The Negotiation Handbook

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This lively and enlightening text presents a unified and comprehensive overview of the world of negotiation and dispute resolution. It aims at describing elements common to any dispute, any negotiation, and imparting some basic tenets to guide the negotiato Along the way, it addresses some common myths, traps, and pitfalls that plague negotiators, suggests some do's and don'ts, and recommends strategies and practices for successful negotiations. Written for negotiators by an experienced mediator, the book begins by examining some ancillary issues like ego, being right, and saving face that even the most seasoned negotiators fall prey to over and over again. It then enumerates the complexities in negotiation, before delving into the basics of conflict resolution. Authentic vignettes drawn from actual disputes reinforce the ideas depicted, indicating also the real difficulties in a negotiator's job. The book then moves back and forth between rules of negotiation and of dispute resolution, each being comple-mentary to the other. The text finally draws to a close on a positive note, emphasizing the art and science of mediation and recommending means to develop the attitude of a 'mediator', rather than that of a negotiator, for resolving disputes successfully. Simple and engaging in style and presentation, the book will be of imme-nse interest to both undergraduate and postgraduate students of business administration. It will also benefit practitioners of business in learning about the nuances of negotiating a solution, or better still, clinching a deal. Table of Contents Introduction. 1. The Dynamics of Negotiation. 2. Preparing for the Negotiation. 3. The Basics of Conflict Resolution. 4. The Negotiation. 5. Rules. 6. Mediators: Lessons and Observations. Epilogue: The Gym Wall. Appendix: Bargaining Scenario. Index.