The little book of strategic negotiation
Subtitle: negotiating during turbulent times
By: Jayne Seminare Docherty.
Publisher: Good Books
Published: 2005
Place of publication: Intercourse, PA
Language: eng
Number of pages: 90
Subjects: Negotiation.
Other titles: Strategic negotiation
Description: "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.
Notes: Includes bibliographical references (p. 88-89).
Table of contents: title: Negotiating in turbulent times; title: Changing contexts; title: Who can use this book?; title: Negotiation as a game?; title: Why I have written this book; title: Thinking about the big picture; title: Three stories; title: Negotiation occurs in a negotiated context; title: Minimal requirements for negotiation; title: Practical implications; title: Changes in context can create turbulence in negotiations; title: Jean and Sam end their marriage; title: The hard work of a corporate merger; title: Making ecosystem management a reality; title: Practical implications; title: Using negotiation strategically; title: Managing behind the table negotiations; title: Principal-agent relationships in negotiation; title: Structuring negotiations with agents and principals; title: Working with stakeholders who decline to  negotiate; title: Practical implications; title: Negotiating meaning; title: Negotiating the context; title: Making room for storytelling in negotiation; title: World naming power and storytelling in negotiation; title: Negotiated agreements are world naming stories; title: Practical implications; title: Mobilizing and sustaining support for the agreement; title: Understanding why others resist the agreement; title: Anticipating, preventing, and working with public resistance; title: Preparing the public; title: Being realistic about the agreement; title: Mobilizing resources; title: Cultivating visionary leadership; title: Introducing and explaining the agreement; title: Planning for resiliency.