Includes bibliographical references and index.

Front Matter -- Preliminary Material / Gary Goodpaster -- Preface / Gary Goodpaster -- Chapter 1 Basic Negotiation Dynamics / Gary Goodpaster -- Chapter 2 Negotiation Variables / Gary Goodpaster -- Chapter 3 Competitive Negotiation / Gary Goodpaster -- Chapter 4 Competitive Negotiation Tactics / Gary Goodpaster -- Chapter 5 Deception in Negotiation / Gary Goodpaster -- Chapter 6 Compromise Negotiation / Gary Goodpaster -- Chapter 7 Problem-Solving or Interest-Based Negotiation / Gary Goodpaster -- Chapter 8 Facilitating Efficient Trade-Offs / Gary Goodpaster -- Chapter 9 Cognitive Problems in Negotiation / Gary Goodpaster -- Chapter 10 Coalitions and Representative Bargaining / Gary Goodpaster -- Chapter 11 Negotiation Preparation and Planning / Gary Goodpaster -- Chapter 12 Lawsuits as Negotiations / Gary Goodpaster -- Chapter 13 Mediation / Gary Goodpaster -- Chapter 14 Other Negotiated Dispute Resolution Processes / Gary Goodpaster -- Chapter 15 Complex Negotiations and Mediations / Gary Goodpaster -- Chapter 16 Cross-Cultural Negotiations and Mediations / Gary Goodpaster -- Back Matter -- Bibliography / Gary Goodpaster -- Index / Gary Goodpaster.

A Guide to Negotiation and Mediation is written in a progressive, building-block fashion, moving from simple to more complex ideas. The first section covers basic negotiating strategies, concepts, and tactics; the next discusses cognitive and psychological aspects of negotiation. The book goes on to explore elements that may complicate negotiations-in particular coalition-formation and bargaining for constituencies-and concludes with a chapter on negotiation preparation and planning. Published under the Transnational Publishers imprint.

English

Description based on print version record.