publisher : John Wiley & Sons
Page : 374 pages
File Size : 46,7 Mb
Release : 2021-06-28
Category : Business & Economics
ISBN : 9781119768425

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Mediation by Alain Lempereur,Jacques Salzer,Aurelien Colson,Michele Pekar,Eugene B. Kogan Pdf

When negotiation fails, mediation avails other moves for an amicable resolution. Whether you are a current or future mediator or a party to a conflict, this is your essential companion to the theory, concepts, and best practices of mediation. In a world ridden by social divisions, responsible resolution of conflicts is more timely than ever. What happens when parties are unable to negotiate an agreement together? The next move is to invite a third party to reset the negotiations, facilitate the exchanges, rebuild a working relationship and empower the parties to explore the past, surface their present needs, invent, evaluate and choose the best solutions for the future. Mediation: Negotiation by Other Moves brings decades of critical analysis and experience that the authors tested worldwide in international organizations, governments, NGOs, universities and corporations. You will understand mediation better, and its significance in your personal and professional life. You will be able to develop a flexible mindset and a broad outlook to achieve sustainable outcomes. This book will cover: Models and principles from various domains of mediation: family, business & labor, public affairs, international relations A mediation framework to prepare for mediation and to run its process smoothly A step-by-step approach to a mediation session, from the opening until a possible settlement, via the various phases of problem solving Mediation traps and how to avoid them—for mediators and parties alike Ethics of mediation and questions of responsibility Mediation: Negotiation by Other Moves is essential reading for anyone who wishes to develop a pragmatic approach to mediation.

Author : Anonim
Publisher : DIANE Publishing
Page : 55 pages
File Size : 42,6 Mb
Release : 2004
Category : Electronic
ISBN : 9781428938854

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World Trade Organization Cancun ministerial fails to move global trade negotiations forward : next steps uncertain. by Anonim Pdf

Author : John S. Odell
Publisher : Cornell University Press
Page : 276 pages
File Size : 52,5 Mb
Release : 2000
Category : Business & Economics
ISBN : 0801486467

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Negotiating the World Economy by John S. Odell Pdf

What goes on when government negotiators bargain over trade frictions? Does their behaviour have significant effects? This author argues that international variations in the process make a substantial difference to the outcomes of international economic issues and that the process can be improved.

Author : Ho-Won Jeong
Publisher : Cambridge University Press
Page : 299 pages
File Size : 51,5 Mb
Release : 2016-04-07
Category : Political Science
ISBN : 9781107026407

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International Negotiation by Ho-Won Jeong Pdf

An in-depth introduction to negotiation, drawing on numerous real-world examples. Accompanied by a rich suite of online resources.

Author : Alain Lempereur,Aurelien Colson
Publisher : John Wiley & Sons
Page : 277 pages
File Size : 40,6 Mb
Release : 2010-03-02
Category : Business & Economics
ISBN : 9780470662199

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The First Move by Alain Lempereur,Aurelien Colson Pdf

"Time management is essential for successful negotiations. This book helps you do first things first." —Jeanne Brett, DeWitt W. Buchanan,Jr. Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center "This book brings a breakthrough method to lead efficient negotiations." —Yann Duzert, Professor, Foundation Getulio Vargas, Brazil "Even if you only implement 5% of this method, your clients will find you more attentive to their needs." —John Wong, Senior Partner, The Boston Consulting Group, Hong Kong Office "A one-of-a-kind and most welcome companion for negotiators. It offers a learner-friendly distillation of tested ideas and good practices." —Pierre Debaty, Head of the Brussels Training Office, European Parliament "Drawing on their extensive experience in over 50 countries, the authors provide the best of Anglo-Saxon and continental Europe negotiation approaches." —AJR Groom, University of Kent at Canterbury "Whether you negotiate abroad or in your home country, this book is a must." —Tetsushi Okumura, Professor, Nagoya City University, Graduate School of Economics "Many former enemies started thinking and acting differently after having integrated the principles of this book." —Howard Wolpe, Special Advisor to the Africa Great Lakes region, former Member of US Congress "This negotiation method makes a difference for business and government leaders, who want to act more responsibly." —Theo Panayotou, Professor, Cyprus International Institute for Management & Harvard Kennedy School of Government

