000			03717nam a2200457 i 4500
001			9780191886041
003			UK-OxUP
005			20240216142732.0
006			m|||||o||d||||||||
007			cr |||||||||||
008			220622s2022||||enk|||||o|||||||||||eng|d
020			_a9780191886041 _q(electronic book)
020			_z9780198851400 _q(print)
024	7		_a10.1093/actrade/9780198851400.001.0001 _2DOI
040			_aUK-OxUP _beng _cUK-OxUP _erda _epn
050	0	0	_aHD42
082	0	0	_a302.3 _223
100	1		_aMenkel-Meadow, Carrie, _eauthor.
245	1	0	_aNegotiation : _ba very short introduction / _cCarrie Menkel-Meadow.
250			_aFirst edition.
264		1	_aOxford : _bOxford University Press, _c[2022]
264		1	_c©2022
300			_a1 online resource (176 pages) : _billustrations (colour).
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
490	1		_aVery short introduction
504			_aIncludes bibliographical references and index.
505	0		_aPreface 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.
520	3		_aEveryone 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.
530			_aAlso available in Print and PDF edition.
588			_aDescription based on Publisher website; title from home page (viewed on June 22, 2022).
650		0	_aDiplomatic negotiations in international disputes.
650		0	_aPolitical science.
650		0	_aCognitive therapy.
650		0	_aPsychoanalysis.
655		0	_aElectronic books.
776	0	8	_iPrint version: _tNegotiation : a very short introduction. _bFirst edition. _dOxford : Oxford University Press, 2022 _z9780198851400 _w(DLC) 2022933345 _w(OCoLC)1292588286
830		0	_aOxford Academic.
856	4		_zhttps://doi.org/10.1093/actrade/9780198851400.001.0001
999			_c8313 _d8313