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Klappentext 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. Inhaltsverzeichnis Introduction PART ONE: FRAMEWORKS FOR EFFECTIVE NEGOTIATION Negotiation Power - Roger Fisher, William Ury and Bruce Patton Ingredients in an Ability to Influence the Other Side The Neutral Analyst - Howard Raiffa Helping Parties to Reach Better Solutions Facilitated Collaborative Problem Solving and Process Management - David Straus PART TWO: APPLYING MUTUAL GAINS TO ORGANIZATIONS The Courthouse and Alternative Dispute Resolution - Frank E A Sander Resolving Public Disputes - Lawrence Susskind Why the Labor Management Scene is Contentious - Robert B McKersie Searching for Mutual Gains in Labor Relations - Charles C Heckscher Options and Choice for Conflict Resolution in the Workplace - Mary P Rowe PART THREE: PERSPECTIVES ON INDIVIDUAL NEGOTIATORS Conflict From a Psychological Perspective - Jeffrey Z Rubin Her Place at the Table - Deborah M Kolb Gender and Negotiation Style and Effectiveness in Negotiation - Gerald R Williams
