Negotiation theory and practice
- Cambridge : Program on Negotiation Books, 1999
- 458 p.
Section I. The nature of conflict and negotiation Some wise and mistaken assumptions about conflict and negotiation - Jeffrey Z. Rubin An interview with Mary Parker Follet - Albie M. Davis Strategic choice in negotiation - Dean G. Pruitt Anatomy of a crisis - William L. Ury and Richard Smoke Section II. Organizing your team We need a larger theory of negotiation: the importance of pre-negotiation phases - Harold H. Saunders Negotiation inside out: what are the best ways to relate internal negotiations with external ones? - Roger Fisher When should we use agents? Direct vs. Representative negotiation - Jeffrey Z. Rubin and Frank E. A. Sander Mock pseudo-negotiations with surrogate disputants - Howard Raiffa Section III. Getting to the table prepared The power of alternatives or the limits to negotiation - David A. Lax and James K. Sebenius The role of power and principle in getting to yes - William McCarthy Beyond yes - Roger Fisher Negotiation power: getting and using influence - Roger Fisher Saying you're sorry - Stephen B. Goldberg, Eric D. Green and Frank E. A. Sander Section IV. The negotiations proper Common elements in the analysis of the negotiation process - I. William Zartman Interests: the measure of negotiation - David A. Lax and James K. Sebenius Your draft or mine? - Jeswald W. Salacuse Ten Commandments for a negotiator - Janos Nyerges Section V. The negotiation context Negotiator judgment: a critical look at the rationality assumption - Max H. Bazerman The eastern airlines saga: grounded by a contest of wills - Robert B. McKersie Strategy and self-command - Thomas C. Shelling Timing and the initiation of de-escalation moves - Louis Kriesberg Section VI. Culture, race, gender, and style Rethinking the culture-negotiation link - Robert J. Janosik Breaking away from subtle biases - J. William Breslin Making deals in strange places: a beginner's guide to international business negotiations - Jeswald W. Salacuse Her place at the table: a consideration of gender issues in negotiation - Deborah M. Kolb and Gloria G. Coolidge The role of personality in successful negotiating - Roderick W. Gilkey and Leonard Greenhalgh Section VII. Follow-up and implementation Designing an effective dispute resolution system - William L. Ury, Jeanne M. Brett and Stephen B. Goldberg Enhancing the capacity of organizations to deal with disputes - Deborah M. Kolb and Susan S. Silbey Post-settlement settlements - Howard Raiffa Some additional thoughts on post-settlement settlements - Alvin E. Roth Post-settlement settlements in two-party negotiations - Max H. Bazerman, Lee E. Russ and Elaine Yakura Renegotiations in international business - Jeswald W. Salacuse Section VIII. Multilateral negotiation Multilateral negotiation : an analytic approach - Saadia Touval Multilateral negotiation and the future of american labor - Charles Heckscher The emerging system of international negotiations - Victor A. Kremenyuk The art of preparing a multilateral conference - Klaus L. Aurisch Section IX. Third party intervention Mediated negotiation in the public sector - Lawrence Susskind and Connie Ozawa Effectiveness of the biased mediator - William P. Smith Bias and mediators' ethics - Chistopher Honeyman The corporate ombudsman: an overview and analysis - Mary P Rowe
1882711001
Negociação
Gestão de Conflitos
Gênero
Mediação
Section I. The nature of conflict and negotiation Some wise and mistaken assumptions about conflict and negotiation - Jeffrey Z. Rubin An interview with Mary Parker Follet - Albie M. Davis Strategic choice in negotiation - Dean G. Pruitt Anatomy of a crisis - William L. Ury and Richard Smoke Section II. Organizing your team We need a larger theory of negotiation: the importance of pre-negotiation phases - Harold H. Saunders Negotiation inside out: what are the best ways to relate internal negotiations with external ones? - Roger Fisher When should we use agents? Direct vs. Representative negotiation - Jeffrey Z. Rubin and Frank E. A. Sander Mock pseudo-negotiations with surrogate disputants - Howard Raiffa Section III. Getting to the table prepared The power of alternatives or the limits to negotiation - David A. Lax and James K. Sebenius The role of power and principle in getting to yes - William McCarthy Beyond yes - Roger Fisher Negotiation power: getting and using influence - Roger Fisher Saying you're sorry - Stephen B. Goldberg, Eric D. Green and Frank E. A. Sander Section IV. The negotiations proper Common elements in the analysis of the negotiation process - I. William Zartman Interests: the measure of negotiation - David A. Lax and James K. Sebenius Your draft or mine? - Jeswald W. Salacuse Ten Commandments for a negotiator - Janos Nyerges Section V. The negotiation context Negotiator judgment: a critical look at the rationality assumption - Max H. Bazerman The eastern airlines saga: grounded by a contest of wills - Robert B. McKersie Strategy and self-command - Thomas C. Shelling Timing and the initiation of de-escalation moves - Louis Kriesberg Section VI. Culture, race, gender, and style Rethinking the culture-negotiation link - Robert J. Janosik Breaking away from subtle biases - J. William Breslin Making deals in strange places: a beginner's guide to international business negotiations - Jeswald W. Salacuse Her place at the table: a consideration of gender issues in negotiation - Deborah M. Kolb and Gloria G. Coolidge The role of personality in successful negotiating - Roderick W. Gilkey and Leonard Greenhalgh Section VII. Follow-up and implementation Designing an effective dispute resolution system - William L. Ury, Jeanne M. Brett and Stephen B. Goldberg Enhancing the capacity of organizations to deal with disputes - Deborah M. Kolb and Susan S. Silbey Post-settlement settlements - Howard Raiffa Some additional thoughts on post-settlement settlements - Alvin E. Roth Post-settlement settlements in two-party negotiations - Max H. Bazerman, Lee E. Russ and Elaine Yakura Renegotiations in international business - Jeswald W. Salacuse Section VIII. Multilateral negotiation Multilateral negotiation : an analytic approach - Saadia Touval Multilateral negotiation and the future of american labor - Charles Heckscher The emerging system of international negotiations - Victor A. Kremenyuk The art of preparing a multilateral conference - Klaus L. Aurisch Section IX. Third party intervention Mediated negotiation in the public sector - Lawrence Susskind and Connie Ozawa Effectiveness of the biased mediator - William P. Smith Bias and mediators' ethics - Chistopher Honeyman The corporate ombudsman: an overview and analysis - Mary P Rowe
1882711001
Negociação
Gestão de Conflitos
Gênero
Mediação
