The Little Book of Strategic Negotiation

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Format: Paperback
Pub. Date: 2005-06-30
Publisher(s): SIMON & SCHUSTER
List Price: $6.41

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Summary

Strategic Negotiation is a Good Books publication.

Author Biography

     
     Jayne Seminare Docherty is a professor of conflict studies at the Center for Justice and Peacebuilding at Eastern Mennonite University. She has also taught at George Mason University and Columbia College (South Carolina). Professor Docherty earned her Ph.D. at the Institute for Conflict Analysis and Resolution at George Mason University and she holds an undergraduate degree in religious studies and political science from Brown University. She also studied theology at the University of St. Andrews in Scotland.
     
     Professor Docherty consults with organizations and communities in transition, working with them to harness the positive energy of conflict and minimize its negative effects. Her current area of focus for research, writing and practice is improving the use of negotiation in unstable situations so that the results yield durable but flexible systems for creating long-term and sustainable peace with justice. She has also conducted research – especially action research projects – for nonprofit organizations; consulted on designing, monitoring and evaluating projects and programs; worked with universities on curriculum development; and conducted trainings on conflict analysis, negotiation, and program design.
      
     She holds an B.A., from Brown University (1978) in Religious Studies and Political Science and a Ph.D., from George Mason University (1998) in Conflict Analysis and Resolution.

Table of Contents

1. Negotiating in Turbulent Times 5(13)
Changing Contexts
7(2)
Who Can Use This Book?
9(1)
Negotiation as a Game?
10(1)
Why I have Written This Book
11(1)
Thinking About the Big Picture
12(3)
Three Stories
15(3)
2. Negotiation Occurs in a Negotiated Context 18(5)
Minimal Requirements for Negotiation
19(3)
Practical Implications
22(1)
3. Changes in Context Can Create Turbulence in Negotiations 23(15)
Jean and Sam End Their Marriage
23(3)
The Hard Work of a Corporate Merger
26(4)
Making Ecosystem Management a Reality
30(6)
Practical Implications
36(2)
4. Preparing to Negotiate Strategically 38(9)
Jean and Sam End Their Marriage
39(2)
The Hard Work of a Corporate Merger
41(2)
Making Ecosystem Management a Reality
43(3)
Practical Implications
46(1)
5. Managing Behind-the-Table Negotiations 47(13)
Principal-Agent Relationships in Negotiation
49(6)
Structuring Negotiations with Agents and Principals
55(1)
Working with Stakeholders Who Decline to Negotiate
56(2)
Practical Implications
58(2)
6. Negotiating Meaning 60(12)
Negotiating the Context
60(4)
Making Room for Storytelling in Negotiation
64(2)
World-Naming Power and Storytelling
66(3)
Negotiated Agreements Are World-Naming Stories
69(1)
Practical Implications
70(2)
7. Mobilizing and Sustaining Support for the Agreement 72(12)
Understanding Why Others Resist the Agreement
75(1)
Anticipating, Preventing, and Working with Public Resistance
76(1)
Preparing the Public
77(2)
Being Realistic About the Agreement
79(1)
Mobilizing Resources
80(1)
Cultivating Visionary Leadership
80(1)
Introducing and Explaining the Agreement
81(1)
Planning for Resiliency
82(1)
Conclusion
83(1)
Strategic Negotiation Checklist 84(4)
Endnotes 88(2)
About the Author 90

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