Author : Brigid Starkey,Mark A. Boyer,Jonathan Wilkenfeld
Publisher : Rowman & Littlefield Publishers
Page : 202 pages
File Size : 53,8 Mb
Release : 2005-02-10
Category : Political Science
ISBN : 9781461640325

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Negotiating a Complex World by Brigid Starkey,Mark A. Boyer,Jonathan Wilkenfeld Pdf

A third edition of this book is now available. Negotiating a Complex World introduces undergraduate students of international relations to the high stakes world of international negotiation. The book uses the analogy of a board game as an organizing technique and includes many real-world cases and examples to illustrate important concepts and relationships. The authors highlight the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. The book provides students with the tools they need to analyze why some negotiations are ultimately successful, while others end in failure. This innovative text also provides exercises and learning approaches to enable students to understand the complexity of negotiation by engaging in aspects of the diplomatic process themselves.

Author : Kevin W. Rockmann,Claus W. Langfred,Matthew A. Cronin
Publisher : SAGE Publications
Page : 523 pages
File Size : 42,8 Mb
Release : 2019-12-12
Category : Business & Economics
ISBN : 9781544397481

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Negotiation by Kevin W. Rockmann,Claus W. Langfred,Matthew A. Cronin Pdf

Negotiation: Moving From Conflict to Agreement helps students see how negotiation is all around them. Using every day and business examples, authors Kevin W. Rockmann, Claus W. Langfred, and Matthew A. Cronin explain how to negotiate with an emphasis on when and why to use certain tactics and approach. Focusing on the psychology of negotiation levers such as reciprocity, uncertainty, power, and alternatives, the text helps students understand all the ways they can negotiate to create value. Packed with practical advice, integrated coverage of ethics, cases, and role-playing exercises, this compelling new text takes an applied approach to negotiation, allowing students to gain confidence and experience as they practice honing their own negotiation skills. Included with this title: The password-protected Instructor Resource Site (formally known as SAGE Edge) offers access to all text-specific resources, including a test bank and editable, chapter-specific PowerPoint® slides.

Author : Hans Binnendijk
Publisher : Unknown
Page : 166 pages
File Size : 55,6 Mb
Release : 1987
Category : Diplomatic negotiations in international disputes
ISBN : UOM:39015019051070

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National Negotiating Styles by Hans Binnendijk Pdf

Author : Deborah Kolb,Judith Williams
Publisher : Simon and Schuster
Page : 277 pages
File Size : 43,6 Mb
Release : 2001-02-13
Category : Business & Economics
ISBN : 9780743215121

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The Shadow Negotiation by Deborah Kolb,Judith Williams Pdf

At last, here is a book that shows women how to recognize the Shadow Negotiation -- in which the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out -- and how to use that knowledge to their advantage. Each time people bargain over issues -- a promotion, a contract with a new client, a bigger role in decision-making -- a parallel negotiation unfolds beneath the surface of the "formal" discussion. Bargainers constantly maneuver to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement. How the issues are resolved hangs on the actions people take in the shadow negotiation, yet it is in this shadow negotiation that women most often run into trouble. The most productive negotiations take place when strong advocates can connect with each other. Good results depend equally on a bargainer's positioning her ideas for a fair hearing and on being open to the other side's point of view. But traditionally women have not fared well on either front. Often, they let negotiable moments slip by and take the first "no" as a final answer, or their efforts to be responsive to the other side's position are interpreted as accommodation. As a result, women can come away from negotiations with fewer dollars, perks, plum assignments, or less say in decision-making than men. To negotiate effectively, women must pay attention to acts of self-sabotage as well as to the moves others make in the shadow negotiation. By bargaining more strategically, women can establish the terms of their advocacy, their voice, and at the same time encourage the open communication essential to a collaborative discussion in which not only acceptable, but creative, agreements can be worked out. Written by Deborah M. Kolb and Judith Williams, two authorities in the field, The Shadow Negotiation shows women a whole new way to think about the negotiation process. Kolb and Williams identify the common stumbling blocks that women encounter and present a game plan for turning their particular strengths to their advantage. Based on extensive interviews with hundreds of business-women, The Shadow Negotiation provides women with a clear, insightful guide to the hidden machinations that are at work in every bargaining situation.