Negotiation or Political Bargaining

Negotiation: Strategies for Mutual Gain: The Basic Seminar of the Program on Negotiation at Harvard Law School

Author: Lavinia Hall

"The articles are well-written and informative. . . . All the authors write with authority. . . . This is a sound and interesting . . . text that merits consideration as a library purchase, and has implications for researchers in the field of negotiation studies." --The Service Industries Journal "The essays . . . are of a consistently high standard. . . . The appendixes are well laid out with useful material for those engaged in teaching negotiatory skills, or developing programmes in this field. . . . The essays in this volume cover a wide range of topics. . . . The strength of the book, however, is that it provides a good blend of theory and practice in the art and science of negotiating in diverse settings. The book is well organized in a systematic manner, and deals in a logical way with the interaction processes in negotiating. . . . This book is highly recommended to practitioners who would find much by way of applicable theory developed from practice. It will be of interest to academics, and especially to those who use the case-study method of teaching in graduate courses." --Industrial Relations Journal "Negotiation is a valuable contribution for both negotiators and students of the process. Most of the authors are themselves both innovators in practice and scholars. The book is packed with so much wisdom . . . nuggets of insight and practical advice. Challenged with conveying such wisdom in a chapter, each author comes right to the point, usually in straightforward language, buttressed by vivid examples. It is a must read." --Richard E. Walton, Wallace Brett Donham Professor of Business Administration, Graduate School of Business Administration, Harvard University"Negotiation: Strategies for Mutual Gain is a rich store of creative ideas and valuable advice by leading experts in the field of negotiation and conflict resolution." --Jeswald W. Salacuse, Dean, The Fletcher School of Law and Diplomacy, Tufts University "Lavinia Hall has managed to pack into a single volume much of this country's most provocative current work on the subject of what is known popularly as 'win-win' negotiations. The book should prove invaluable to those concerned with how we manage our differences--in the workplace, the courtroom, and at home. There is something in this volume for everyone." --Michael Lewis, President, ADR Associates, Washington, DC "Lavinia Hall has pulled together an excellent collection of readings. The articles represent important contributions by many of the leading thinkers in the fields of negotiation and dispute resolution. This is a very useful anthology." --Roy J. Lewicki, Professor of Management and Human Resources,

Table of Contents:

	Introduction
I	Frameworks for Effective Negotiation	1
1	Negotiation Power: Ingredients in an Ability to Influence the Other Side	3
2	The Neutral Analyst: Helping Parties to Reach Better Solutions	14
3	Facilitated Collaborative Problem Solving and Process Management	28
II	Applying Mutual Gains to Organizations	41
4	The Courthouse and Alternative Dispute Resolution	43
5	Resolving Public Disputes	61
6	Why the Labor Management Scene Is Contentious	77
7	Searching for Mutual Gains in Labor Relations	86
8	Options and Choice for Conflict Resolution in the Workplace	105
III	Perspectives on Individual Negotiators	121
9	Conflict From a Psychological Perspective	123
10	Her Place at the Table: Gender and Negotiation	138
11	Style and Effectiveness in Negotiation	151
IV	Appendices
I	Sample Curriculum on Negotiation and Dispute Resolution	177
II	Case Clearinghouse Materials	185
	Bibliography	186
	Index	199
	About the Authors	206

Book review: Il Viaggio Di Vetri or Williams Sonoma Collection

Political Bargaining: Theory, Practice and Process

Author: Gideon Doron

This book brings an exciting and innovative new approach to the study of politics today. It introduces political bargaining, a process at the heart of all political and economic exchanges in contemporary society and the very essence of politics itself, to provide a new framework and fresh insights to modern political science.The authors trace the prevalence of bargaining processes in politics from the abstract level of individual human interaction and the 'state of nature' to the more concrete political or institutionalized level. They introduce students to theory -- the basic models of game theory, rational choice theory and positivist approaches; practice -- the practical manifestations of political bargaining in everyday national and international political life; and process -- its setting, the interests of the players involved, the conditions and properties that affect their calculations and, consequently, their ability to obtain desired outcomes.Political Bargaining provides students with the basic tools for learning about and participating in politics today by richly illustrating how the authoritative allocation of scarce resources is arrived at through a complex bargaining process between competing interests in society. It will be essential reading for student and lecturer alike across political science and the social sciences more widely.