The negotiator's fieldbook
By: Andrea Kupfer Schneider, Christopher Honeyman, editors.
Contributors: Schneider, Andrea Kupfer.; Honeyman, Christopher.; American Bar Association. Section of Dispute Resolution.
Edition: 1st ed.
Publisher: American Bar Association, Section of Dispute Resolution
Published: 2006
Place of publication: Washington, DC
Language: eng
Number of pages: 768
ISBN-13: 9781590315453
Subjects: Dispute resolution (Law) -- United States.; Negotiation in business -- United States.; Dispute_Resolution
Notes: Includes bibliographical references and index.
Table of contents: value: pt. I. Why even the best get stuck. Introduction: a "canon of negotiation" begins to emerge / Christopher Honeyman & Andrea Kupfer Schneider ; The unstated models in our minds / Jayne Seminare Docherty ; Protean negotiation / Peter S. Adler; value: pt. II. The big picture. The road to Hell is paved with metaphors / Howard Gadlin, Andrea Kupfer Schneider & Christopher Honeyman ; What's in a frame? / Marcia Caton Campbell & Jayne Seminare Docherty ; When the play's in the wrong theater / Gale Miller & Robert Dingwall ; A three-dimensional analysis of negotiation / Robert Ricigliano ; Protracted conflicts as dynamical systems / Peter T. Coleman .... [et al.] ; Rawls on negotiating justice / Cheyney Ryan ; The poverty of buyer and seller / Kevin Avruch ; Game theory behaves / David F. Sally & Gregory Todd Jones ; Process and stages / I. William Zartman ; When not to negotiate / Gabriella Blum & Robert H. Mnookin ; Avoiding negotiating: strategy and practice / Lisa Blomgren Bingham ; Nonevents and avoiding reality / Susan K. Morash ; Negotiating access / Alexander Hawkins, Chris Stern Hyman & Christopher Honeyman ; Timing and ripeness / I. William Zartman ; The ethics of compromise / Carrie Menkel-Meadow ; Perceptions of fairness / Nancy A. Welsh ; Ethics and morality in negotiation / Kevin Gibson ; The law of bargaining / Russell Korobkin, Michael L. Moffitt & Nancy A. Welsh ; Trust and distrust / Roy J. Lewicki ; Reputations in negotiation / Catherine H. Tinsley, Jack J. Cambria & Andrea Kupfer Schneider ; Giving future generations a voice / Kimberly A. Wade-Benzoni; value: pt. III. The people on all sides. Identity: more than meets the "I" / Daniel L. Shapiro ; Internal and external conflict / Morton Deutsch ; Knowing yourself: mindfulness / Leonard L. Riskin ; On bargaining power / Russell Korobkin ; Power, powerlessness and process / Phyllis E. Bernard ; Untapped power: emotions in negotiation / Daniel L. Shapiro ; Aspirations / Andrea Kupfer Schneider ; Miswanting / Chris Guthrie & David F. Sally ; In our bones (or brains): behavioral biology / Douglas H. Yarn & Gregory Todd Jones ; Typical errors of Westerners / Bee Chen Goh ; Indigenous experiences in negotiation / Loretta Kelly ; Gender is more than who we are / Deborah M. Kolb & Linda Putnam ; Religion and conflict / Jeffrey R. Seul ; Negotiating with disordered people / Elizabeth L. Jeglic & Alexander A. Jeglic; value: pt. IV. What to do? Perceptions and stories / Sheila Heen & Douglas Stone ; Heuristics and biases at the bargaining table / Russell Korobkin & Chris Guthrie ; Psychology and persuasion / Donna Shestowsky ; Courting compliance / Chris Guthrie ; The theory of mind / David F. Sally ; Communication and interaction patterns / Linda L. Putnam ; Risks of e-mail / Anita D. Bhappu & Zoe I. Barsness ; Strategic moves and turns / Deborah M. Kolb ; Creativity and problem-solving / Jennifer Gerarda Brown ; Using the creative arts / Michelle LeBaron & Christopher Honeyman ; Apology in negotiation / Jennifer Gerarda Brown & Jennifer K. Robbennolt ; Unforgiven: anger and forgiveness / Ellen Waldman & Frederic Luskin ; Analyzing risk / Jeffrey M. Senger ; Contingent agreements / Michael L. Moffitt ; Using ambiguity / Christopher Honeyman ; Crossing the last gap / John H. Wade ; Bargaining in the shadow of the tribe / John H. Wade ; A lasting agreement ; John H. Wade & Christopher Honeyman; value: pt. V. A crowd at the table. Consequences of principal and agent / Jayne Seminare Docherty & Marcia Caton Campbell ; Agents and informed consent / Jacqueline Nolan-Haley ; The new advocacy / Julie Macfarlane ; Dueling experts / John H. Wade ; The interpreter as intervener / Sanda Kaufman ; Negotiating in teams / David F. Sally & Kathleen M. O'Connor ; Intra-team miscommunication / David Matz ; Internal conflicts of the team / Howard S. Bellman ; Negotiation, one tool among many / Jayne Seminare Docherty ; The uses of mediation / Lela P. Love & Joseph B. Stulberg ; Understanding mediators / Christopher Honeyman ; The culturally suitable mediator / Harold Abramson ; Allies in negotiation / Bernard Mayer; value: pt. VI. Putting it all together. Learning how to learn to negotiate / Scott R. Peppet & Michael L. Moffitt ; Training a captive audience / Stuart M. Kirschner ; Retraining ourselves for conflict transformation / Charles Hauss ; Uses of a marathon exercise / Daniel Druckman ; Negotiating with the unknown / Maria Volpe ... [et al.] ; Hostage negotiation opens up / Paul J. Taylor & William Donohue ; The military learns to negotiate / Leonard L. Lira ; The last plane out... / Robert Dingwall & Carrie Menkel-Meadow ; Professionalism and misguided negotiating / Wayne Brazil ; Ulysses and business negotiation / Daniel Rose ; A new future for Kashmir? / John W. McDonald.