Negotiation a Very Short Introduction 1st edition by Carrie Menkel Meadow 019259219X 9780192592194

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ISBN-10 : 019259219X 

ISBN-13 : 9780192592194

Author :  Carrie Menkel-Meadow 

Very Short Introductions: Brilliant, Sharp, Inspiring Everyone negotiates. Whenever any person, company, or country needs someone else to accomplish something, they must negotiate. Negotiation is essential for peace and international relations, but also for economically efficient trades and bargains in business, and for problem solving skills in workplaces, families, and interpersonal interactions. This Very Short Introduction provides a comprehensive and accessible review of both conceptual and behavioural approaches to the human process of negotiation. Carrie Menkel-Meadow draws on research in constituent fields of human psychology, diplomacy, law, business, anthropology, game theory, decision making, international relations, sociology, public policy, and economics, suggesting models for creative problem solving to often intractable problems. Considering that most people are tense and frightened of what they perceive to be scarce resource confrontations with opponents and competitors, Menkel-Meadow offers different ways to plan for and approach others to solve human problems and seek solutions that satisfy both parties.

Negotiation: a Very Short Introduction 1st Table of contents:

Chapter 1. When we need others to accomplish something
What’s in a negotiation
Chapter 2. Frameworks of negotiation Winning for self or problem solving for all?
Framework # 1 Conventional conceptions of negotiation: The distributional or adversarial model of negotiation
Framework # 2 Integrative negotiation—solving problems for all parties (but not necessarily “win‒win”)
Framework # 3 Compromise, cooperation, or when the relationship matters more
Framework # 4 Mixed models: Creating and claiming value; trades, Pareto optimality, and contingent agreements
Chapter 3. Contexts in negotiation
Purpose and stakes
Subject matter
Content of issues
Parties
Accountability/agency/authority
Visibility/publicity
Voluntary/compulsory negotiations
Timing, deadlines, and contingent negotiations
Routineness or uniqueness of negotiation
Power/leverage
Personal characteristics/identity/culture: gender, race, class, ethnicity, other?
Personal characteristics/personality
Relationships—long-term, short-term, or in-between
Medium of negotiation: face to face or online? Synchronous or asynchronous?
Alternatives to negotiation
Chapter 4. Behavioral choices in negotiation What to do and why
Choosing behavior: Frameworks, contexts, and purpose
Pre-negotiation: planning
Conducting negotiations—during the negotiation
Post-agreement: Implementation—after the negotiation
Chapter 5. Challenges to reaching negotiated agreements
Cognitive “errors”
Framing-anchoring
Scarcity bias
Primacy
Availability
Vividness
Recency
Endowment effects/prospect theory—status quo bias
Risk preferences—loss aversion, gains
Statistical errors
Social issues, errors, and biases: Labeling
Reactive devaluation
Attribution
Overconfidence
Confirmation
Contrast effects
Hindsight bias
Social issues—demographics, implicit and explicit biases
Bias blind spots
Moods, emotions, physical environment, and food influences on negotiation
Winner’s curse/buyer’s remorse
What should we do to correct our errors and biases? Is de-biasing possible?
Chapter 6. Complex multi-party multi-issue negotiations
Numbers in negotiation: From one to many
What is a negotiated agreement with more than two parties? Measures of consent, Zones of Possible Agreement
Alternatives to negotiated agreements? How many?
Information sharing and processing
Coalitions, alliances, commitments, defections, and holdouts
Process and ground rules
Decision rules and voting
Sequencing issues and parties
Groupthink and dissent
Facilitation/mediation/consensus building
Modes of complex negotiation
International complex negotiation (diplomacy)
Chapter 7. Ethical and legal issues in negotiation Making enforceable agreements
To negotiate or not negotiate?
Compromise or not?
Negotiate for and with whom? Agents in negotiation
Behavioral issues in negotiation—what may I do versus what should I do?
Truth-telling, lying, deception, misrepresentation
Other unethical tactics, tricks, and concerns of hard bargaining
Fairness and good faith
The law of enforceable negotiations—contract, defenses, fraud, misrepresentation, unconscionability, breach, international law
Chapter 8. The future of negotiation
New forms of negotiation: Electronic and virtual negotiation
Hybrid forms of negotiation and dispute resolution
Challenges to negotiation in the future: Global conflict in resource and political competition
Culture and conflict
Which framework? Competition or problem solving
Learning from experience?

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