Negotiation: Processes for Problem-Solving (Casebook Series)

Negotiation: Processes for Problem-Solving (Casebook Series) Review

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Negotiation: Processes for Problem-Solving (Casebook Series) Feature

This comprehensive new negotiation book allows instructors teaching separate courses, short electives, linked ADR surveys, and CLE training courses or clinics to experience the distinctive approach of the celebrated author team of Menkel-Meadow, Schneider, and Love. Building on the material in their 2005 ADR survey casebook, NEGOTIATION: Processes for Problem Solving enlarges and enriches the topic coverage.<p class=copymedium> The new book follows the survey's successful basic structure: <li class=copymedium>theoretical frameworks and complete legal and policy analyses <li class=copymedium>thorough treatment of negotiation skills, ethics, and problem-solving techniques <li class=copymedium>carefully selected cases supported by key readings in various formats, from critical articles and empirical studies to statutes and regulations</ul><p class=copymedium> The authors present a vivid picture of the experience of negotiation: <li class=copymedium>comprehensive, current coverage of the theory, skills, ethical issues, and legal and policy analyses relevant to all key areas of negotiation practice, using a rich range of up-to-date cases and a wide variety of secondary materials <li class=copymedium>a distinguished author team, all leaders in dispute resolution, draw on their recognized expertise in scholarship, teaching, practice, policy making, and standards drafting to convey the realities of the field <li class=copymedium>strong, practical problem-solving approach shows creative techniques including both analytical and behavioral approaches, with notable coverage of the varying impact of gender, race, and cultural contexts on the negotiation process <li class=copymedium>close attention accorded to the many different models of negotiation, while focusing on problem-solving for mutual gain</ul> Instructors will appreciate the helpful materials in the Teacher¿s Manual: <li class=copymedium>suggested syllabi <li class=copymedium>teaching notes and discussion pointers <li class=copymedium>an exceptionally large, varied, and comprehensive collection of negotiation role plays and simulations <li class=copymedium>lists of supplemental materials, such as videos and transcripts <li class=copymedium>examination and paper suggestions for each chapter</ul>

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Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond Review

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Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond Feature

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.

Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer.

What sets negotiation geniuses apart? They are the men and women who know how to:

•Identify negotiation opportunities where others see no room for discussion

•Discover the truth even when the other side wants to conceal it

•Negotiate successfully from a position of weakness

•Defuse threats, ultimatums, lies, and other hardball tactics

•Overcome resistance and “sell” proposals using proven influence tactics

•Negotiate ethically and create trusting relationships—along with great deals

•Recognize when the best move is to walk away

•And much, much more

This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.


From the Hardcover edition.

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