The World of Negotiation

Theories, Perceptions and Practice

The book will take its readers on a short tour of the world of negotiation, and provide them with a systematic understanding of a wide array of negotiation topics. The book includes the most essential points of importance and interest related to negotiation, such as theories and conceptions, basic negotiation processes and situations (including negotiating a hostage crisis), the impact of culture, negotiation values, and the uses of third-party intervention in negotiation. Each chapter concludes with a Practical Application section, giving readers an opportunity to implement the insights and make better decisions in future negotiation situations.

Contents:

• Conflict-Confrontation and Negotiation: Theories and Perceptions:

  • Alternatives to Resolving Conflict
  • Main Negotiation Theories
  • A Matter of Perception: Subjective Rationality and Its Effects

• Becoming Acquainted with the Negotiation Process:

  • Preparing for Negotiation
  • Negotiators' Interests and Objectives
  • Common Power Sources and the Balance of Power
  • Choosing the Appropriate Strategies and Tactics
  • Negotiating a Hostage Crisis with a Terrorist Group

• Values and Perceptions — How They Influence the Negotiation Process:

  • Globalization and Culture: Their Impact on Negotiation
  • Ethical Behavior
  • Trust, Suspicion and Distrust

• Third Party Intervention in the Negotiation Process:

  • Voluntary, Compulsory and International Mediation
  • Negotiating Representatives
  • Concluding Remarks

Readership: Individuals who are interested in Negotiation and Mediation, lecturers and students of the subjects, jurists, lawyers, accountants, managers, and politicians may all benefit from reading the book.
Key Features:

• Provides practical applications to enable better negotiation decisions
• Can serve as a textbook
• Written in an accessible manner; appeals to a broad range of readers