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Title Negotiation : strategies for mutual gain : the basic seminar of the Harvard Program on Negotiation / Lavinia Hall, editor
Published Newbury Park : Sage, [1993]
©1993

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Location Call no. Vol. Availability
 W'PONDS  302.3 Hal/Nsf  AVAILABLE
Description x, 212 pages : illustrations ; 24 cm
regular print
Contents I. Frameworks for Effective Negotiation. 1. Negotiation Power: Ingredients in an Ability to Influence the Other Side / Roger Fisher, William Ury and Bruce Patton. 2. The Neutral Analyst: Helping Parties to Reach Better Solutions / Howard Raiffa. 3. Facilitated Collaborative Problem Solving and Process Management / David Straus -- II. Applying Mutual Gains to Organizations. 4. The Courthouse and Alternative Dispute Resolution / Frank E. A. Sander. 5. Resolving Public Disputes / Lawrence Susskind. 6. Why the Labor Management Scene Is Contentious / Robert B. McKersie. 7. Searching for Mutual Gains in Labor Relations / Charles C. Heckscher. 8. Options and Choice for Conflict Resolution in the Workplace / Mary P. Rowe -- III. Perspectives on Individual Negotiators. 9. Conflict From a Psychological Perspective / Jeffrey Z. Rubin. 10. Her Place at the Table: Gender and Negotiation / Deborah M. Kolb. 11. Style and Effectiveness in Negotiation / Gerald R. Williams -- IV. Appendices
I. Sample Curriculum on Negotiation and Dispute Resolution -- II. Case Clearinghouse Materials
Analysis Negotiations
Bibliography Includes bibliographical references (pages 186-198) and index
Subject Program on Negotiation at Harvard Law School.
Conflict management.
Interpersonal conflict.
Negotiation.
Author Hall, Lavinia.
LC no. 92030441
ISBN 0803948492 (hard)
0803948506 (paperback)