Alexander, N; Howieson, J
An excellent treatment of the issues relating to negotiation as a dispute resolution mechanism
Negotiation is the principal day-to-day activity of most professionals. Experience can make us confident negotiators, but it may not make us better negotiators. The path to excellence and expertise is via experience and structured reflection. By engaging in reflexive practice, we can learn from our mistakes and understand the reasons behind our success stories. Negotiation is a set of strategies, behavioural styles and skills that can be learned. This book provides the reader with the necessary tools to become a reflexive negotiation practitioner.
Important Features:
· Practical tools like a three-dimensional model of negotiation, a 10-step constructive negotiation process map and the negotiation navigation map.
· New chapters on neuroscience, interpersonal skills, multiple intelligences, multiparty negotiations, and dealing with tough negotiation situations.
· Negotiation: Definitions, Terms and Approaches
· Positional Negotiation
· Interest-Based Negotiation
· A Constructive Negotiation Process · Preparing for Negotiation
· Negotiation: Larger-Than-Life Communication
· Interpersonal Skills · Emotion, Culture, Sex and Your Brain
· Tough Skills for Tough Negotiations
· Multiparty and Team Negotiations
· Ten Principles for Constructive Negotiators
About the Authors
Alexander, N Professor Nadja Alexander is leading a negotiation and mediation initiative at City University of Hong Kong. She has an international reputation as a conflict resolution consultant, trainer and speaker. Howieson, J Dr Jill Howieson is Associate Dean at the University of Western Australia's School of Law. She conducts teaching and training programs in negotiation and mediation.
