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Building Agreement
Whether you're negotiating with an angry boss or a difficult colleague - or, indeed, a stubborn teenager - you can learn to use your emotions to help you achieve the result you want. Building Agreement shows you how to control the five 'core concerns' that motivate people: -- Express appreciation for what others think, feel or do -- Build affiliation and turn an adversary into a colleague -- Respect autonomy in others and gain autonomy in return -- Acknowledge status and simultaneously establish your own worth -- Choose a fulfilling role during the process of negotiating Using the latest research of the Harvard Negotiation Project, the group that brought you the groundbreaking book Getting to Yes, this is a superbly practical guide to mastering essential negotiating skills. Originally published in hardback under the title Beyond Reason.
Negotiating the Nonnegotiable
“One of the most important books of our modern era” –Amb. Jaime de Bourbon For anyone struggling with conflict, this book can transform you. Negotiating the Nonnegotiable takes you on a journey into the heart and soul of conflict, providing unique insight into the emotional undercurrents that too often sweep us out to sea. With vivid stories of his closed-door sessions with warring political groups, disputing businesspeople, and families in crisis, Daniel Shapiro presents a universally applicable method to successfully navigate conflict. A deep, provocative book to reflect on and wrestle with, this book can change your life. Be warned: This book is not a quick fix. Real change takes wo...
Beyond Reason
“Written in the same remarkable vein as Getting to Yes, this book is a masterpiece.” —Dr. Steven R. Covey, author of The 7 Habits of Highly Effective People • Winner of the Outstanding Book Award for Excellence in Conflict Resolution from the International Institute for Conflict Prevention and Resolution • In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. In Beyond Reason, Fisher and Shapiro show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.
Negotiation: Interpersonal Approaches to Intergroup Conflict
This issue considers the emotional complexities of intergroup conflict. The chapter authors examine the relational challenges that youth encounter in dealing with conflict and, combining innovative theory with ambitious practical application, identify conflict management strategies. These interventions have affected millions of youth across the continents.
The Economic Structure of Corporate Law
The authors argue that the rules and practices of corporate law mimic contractual provisions that parties would reach if they bargained about every contingency at zero cost and flawlessly enforced their agreements. But bargaining and enforcement are costly, and corporate law provides the rules and an enforcement mechanism that govern relations among those who commit their capital to such ventures. The authors work out the reasons for supposing that this is the exclusive function of corporate law and the implications of this perspective.
Cipango
Chilean poet Tomás Harris's Cipango--written in the 1980s, first published in 1992, and considered by many to be the author's best work to date--employs the metaphor of a journey. The poems collectively allude to the voyage of Columbus, who believed that he'd reached the Far East ('Cipango, ' or Japan), not the Americas. Building on that mistaken historical premise, Cipango comments on the oppressive legacy of colonialism in Latin America--manifested in twentieth-century Chile through the 1973 military coup by Augusto Pinochet and the brutal dictatorship there--and on the violence and degradation of contemporary urban society. The author's vision is of a decadent, apocalyptic world that non...
Appalachia on Our Mind
Appalachia on Our Mind is not a history of Appalachia. It is rather a history of the American idea of Appalachia. The author argues that the emergence of this idea has little to do with the realities of mountain life but was the result of a need to reconcile the "otherness" of Appalachia, as decribed by local-color writers, tourists, and home missionaries, with assumptions about the nature of America and American civilization. Between 1870 and 1900, it became clear that the existence of the "strange land and peculiar people" of the southern mountains challenged dominant notions about the basic homogeneity of the American people and the progress of the United States toward achiving a uniform ...
Psychological Components of Sustainable Peace
Scholarship on the psychology of peace has been accumulating for decades. The approach employed has been predominantly centered on addressing and preventing conflict and violence and less on the conditions associated with promoting peace. Concerns around nuclear annihilation, enemy images, discrimination, denial of basic human needs, terrorism and torture have been the focal points of most research. The Psychological Components of a Sustainable Peace moves beyond a prevention-orientation to the study of the conditions for increasing the probabilities for sustainable, cooperative peace. Such a view combines preventative scholarship with a promotive-orientation to the study of peaceful situati...
Administrative Competence
This book reimagines administrative law as the law of public administration by making its competence the focus of administrative law.
Negotiation Excellence: Successful Deal Making (2nd Edition)
Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.
