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The little book of strategic negotiation : negotiating during turbulent times / by Jayne Seminare Docherty.

By: Material type: TextTextSeries: Little books of justice & peacebuildingPublication details: Intercourse, PA : Good Books, �2005.Description: 90 pages : illustrations ; 22 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 1561484288
  • 9781561484287
Other title:
  • Strategic negotiation
Subject(s): DDC classification:
  • 302.3 22
LOC classification:
  • BF637.N4 D623 2005
Contents:
Negotiating in turbulent times -- Changing contexts -- Who can use this book? -- Negotiation as a game? -- Why I have written this book -- Thinking about the big picture -- Three stories -- Negotiation occurs in a negotiated context -- Minimal requirements for negotiation -- Practical implications -- Changes in context can create turbulence in negotiations -- Jean and Sam end their marriage -- The hard work of a corporate merger -- Making ecosystem management a reality -- Practical implications -- Using negotiation strategically -- Managing behind the table negotiations -- Principal-agent relationships in negotiation -- Structuring negotiations with agents and principals -- Working with stakeholders who decline to negotiate -- Practical implications -- Negotiating meaning -- Negotiating the context -- Making room for storytelling in negotiation -- World naming power and storytelling in negotiation -- Negotiated agreements are world naming stories -- Practical implications -- Mobilizing and sustaining support for the agreement -- Understanding why others resist the agreement -- Anticipating, preventing, and working with public resistance -- Preparing the public -- Being realistic about the agreement -- Mobilizing resources -- Cultivating visionary leadership -- Introducing and explaining the agreement -- Planning for resiliency.
Review: "Most books on negotiation assume that the negotiators are working in a stable setting-haggling over the price of a car, modifying a work contract, allocating air pollution permits." "This Little Book is about those frequent times when negotiaion must happen amidst volcanic social and organizational change. It is for those absolutely unsettling occasions when the mechanisms that support negotiation are unclear, fragile, or completely missing-deciding which parent will have custody of their child while a divorce is underway; bargaining between workers and management during the course of a merger and downsizing; or establishing a new government as a civil war winds down. Book jacket."--BOOK JACKET.
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Holdings
Item type Current library Shelving location Call number Status Date due Barcode
Main Collection Books John Brown University Library Main BF637.N4 D623 2005 Available 39524100450836

Includes bibliographical references (pages 88-89).

Negotiating in turbulent times -- Changing contexts -- Who can use this book? -- Negotiation as a game? -- Why I have written this book -- Thinking about the big picture -- Three stories -- Negotiation occurs in a negotiated context -- Minimal requirements for negotiation -- Practical implications -- Changes in context can create turbulence in negotiations -- Jean and Sam end their marriage -- The hard work of a corporate merger -- Making ecosystem management a reality -- Practical implications -- Using negotiation strategically -- Managing behind the table negotiations -- Principal-agent relationships in negotiation -- Structuring negotiations with agents and principals -- Working with stakeholders who decline to negotiate -- Practical implications -- Negotiating meaning -- Negotiating the context -- Making room for storytelling in negotiation -- World naming power and storytelling in negotiation -- Negotiated agreements are world naming stories -- Practical implications -- Mobilizing and sustaining support for the agreement -- Understanding why others resist the agreement -- Anticipating, preventing, and working with public resistance -- Preparing the public -- Being realistic about the agreement -- Mobilizing resources -- Cultivating visionary leadership -- Introducing and explaining the agreement -- Planning for resiliency.

"Most books on negotiation assume that the negotiators are working in a stable setting-haggling over the price of a car, modifying a work contract, allocating air pollution permits." "This Little Book is about those frequent times when negotiaion must happen amidst volcanic social and organizational change. It is for those absolutely unsettling occasions when the mechanisms that support negotiation are unclear, fragile, or completely missing-deciding which parent will have custody of their child while a divorce is underway; bargaining between workers and management during the course of a merger and downsizing; or establishing a new government as a civil war winds down. Book jacket."--BOOK JACKET.

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