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"How to resolve conflicts and get the best out of bargaining." -- T.p. cover.
This masterly book substantially extends Howard Raiffa's earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach--building from simple hypothetical examples--the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.
There’s been a revolution in negotiating tactics. The world’s best negotiators have moved beyond How to Win Friends & Influence People and Getting to Yes. For over twenty years. David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, he delivers the proven, clear, actionable insights you need to stay competitive in an ever-changing marketplace. One Step Ahead offers the fundamental wisdom that elevates the sophisticated negotiator above everyone else. Readers will gain the advantage in everything from determining when to negotiate and deciphering a game strategically, to understanding which personality traits matter, why emotions are not necessarily to be avoided, and how to be tough and fair. You’ll learn to be round on the outside and square on the inside, how to command the idiom, why to avoid bumping into the furniture, and how to achieve mastery of the word and the number. While all of life is not a negotiation, Sally says, a negotiation incorporates all of life—One Step Ahead is for anyone and everyone who bargains, parents, manages, buys, sells, emotes, and engages. Based on cutting-edge studies and real-world results, and drawing parallels to everything from the NBA to the corner con game to Machiavelli, Xi Jinping, and Barack Obama, One Step Ahead upends conventional wisdom to make sure that you have what it takes to stay one step ahead—no matter whom you are facing across the table.
“Negotiation: Science and Practice” is a university-level textbook and lecture series designed to teach effective skills and techniques in negotiation. It provides scientifically tested tools that allow anyone to construct and implement the best possible negotiation strategies, in any negotiation scenario. From this pack you will learn the art, science and practice of influence, as well as how to construct optimal agreements, whether you are negotiating a settlement in a legal dispute, a contract to sell a business, a ceasefire in a conflict zone, the sale of your own home, a price rise of the goods or services your company provides, a wage dispute with a powerful union or even an amendment to legislation. The lectures in this textbook are as follows: Lecture 1: Negotiation dynamics (available in full, for free, in the “sample”) Lecture 2: Preparation for negotiation Lecture 3: Evaluation techniques Lecture 4: Influence Lecture 5: Cognitive biases, heuristics, errors and effects Lecture 6: Group dynamics Lecture 7: Logic and creativity Lecture 8: Parachutes, problems and tricks Lecture 9: Culture, human nature and individual difference Lecture 10: Enforcement mechanisms Lecture 11: Ethics, lying, the law and why good people do bad things Lecture 12: Alternative dispute resolution Lecture 13: Conflict This book contains: - A comprehensive lecture series (outlined above) - Week-by-week multiple choice questions (100+ pages) - Detailed answers and explanations to all week-by-week questions (50+ pages) - A mid-semester exam - A comprehensive reference glossary (200 pages) - Full academic abstracts to complement critical references (aiding a more detailed understanding and facilitating further exploration of the science behind each technique) - The most comprehensive examination of the psychology of negotiation available, with clear examples of how it can be used to achieve desired outcomes - The most comprehensive description of common “dirty tricks” in negotiation and how to respond to them - Detailed explanations of the law and how it affects you as a negotiator; including important case summaries - Step-by-step explanations of how to calculate the ‘need-to-know’ numbers in all negotiations
This book presents a series of essays by I. William Zartman outlining the evolution of the key concepts required for the study of negotiation and conflict management, such as formula, ripeness, pre-negotiation, mediation, power, process, intractability, escalation, and order. Responding to a lack of useful conceptualization for the analysis of international negotiation, Zartman has developed an analytical framework and specific concepts that can serve as a basis for both study and practice. Negotiation is analyzed as a process, and is linked to other major themes in political science such as decision, structure, justice and order. This analysis is then applied to negotiations to manage particular types of conflicts and cooperation, including ethnic conflicts, civil wars and regime-building. It also develops typologies and strategies of mediation, dealing with such aspects as leverage, bias, interest, and roles. Written by the leading exponent of negotiation and mediation, Negotiation and Conflict Management will be of great interest to all students of negotiation, mediation and conflict studies in general.
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.
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 negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and 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 processes—cognition, 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.
Negotiation: An Artful Science by Dr. David H. Henard blends leading edge research insights with practical, real world applications to create a text that is both insightful and easy to read. Useful as a negotiation course textbook or simply as an individual guide, this book covers the gamut from core negotiation concepts to common myths & mistakes to overcoming objections to negotiation strategies and tactics. The content is applicable to a wide variety of industries and organizations. Individual and multi-party negotiations are examined. Other special negotiation situations such as issues for female negotiators, negotiating via technology, family negotiations, prejudice & bias, salary negotiations, and even detecting lying by your counterparts are covered. This affordable and approachable book brings together insights from negotiation, psychology, sociology, and business to provide perspectives not found in other texts.
The process of negotiation, standing as it does between war and peace in many parts of the globe, has never been a more vital process to understand than in today's rapidly changing international system. Students of negotiation must first understand key IR concepts as they try to incorporate the dynamics of the many anomalous actors that regularly interact with conventional state agents in the diplomatic arena. This hands-on text provides an essential introduction to this high-stakes realm, exploring the impact of complex multilateralism on traditional negotiation concepts such as bargaining, issue salience, and strategic choice. Using an easy-to-understand board game analogy as a framework for studying negotiation episodes, the authors include a rich array of real-world cases and examples—now updated with the results of the Paris climate change agreement—to illustrate key themes, including the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. Providing tools for analyzing why negotiations succeed or fail, this innovative text also presents effective exercises and learning approaches that enable students to understand the complexities of negotiation by engaging in the diplomatic process themselves.
The Sky’s the Limit! The Art and Science of Real Estate Negotiation addresses a practice that is indispensable to real estate success: negotiation. Negotiation principles and fundamentals affect real estate buyers', sellers', and investors' results. Read this book and be(come) a powerful real estate investor who nets results and dollars. You may also find that your everyday communications improve. The Art and Science of Real Estate Negotiation is the third volume in The Real Estate Investor Manuals. It draws upon the author’s knowledge base and her 20-year experience as a real estate professional and a real estate investor. So why not hone your skills with knowledge and experience captured in this book written by an industry veteran? Topics include: Real estate-specific negotiating. Negotiation principles. The real estate negotiation process. How to establish rapport. Discerning the other party’s motivation. Solve problems. Get results. Negotiation strategies and tactics. Avoiding negotiation traps and pitfalls. And much, much more... Whether you want to be a better negotiator, close more real estate deals, or increase your bottom line, this book is for you! Read it now!