Negotiation : a very short introduction / Carrie Menkel-Meadow.

First edition.

Oxford : Oxford University Press, 2022.
©2022.

1 online resource (176 pages) : illustrations (colour).

Very short introductions ; 711.

Everyone negotiates. Whenever we need someone else to help us achieve our goals we negotiate. This book introduces theories of negotiation, including assumptions of scarcity and competition, or possibilities of integration of parties' needs and interests and problem-solving approaches to achieve both joint and individual gain. The book provides analysis and guidance on how to assess what is at stake in each negotiation and how contexts vary to help us choose appropriate behaviors, including different strategies and tactics for achieving both joint and individually preferred outcomes. Illustrations and examples come from historical, diplomatic, international, legal, employment, relationship, business, family, and everyday negotiations. Drawing on the varied disciplines of game theory, economics, psychology, sociology, law, political science, and anthropology, negotiation is described as a multi-disciplinary process, involving both cognitive analysis and behavior. The book looks at modern applications of negotiation in complex multi-party, multi-issue situations, with cultural, racial, class, ethnic, and gender differences and use of negotiation processes in new dispute resolution and transactional settings, like mediation, facilitation, deliberative democracy, decision making, and restorative justice. Challenges to good negotiations in ethical dilemmas, legal enforcement, and behavioral barriers are explored.

Includes bibliographical references and index.

Description based on online resource (viewed on May 1, 2023).

Print version: Negotiation : a very short introduction. First edition. Oxford : Oxford University Press, 2022

Oxford Academic

English

9780191886041 (electronic book)
0191886041 (electronic book)
9780198851400 (print)

Monographs & Serials
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