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Advanced Negotiation and Mediation

Advanced Negotiation and MediationTitoloAdvanced Negotiation and Mediation
AutoreCook, Benjamin
Prezzo
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€ 62,98   Spedizioni gratuite in Italia
(Prezzo € 64,93)
CategoriaLaw: Alternative Dispute Resolution
RilegaturaPaperback
Dati277 pages, illustrations
Anno2013
EditoreWest Academic



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Descrizione
Examines four kinds of negotiation and mediation, including performative, transformative, integrative, and distributive concepts and skills. The authors describe a range of skills necessary for effectively creating deals and resolving disputes, summarizing and integrating the salient points of seminal works in the ADR field.

Indice e argomenti trattati
Prefaceiii
Introduction1
Chapter 1 What Is Conflict?
3
1 Definition
3
2 Levels of Conflict
3
3 Sources of Conflict
4
4 Resolving Conflict
6
5 Naming, Blaming, Claiming, and So On: A System of Conflict Escalation and Resolution
9
A An Introduction to Four Kinds of Negotiation
12
1 Transformative Negotiation
12
2 Integrative Negotiation
13
3 Distributive Negotiation
14
4 Performative Negotiation
14
Using All Four Kinds of Negotiation Principles in One Negotiation
14
5 The Four Strategies Applied: Negotiating and Mediating a Physician-Patient Conflict
15
6 Negotiating the Physician-Patient Conflict
17
7 Mediating the Physician-Patient Conflict
19
Exercise
20
B Introduction to the Harvard Negotiation Project's Seven Elements of Negotiation
21
1 Enhancing Relationships in Negotiation
23
2 Improving Communication in Negotiation
24
3 Identifying Interests in Negotiation
26
4 Generating Options in Negotiation
27
5 Evaluating Options Using Objective Criteria of Legitimacy
28
6 Assessing Alternatives in Negotiation
29
7 Making Commitments in Negotiation
30
C The Seven Elements in the Four Negotiation Strategies
31
1 The Seven Elements in Performative Negotiation
32
2 The Seven Elements in Transformative Negotiation
33
3 The Seven Elements in Integrative Negotiation
34
4 The Seven Elements in Distributive Negotiation
34
Exercise
36
Exercise
37
Chapter 2 Negotiation and Mediation Styles
41
A Negotiation Styles
41
1 Gerald Williams' Studies of Cooperative and Competitive Negotiators
42
Discussion Topics
46
Exercise
46
Exercise
46
B Mediation Styles
47
1 Facilitative
47
2 Analytical
48
3 Evaluative
48
4 Directive
49
Exercise
49
Chapter 3 Using the Four Strategies in Negotiation and Mediation
55
A Performative Principles
55
1 In Negotiation
55
2 In Mediation
56
3 Performative Skills
57
a Awareness
57
b Johari Windows
60
c The Contributions of Leonard Hawes to Conflict Analysis and Conflict Resolution
63
d Dealing With Emotions: The Five Core Concerns
65
The Five Core Concerns in Negotiation
66
e Asking Questions
67
f Effective Listening
67
g Reframing
69
Exercise
70
B Transformative Principles
73
1 In Negotiation
73
2 In Mediation
74
a Facilitating a Transformative Mediation
76
3 Transformative Skills
78
a Effectively Navigating Difficult Conversations
78
i The What-Happened Conversation
78
ii The Feelings Conversation
80
iii The Identity Conversation
81
iv Creating a Learning Conversation
81
b Apology and Forgiveness
83
c Body Language and Nonverbal Communication
85
Exercise
87
Exercise
88
Exercise
91
C Integrative Principles
91
1 In Negotiation
91
a Identifying Interests
91
b Generating Options
93
c Evaluating Options
93
2 In Mediation
94
3 Integrative Skills
95
a Lateral Thinking
96
b Six Thinking Hats
99
Exercise
104
Exercise
104
D Distributive Principles
107
1 In Negotiation
107
a The Distinction Between Positional Bargaining and Distributive Negotiation
108
2 In Mediation
110
3 Distributive Skills
112
a Anchoring
112
b Cost-Benefit-Risk Analysis: Using a Consequences Table
116
c Dealing with Uncertainty: Using Risk Profiles and Decision Trees
119
d Using a Fair and Effective Process
121
Exercise
123
E Putting It All Together
126
Exercise
126
Exercise
133
Chapter 4 Dealing with Difficult Tactics
143
1 Become Familiar with Difficult Tactics
143
2 Go to the Balcony to See What Should Be Changed at the Negotiation Table
145
3 See What the Negotiation Looks Like From the Perspective of the Other Side of the Table
146
4 Name the Game
147
5 Don't Reject the Difficult Negotiator's Demands; Reframe Them as Requests
148
6 Devise a Solution That Satisfies the Difficult Negotiator's Important Interests
149
7 Provide Principled Reasons to Motivate a Difficult Negotiator to Reach an Agreement
150
Exercise
151
Exercise
152
Chapter 5 Using Principles of Reciprocity in Negotiation and Mediation
155
1 What Is Reciprocity?
155
2 The Universality of Reciprocity
155
3 Sources and Explanations of Reciprocity
156
4 Reciprocity in Negotiation and Mediation Communication
159
5 A Study of Reciprocity in Relational Communication in Negotiation
161
6 Reciprocity in Reframing in Negotiation and Mediation
164
7 Using Reciprocity to Build Trust in Negotiation and Mediation
165
8 Reciprocity in the Four Negotiation Strategies
165
a Reciprocity in Performative Negotiation
166
b Reciprocity in Transformative Negotiation
166
c Reciprocity in Integrative Negotiation
167
d Reciprocity in Distributive Negotiation
167
9 A Counter-Intuitive Conclusion About Using Positive Proactive Reciprocity
168
Exercise
168
Chapter 6 The Uniform Mediation Act, the Model Standards of Conduct, Mediation Ethics, and Mediator Credentialing and Competency
169
1 The Uniform Mediation Act
169
2 The Model Standards of Conduct for Mediators
174
a Standard I. Self-Determination
174
b Standard II. Impartiality
175
c Standard III. Conflicts of Interest
175
d Standard IV. Competence
176
e Standard V. Confidentiality
176
f Standard VI. Quality of the Process
177
g Standard VII. Advertising and Solicitation
178
h Standard VIII. Fees and Other Charges
178
i Standard IX. Advancement of Mediation Practice
179
3 Mediator Credentialing
179
4 Performance-Based Learning Objectives for Basic Mediation Training
181
Appendix A. Uniform Mediation Act187
Index195

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