The Negotiator's Fieldbook

Front Cover
American Bar Association, 2006 - Dispute resolution (Law) - 768 pages
Edited by Andrea Kupfer Schneider and Christopher Honeyman and featuring 80 contributors, The Negotiator's Fieldbook is the most comprehensive book on negotiation available. And the concept that everybody negotiates is increasingly accepted as wisdom. A world in which small manufacturers find their customers and their suppliers on the far side of the globe, in which lifetime stability of employment has been replaced by successive negotiation for new jobs, and in which prenuptial agreements and mediated divorces flank a noticeable percentages of marriages, makes the fact of continuous negotiation more and more obvious. This book pulls together the relevant ideas on negotiation from law, psychology, business, economics, cultural studies and a dozen other fields to provide a context for successful negotiation.

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Selected pages

Contents

Introduction A Canon of Negotiation Begins to Emerge
The Unstated Models in Our Minds
5
Protean Negotiation
15
The Big Picture
26
The Road to Hell is Paved with Metaphors
27
Whats in a Frame?
35
When the Plays in the Wrong Theater
45
A ThreeDimensional Analysis of Negotiation
53
IV What to Do?
382
Risks of EMail
393
Strategic Moves and Turns
399
Creativity and ProblemSolving
405
Using the Creative Arts
413
Apology in Negotiation
423
Unforgiven Anger and Forgiveness
433
IV What to Do?
442

Protracted Conflicts as Dynamical Systems
59
Rawls on Negotiating Justice
73
The Poverty of Buyer and Seller
79
Game Theory Behaves
85
Process and Stages
93
II The Big Picture
98
Avoiding Negotiating Strategy and Practice
111
Nonevents and Avoiding Reality
119
Negotiating Access
131
Timing and Ripeness
141
II The Big Picture
152
Perceptions of Fairness
163
Ethics and Morality In Negotiation
173
The Law of Bargaining
181
Trust and Distrust
189
Reputations in Negotiation
201
Giving Future Generations a Voice
213
The People on All Sides
222
Identity More than Meets the I
223
Internal and External Conflict
229
Knowing Yourself Mindfulness
237
Bargaining Power
249
Power Powerlessness and Process
255
Untapped Power Emotions in Negotiation
261
Aspirations
269
Miswanting
275
In Our Bones Or Brains Behavioral Biology
281
III The People on All Sides
290
Typical Errors of Westerners
291
Indigenous Experiences in Negotiation
299
Gender is More than Who We Are
313
Religion and Conflict
321
Negotiating with Disordered People
333
IV What to Do?
340
Perceptions and Stories
341
Heuristics and Biases at the Bargaining Table
349
Psychology and Persuasion
359
Courting Compliance
369
The Theory of Mind
375
Analyzing Risk
443
Contingent Agreements
453
Using Ambiguity
459
Crossing the Last Gap
465
Bargaining in the Shadow of the Tribe
473
A Lasting Agreement
483
V A Crowd at the Table
494
Consequences of Principal and Agent
495
Agents and Informed Consent
503
The New Advocacy
511
Dueling Experts
521
The Interpreter as Intervener
533
Negotiating in Teams
545
IntraTeam Miscommunication
553
Internal Conflicts of the Team
559
V A Crowd at the Table
562
Negotiation One Tool Among Many
563
The Uses of Mediation
571
Understanding Mediators
579
The Culturally Suitable Mediator
589
Allies in Negotiation
601
VI Putting It All Together
612
Learning How to Learn to Negotiate
613
Training a Captive Audience
625
Retraining Ourselves for Conflict Transformation
635
Uses of a Marathon Exercise
643
Negotiating with the Unknown
655
Hostage Negotiation Opens Up
665
The Military Learns to Negotiate
673
VI Putting It All Together
684
The Last Plane Out
685
Professionalism and Misguided Negotiating
695
Ulysses and Business Negotiation
709
A New Future For Kashmir?
713
An Evolution
721
Contributors
727
Index
741
Copyright

Other editions - View all

The Negotiator's Fieldbook
Andrea Kupfer Schneider,Christopher Honeyman
Limited preview - 2006
The Negotiator's Fieldbook
Andrea Kupfer Schneider,Christopher Honeyman
No preview available - 2006

Common terms and phrases

accept action actually agreement analysis approach asked authority bargaining become behavior chapter choice clients communication conflict resolution consider context course create cultural deal decision develop discussion dispute effective emotions et al ethical example expected experience fact fairness feel frame future give goals hostage human important individuals influence interaction interests International interpreters involved issues JOURNAL judge justice lawyers learning less means mediator meetings mind move negotiation offer officers operate organizations outcome participants parties person positive possible practice prefer present principle problem professional PSYCHOLOGY questions reasons relationship representatives reputation requires resolution response result REVIEW role rules sense settlement side situation skills social strategies suggests supra note tactics theory tion trust turn understand University

References to this book

Bibliographic information

TitleThe Negotiator's Fieldbook
AuthorsAndrea Kupfer Schneider, Christopher Honeyman
EditorsAndrea Kupfer Schneider, Christopher Honeyman
ContributorAmerican Bar Association. Section of Dispute Resolution
Editionillustrated
PublisherAmerican Bar Association, 2006
ISBN1590315456, 9781590315453
Length768 pages
  
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