Negotiation

Praise for the Second Edition of The Dynamics of Conflict "Mayer once again demonstrates his unique ability to weave theory and practice together with real-world examples-whether about warring nations or a family dispute-to help readers better understand both the fundamentals and nuances involved in working in the conflict arena. The Dynamics of Conflict is a very important read for anyone who works with people in conflict."-Peter Salem, executive director, Association of Family and Conciliation Courts

Do you know the rules for making concessions?

Negotiation is a process that permeates our everyday lives. From international conflicts to corporate mergers, from labor contracts to distribution agreements, and from one-time job offers to the day-to-day of relationships, negotiation is one of the most common ways to reach agreement on disputed issues and resources. Though negotiation is challenging in the simplest of circumstances, a group context can make it even more complex: groups negotiating with other groups may argue among themselves; factions and coalitions may develop, leading to side deals or the obstruction of deals in progress; the interests and preferences of all parties become much harder to identify, much less satisfy. In this fourteenth volume of the Research on Managing Groups and Teams series, nine chapters examine the particular challenges, opportunities, and dynamics that confront groups engaged in negotiation. The volume will be of particular interest to readers and scholars from management, psychology, sociology, communications, law, political science, and public policy.

Negotiation is a key part of daily lives, but learning how to negotiate successfully is a valuable skill. The author provides a new model for successful negotiation, demonstrating new methods and giving practical advice. Written in an easy to follow format, this book provides 49 short cases describing everyday interactions within various business settings.