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Negotiation: Processes for Problem Solving, 3rd Edition

Negotiation: Processes for Problem Solving, 3rd Edition

作者： Carrie J Menkel-Meadow; Andrea Kupfer Schneider; Lela Porter Love
出版商： Aspen Legal Education
ISBN: 9781543801699
出版时间 September 2020
规格： Paperback , 624 pages
适应领域： U.S. ? 免责申明：
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A distinguished team of leaders in the field of dispute resolution offers a thorough treatment of negotiation skills, ethics, and problem-solving techniques. Comprehensive and current, Negotiation: Processes for Problem Solving covers the theory, skills, ethical issues, and legal and policy analyses relevant to all key areas of negotiation practice. Carefully selected cases are supported by key readings, from critical articles and empirical studies to statutes and regulations. Negotiation: Processes for Problem Solving looks at the latest interdisciplinary approaches to negotiation, including new empirical studies examining on-line negotiation, social and cognitive psychology, gender, race, culture and negotiation, and multiple party negotiation. An introduction to facilitated negotiation (mediation and meeting facilitation) is also included. New research is distilled for use by law students and practicing lawyers. New and complex examples from international negotiation problems come from both private and public environments. The book also explores new forms of complex negotiation in international, multi-party and diverse settings and considers negotiators as problem-solving lawyers. The text is perfectly suited to free standing negotiation courses in American and foreign law schools. Problem boxes, set off in the book, make for easy classroom exercises and teaching.

New to the Third Edition:
- Expanded discussion on online and other media forms of negotiation
- New articles from both research and practice books
- Shorter excerpts for distilled treatment of issues
- Comprehensive treatment of negotiation preparation, including client interviewing and counseling
- Analysis of choice of negotiation approaches to match particular contexts
Professors and students will benefit from:
- A thorough treatment of negotiation skills, ethics, and problem-solving techniques
- Comprehensive, current coverage of:
  - Theory and different frameworks for analyzing negotiation contexts
  - Negotiation skills and a comprehensive consideration of ethical issues
  - Legal and policy analyses relevant to all key areas of negotiation practice
- A distinguished author team that are leaders in the field of dispute resolution
- Carefully selected cases and problem sets supported by key readings, from critical articles and empirical studies to statutes and regulations
- The latest interdisciplinary approaches to negotiation, including new empirical studies on:
  - Online negotiation
  - Social and cognitive psychology
  - Gender, race, culture and negotiation,
  - Multiple party negotiation
- Negotiation research distilled for law students and practicing lawyers
- A Deep discussion of negotiators as problem-solving lawyers
- Complex examples from international negotiation problems in both private and public environments
- New forms of complex negotiation in international, multi-party, and diverse settings
Part I. Concepts and Models of Negotiation

Ch. 1. Conflict Theory: Concepts of Conflict and Negotiation

Ch. 2. Preparing and Making Your Case

Ch. 3. Integrative Negotiation: Expanding the Pie and Solving the Problem

Ch. 4. Distributive Bargaining: Dividing the Pie and Mixed Models

Part II. Skills for Negotiation

Ch. 5. Working with Your Client: Interviewing, Counseling, and Representing

Ch. 6. Relating to Your Counterpart: Reputation, Trust, Rapport, and Power

Ch. 7. Working with Your Counterpart: Understanding, Listening, Emotions, and Apology

Ch. 8. Recognizing and Responding to Barriers in Negotiation

Ch. 9. Dealing with Differences: Culture, Gender, and Race

Part III. Law and Ethics in Negotiation

Ch. 10. Ethics in Negotiation

Ch. 11. The Law of Negotiation

Part IV. Complex Negotiation Processes

Ch. 12. Multiparty Negotiation

Ch. 13. International Negotiation

Ch. 14. Facilitated Negotiation: Mediation for Negotiators

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