Negotiation : on and off the record / Jay E. Grenig, Rocco M. Scanza.

Huntington, New York : American Arbitration Association : Juris, [2019]

Huntington, NY : JurisNet LLC, [2019]

1 online resource (216 pages).

Juris arbitration law.

The first and second editions of this book, both titled On and Off the Record: Colosi on Negotiation, were authored by Thomas R. Colosi. Tom Colosi retired as the American Arbitration Association's Vice President of ADR Education in 1999 after 28 years of service. He was widely recognized for his continuing work in furthering the use of negotiation, mediation, facilitation, and arbitration for handling all types of disputes. Tom Colosi trained thousands of neutrals, attorneys, executives, union representatives, and government officials in dispute avoidance and resolution techniques. Tom Colosi explained the approach of the second edition as follows: "On and Off the Record" is intended to change readers' minds about the negotiation process. It is common for negotiators to approach the process with an inappropriate number of views, which forms an incomplete paradigm. This negatively affects the behavior of parties to a negotiation and creates unnecessary problems for the negotiator. Our society relies on negotiating skills for conducting all manners of business and personal transactions, yet, it is only just beginning to learn and to teach the negotiation process. The greatest misunderstanding about the negotiation process is that it is adversarial in nature. In actuality, it is not designed for those with a trial and debate mentality. It is a problem-solving process in which each party may look across the table and regard its counterparts as advocates. Each party attempts to "sell" a mutually agreed upon solution to its respective clients. Seeing the "other side" as a potential advocate and not as an opponent is the key to making this dramatic paradigm shift. In the third edition, we have updated and maintained the core material of the second edition. In addition, we have also added new material: A discussion of critical thinking; An expanded examination of mediation and mediation techniques; A description of problem solving and dispute resolution procedures in addition to negotiation; A discussion various negotiation processes including competitive negotiations in federal government procurement.--Publisher's website.

"Third edition of On and Off the Record: Colosi on Negotiation by Thomas R. Colosi."

Includes bibliographical references and index.

Description based on Juris ArbitrationLaw title description page, viewed January 8, 2020.

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Revision of: Colosi, Thomas R. On and off the record. Second edition. New York, NY : American Arbitration Association, c2001

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