Negotiation

Introduction PART ONE: FRAMEWORKS FOR EFFECTIVE NEGOTIATION Negotiation Power - Roger Fisher, William Ury and Bruce Patton Ingredients in an Ability to Influence the Other Side The Neutral Analyst - Howard Raiffa Helping Parties to Reach Better Solutions Facilitated Collaborative Problem Solving and Process Management - David Straus PART TWO: APPLYING MUTUAL GAINS TO ORGANIZATIONS The Courthouse and Alternative Dispute Resolution - Frank E A Sander Resolving Public Disputes - Lawrence Susskind Why the Labor Management Scene is Contentious - Robert B McKersie Searching for Mutual Gains in Labor Relations - Charles C Heckscher Options and Choice for Conflict Resolution in the Workplace - Mary P Rowe PART THREE: PERSPECTIVES ON INDIVIDUAL NEGOTIATORS Conflict From a Psychological Perspective - Jeffrey Z Rubin Her Place at the Table - Deborah M Kolb Gender and Negotiation Style and Effectiveness in Negotiation - Gerald R Williams