NCJ Number
103409
Date Published
1986
Length
340 pages
Annotation
This book discusses the general dynamics, theories, and techniques of negotiation, followed by the application of this general knowledge to various types of disputes.
Abstract
The opening chapter identifies the basic ingredients of negotiation and the characteristics of negotiation in the areas of sales, labor relations, and real estate. The subsequent five chapters consider negotiation as a cooperative process, the psychology of human behavior as applied to negotiation, preparation for negotiation, parties' assumptions in negotiations, and motivational principles applied to negotiations. A chapter discusses the need theory of negotiation, which views needs and their satisfaction as the common denominator in negotiation. Under the need theory, negotiation areas are categorized in the main levels of interpersonal, interorganizational, and international. Six applications of need theory are discussed regarding their degree of risk and negotiator control. Other chapters on the general character of negotiation discuss the use of questions in negotiation, the recognition of needs, negotiating techniques, creative alternatives in negotiation, and the purchase and sale of negotiations. Remaining chapters address negotiation applied to real estate, business deals, corporate transactions, labor relations, and lawsuits. The principles of ethical negotiation are also considered. Appendixes provide additional negotiation illustrations. Subject index and 58-item bibliography.