NCJ Number
96677
Date Published
1982
Length
260 pages
Annotation
This text describes both theoretical and practical neogtiations and addresses the various phases of the negotiation process.
Abstract
That negotiators are made, not born, is emphasized. Some crucial characteristics that negotiators must possess are identified, including integrity, empathy, patience, self-assurance, ingenuity, and stamina. Attention is focused on the beginning of the negotiation process, which occurs when the decision is made by each party to explore the possibility of negotiation. Situations appropriate for negotiations are described as having two characteristics: the parties agree that they need a solution and that their decision on a solution must be unanimous. Actions that parties should take before entering the next stage of the negotiation process the formula phase are discussed. Characteristics of the formula phase are identified. During this period, the parties are focused mainly on finding a favorable and agreeable framework and making it stick. Dangers that may impede negotiations at this stage are considered, and a checklist of activities to be undertaken by each party is suggested. The detail phase, during which the details are negotiated to implement the formula on precise points of dispute, is delineated. Signals for learning, teaching, and communicating are addressed, and the role of concessions in negotiations is analyzed. Finally, the structuring of negotiations is explored, and factors such as the size of the negotiation team and the cultural context of negotiations are evaluated. Appendixes list the names of senior negotiators, United Nations ambassadors, and others. Included are 145 references and an index. Included are 111 references.