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Peace Research Foundation
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| Bargaining for Advantage: Negotiation Strategies for Reasonable People | Report Error | | Author: Richard Shell | | Publication Date: 1999 | | Publisher: Viking Press | | Description: 'Bargaining for Advantage executive training program, it is a unique combination of lively storytelling and useful lessons based on the latest insight from negotiation research. Bargaining for Advantage is a real-world guide to the complex psychology of each bargaining situation. It focuses on six key emotional leverage points that researchers have shown help the best negotiators succeed and answers such questions as: how can you achieve your goals even when short on bargaining power? Case studies involving the likes of Benjamin Franklin, J. P. Morgan, and Donald Trump illustrate a flexible, step-by-step approach to make you a skillful and realistic negotiator.' | | http://www.amazon.com/exec/obid | Date Added: 10/5/2003 |
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| Negotiating a Complex World | Report Error | | Author: Brigid Starkey, Mark A. Boyer, Jonathan Wilkenfeld | | Publication Date: September 1999 | | Publisher: Rowman & Littlefield | | Description: 'Negotiating a Complex World introduces undergraduate students of International Relations to the high stakes world of international negotiation. The book uses the analogy of a board game as an organizing technique and includes many real-world cases and examples to illustrate important concepts and relationships. The book highlights the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. The book provides students with the tools they need to analyze why some negotiations are ultimately successful, while others end in failure. This innovative text also provides exercises and learning approaches to enable students to understand the complexity of negotiation by engaging in aspects of the diplomatic process themselves.' | | http://www.amazon.com/exec/obid | Date Added: 11/22/2003 |
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| Negotiating Across Cultures: International Communication in an Interdependent World | Report Error | | Author: Raymond Cohen | | Publication Date: December 1997 | | Publisher: United States Institute of Peace | | Description: 'For this substantially revised edition of his 1991 book, Raymond Cohen has added two new chapters, updated previous examples, and added numerous recent ones, especially concerning U.S. trade agreements. Newly added cases include the negotiations over NAFTA, China's most-favored-nation status, the nuclear non-proliferation treaty, and the Okinawa bases. All in all, about 40 percent of the text is new. Cohen explores how cultural factors have affected U.S. dealings with Japan, China, Egypt, India, and Mexico. He demonstrates that there are two quite different models of negotiation: 'low context,' a predominantly verbal and explicit style typical of individualistic societies such as the United States, and 'high context,' a style associated with nonverbal and implicit communication more typical of traditionally interdependent societies. He concludes the book with ten specific recommendations for the intercultural negotiator.' | | http://www.amazon.com/exec/obid | Date Added: 11/22/2003 |
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| Negotiating at an Uneven Table: A Practical Approach to Working With Difference and Diversity | Report Error | | Author: Phyllis Beck Kritek | | Publication Date: March 1996 | | Publisher: Jossey-Bass | | Description: 'In Negotiating at an Uneven Table, Phyllis Beck Kritek explores the process of attempting to resolve conflicts in situations where unacknowledged inequity has an effect on problems and their outcomes. The author draws on her nursing background--from inexperienced student to accomplished dean of nursing--to offer an insightful book interwoven with original poetry, poignant stories, thought-provoking exercises, illustrative parables, and practical recommendations for solving problems and negotiating conflicts with fair and ethical outcomes. To help open minds and balance the negotiation process Kritek outlines ten methods of dealing with inequalities and diversity including committing to personal authenticity, supporting truth telling, and initiating innovative practices. This inspiring book challenges traditional approaches to dealing with inequities at the negotiation table and offers a alternatives for reframing the process. Written with particular emphasis on the nursing profession the book will be a valuable resource for conflict negotiators, mediators, managers, therapists, social workers, and medical practitioners.' | | http://www.amazon.com/exec/obid | Date Added: 11/15/2003 |
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| Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultures | Report Error | | Author: Jeanne M. Brett (Author) | | Publication Date: 2001 | | Publisher: Jossey-Bass | | Description: 'Negotiating Globally is an essential resource that provides managers with an accessible framework to help them customize and adjust negotiations as they navigate cultural boundaries. Written by an internationally acknowledged expert on the subject, this book will help negotiators cross ethnocentric and geopolitical boundaries successfully as it provides solid information and strategies that will be useful in any cross-cultural negotiation. Packed with practical advice on how to manage cultural differences whenever they appear at the negotiation table, Negotiating Globally is a key resource when it comes to negotiating deals, resolving disputes, and making decisions in the global market. Instructive stories and cases from the author's original research give readers a real-world look at the author's advice in action.' | | http://www.amazon.com/exec/obid | Date Added: 10/5/2003 |
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| Negotiation Analysis: The Science and Art of Collaborative Decision Making | Report Error | | Author: Howard Raiffa, John Richardson, David Metcalfe | | Publication Date: Belknap Press | | Publisher: 2003 | | Description: 'Harvard professor emeritus Raiffa and his co-authors have everything covered in this exhaustive work, which examines the dynamics of win-lose, win-win and multi-party negotiations and throws novel approaches like game theory into the mix. Especially timely is the analysis of 'external help,' in which the authors evaluate the growing trend of mediation and arbitration.' | | http://www.amazon.com/exec/obid | Date Added: 10/5/2003 |
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| Negotiation: Readings, Exercises, and Cases | Report Error | | Author: Roy J. Lewicki (Editor), David M. Saunders, Roy Lewicki, Bruce Barry, John W. Minton, David Saunders, John Minton | | Publication Date: June 2002 | | Publisher: McGraw-Hill/Irwin | | Description: 'Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.' | | http://www.amazon.com/exec/obid | Date Added: 11/15/2003 |
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| Power and Negotiation | Report Error | | Author: William Zartman, Jeffrey Z. Rubin | | Publication Date: August 2000 | | Publisher: University of Michigan Press | | Description: 'Using new definitions of the concept of power, this book examines the relations between parties in symmetrical and asymmetrical negotiations. I. William Zartman and Jeffrey Z. Rubin argue that negotiations between countries that are not equal in power tend to be more efficient and effective than symmetrical negotiations. Weaker and stronger parties negotiating together know their roles and are able to get appropriate benefits to each side in a negotiated agreement. This is particularly true when a relationship holds the parties together. In cases of symmetry or near symmetry the countries, whether they are equally weak or equally strong, tend to spend most of their time maintaining their status and waste inordinate amounts of time before they ever come to an agreement. These conclusions run counter to the most accepted wisdom of negotiations, although they do confirm evidence from careful experiments. Power and Negotiation is a unique study that addresses the concept of power and produces new findings both about the concept itself and about its applications to negotiation. It rejects both the notion of power as a resource and power as an ability. Instead, the work defines power as an act that is designed to cause the other party to move in a desired direction, thus separating the concept both from its source and from its effects and leaving it open to much more detailed analysis. At the same time, it also examines perceived power on the basis of which symmetries and asymmetries in the relations between parties can be identified. It then looks at six cases of clear asymmetry, two cases of symmetry, and one mixed situation. The book ends with a careful examination of lessons for practice and lessons for theory.' | | http://www.amazon.com/exec/obid | Date Added: 11/22/2003 |
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Half of World's Refugees are Children
There are approximately 50 million uprooted people around the world -
refugees who have sought safety in another country, and people displaced withi... (more info)
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