Negotiation : a very short introduction / Carrie Menkel-Meadow.

Format:

Book

Author/Creator:

Menkel-Meadow, Carrie, author.

Series:

Very short introductions ; 711.

Very short introductions ; 711

Language:

English

Subjects (All):

Negotiation.

Physical Description:

xxi, 164 pages : illustrations (black and white) ; 18 cm.

Edition:

First edition.

Place of Publication:

Oxford, United Kingdom : Oxford University Press, 2022.

Summary:

Everyone negotiates. Whenever we need someone else to help us achieve our goals we negotiate. This book introduces theories of negotiation, including assumptions of scarcity and competition, or possibilities of integration of parties' needs and interests and problem-solving approaches to achieve both joint and individual gain. The book provides analysis and guidance on how to assess what is at stake in each negotiation and how contexts vary to help us choose appropriate behaviors, including different strategies and tactics for achieving both joint and individually preferred outcomes. Illustrations and examples come from historical, diplomatic, international, legal, employment, relationship, business, family, and everyday negotiations. Drawing on the varied disciplines of game theory, economics, psychology, sociology, law, political science, and anthropology, negotiation is described as a multi-disciplinary process, involving both cognitive analysis and behavior. The book looks at modern applications of negotiation in complex multi-party, multi-issue situations, with cultural, racial, class, ethnic, and gender differences and use of negotiation processes in new dispute resolution and transactional settings, like mediation, facilitation, deliberative democracy, decision making, and restorative justice. Challenges to good negotiations in ethical dilemmas, legal enforcement, and behavioral barriers are explored.

Contents:

When we need others to accomplish something

Frameworks of negotiation : winning for self or problem solving for all?

Contexts in negotiation

Behavioral choices in negotiation : what to do and why

Challenges to reaching negotiated agreements

Complex multi-party multi-issue negotiations

Ethical and legal issues in negotiation : making enforceable agreements

The future of negotiation

Appendix: Negotiation plan.

Notes:

Includes bibliographical references (pages 151-160) and index.

ISBN:

0198851405

9780198851400

OCLC:

1292588286