Includes bibliographical references and index.

Preface and acknowledgments -- List of illustrations -- List of tables -- 1 When we need others to accomplish something -- 2 Frameworks of negotiation: Winning for self or problem solving for all? -- 3 Contexts in negotiation -- 4 Behavioral choices in negotiation: What to do and why -- 5 Challenges to reaching negotiated agreements -- 6 Complex multi-party multi-issue negotiations -- 7 Ethical and legal issues in negotiation: Making enforceable agreements -- 8 The future of negotiation -- Appendix: Negotiation plan -- Glossary -- References and further reading -- Index.

Everyone negotiates. Whenever we need someone else to help us achieve our goals we negotiate. This book introduces theories of negotiation, including assumptions of scarcity and competition, or possibilities of integration of parties' needs and interests and problem-solving approaches to achieve both joint and individual gain. The book provides analysis and guidance on how to assess what is at stake in each negotiation and how contexts vary to help us choose appropriate behaviors, including different strategies and tactics for achieving both joint and individually preferred outcomes. Illustrations and examples come from historical, diplomatic, international, legal, employment, relationship, business, family, and everyday negotiations. Drawing on the varied disciplines of game theory, economics, psychology, sociology, law, political science, and anthropology, negotiation is described as a multi-disciplinary process, involving both cognitive analysis and behavior. The book looks at modern applications of negotiation in complex multi-party, multi-issue situations, with cultural, racial, class, ethnic, and gender differences and use of negotiation processes in new dispute resolution and transactional settings, like mediation, facilitation, deliberative democracy, decision making, and restorative justice. Challenges to good negotiations in ethical dilemmas, legal enforcement, and behavioral barriers are explored.

Also available in Print and PDF edition.

Description based on Publisher website; title from home page (viewed on June 22, 2022).