You are here

Negotiation
Share

Negotiation
Strategies for Mutual Gain

Edited by:


January 1993 | 224 pages | SAGE Publications, Inc
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

Preview this book

For instructors

This book is not available as an inspection copy. For more information contact your local sales representative.

Purchasing options

Please select a format:

ISBN: 9780803948501
£86.00

SAGE Knowledge is the ultimate social sciences digital library for students, researchers, and faculty. Hosting more than 4,400 titles, it includes an expansive range of SAGE eBook and eReference content, including scholarly monographs, reference works, handbooks, series, professional development titles, and more.

The platform allows researchers to cross-search and seamlessly access a wide breadth of must-have SAGE book and reference content from one source.

SAGE Knowledge brings together high-quality content from across our imprints, including CQ Press and Corwin titles.