Getting to We


Book Description

Drawing on best practices and real examples from companies who are achieving record results, Getting to We flips conventional negotiation on its head, shifting the perspective from a tug of war between parties to a collaborative partnership where both sides effectively pull against a business problem.




Negotiation Analysis


Book Description

This masterly book substantially extends Howard Raiffa’s earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach—building from simple hypothetical examples—the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.




Getting to Yes


Book Description

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.




Negotiation Analysis


Book Description

This masterly book substantially extends Howard Raiffa's earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach--building from simple hypothetical examples--the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.




Negotiation


Book Description

Comprises a collection of papers discussing the issue of negotiation. Presents a set of ideas, organized around frameworks for improving negotiation; the challanges to applying these ideas in organizational settings; and some analysis of individual behaviour in negotiation.




8 STEPS TO COLLABORATIVE NEGOTIATION


Book Description

ABOUT THE BOOK Negotiation is a word that first appeared in France around the 15th century. It comes from the Latin verb negotiari, which means to do carry a business, public or private, or act as a banker. Until recently, negotiation often carried the meaning of conflict, or battle. Nowadays, the complexity and inter-connectivity of both the business and personal world is clearly showing that it becomes extremely difficult, if not impossible, to achieve one’s objectives alone. In this context, the meaning and the objectives of negotiation is shifting from a conflictual approach to a collaborative approach. In this workshop, you will work to gain then skills and confidence to • Use Negotiations as a Platform to Win with Business Partner, gain Market Shares and Supporters • Develop an understanding of the differences between Selling and Negotiating • Implement a systematic and professional Negotiation Process • Improve the preparation of the Negotiations • Identify and implement Negotiation Tools for local success and regional synergy




Negotiation, Collaboration and Conflict in Ancient and Medieval Communities


Book Description

Focusing on forms of interaction and methods of negotiation in multicultural, multi-ethnic and multilingual contexts during Antiquity and the Middle Ages, this volume examines questions of social and cultural interaction within and between diverse ethnic communities. Toleration and coexistence were essential in all late antique and medieval societies and their communities. However, power struggles and prejudices could give rise to suspicion, conflict and violence. All of these had a central influence on social dynamics, negotiations of collective or individual identity, definitions of ethnicity and the shaping of legal rules. What was the function of multicultural and multilingual interaction: did it create and increase conflicts, or was it rather a prerequisite for survival and prosperity? The focus of this book is society and the history of everyday life, examining gender, status and ethnicity and the various forms of interaction and negotiation.




Transboundary Environmental Negotiation


Book Description

Transboundary Environmental Negotiation is an important collection of articles generated by faculty and graduate students at MIT, the Fletcher School of Law and Diplomacy at Tufts University, and the Program on Negotiation at Harvard Law School. The contributors emphasize the ways in which global environmental treaty-making can be improved. They highlight new environmental problems that pose difficult global negotiation challenges and suggest new strategies for involving a range of nongovernmental actors in ways that can overcome the obstacles to transboundary environmentalism.




Models for Intercultural Collaboration and Negotiation


Book Description

This book is the first to bring together research material from different communities, Computer Science and especially Artificial Intelligence, and Social Sciences, e.g. Anthropology, Social Psychology, Political Science that present ideas and viewpoints, methods and models on inter-cultural collaboration and negotiation. With increasing globalization of business and science, cultural differences of the parties are an important factor that affects the process and outcomes of collaborative and self-interested interactions. The social science literature on culture as well as human collaboration and negotiation is vast. Most of this literature is devoted to work within the same culture. Artificial intelligence researchers, on the other hand, have developed computational models of cooperation, conflict resolution and negotiation, but paying almost no attention to identifying and modeling cultural factors. In recent years, we have witnessed a great increase in interest in understanding inter-cultural interactions. This has led to increased interest of social scientists and computational scientists in theoretical and experimental analysis of inter-cultural exchanges, modeling and support. Currently, these communities are largely unconnected. There is a great need to bring them together to share research work and experiences, discuss ideas and forge interdisciplinary collaborative relations. This book will be of interest to researchers from AI/computer science and social/behavioral sciences fields, such as psychology, sociology, communications, organizational science.




The Negotiation Fieldbook, Second Edition : Simple Strategies to Help You Negotiate Everything


Book Description

The classic guide to collaborative negotiation--updated for today's ultracompetitive environment "We negotiate every day--in school, in business, in politics, in everything we do. Every time I want to influence someone or deal with someone who wants to influence me, I am negotiating. For that world, this is perhaps the most useful book you will ever find." -- Roger Fisher, bestselling coauthor of Getting to Yes The definitive practical guide to the art of negotiating, this revised and expanded edition of The Negotiation Fieldbook details topics other books don't even touch upon. It helps you steer a negotiation first to collaboration and then to agreement--a much more effective tactic than "dominating" the process. Filled with quizzes to reinforce what you’ve learned, The Negotiation Fieldbook is a complete package with everything you need to enter negotiations with skill and confidence--and create a win-win situation for all. NEW TO THIS EDITION: Analysis of different negotiation styles and situations The fundamentals of ethical negotiating Important breakthroughs in negotiation psychology Conducting negotiations on behalf of others