The Negotiator's Fieldbook

The Negotiator's Fieldbook

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Edited by Andrea Kupfer Schneider and Christopher Honeyman and featuring 80 contributors, The Negotiator's Fieldbook is the most comprehensive book on negotiation available. And the concept that everybody negotiates is increasingly accepted as wisdom. A world in which small manufacturers find their customers and their suppliers on the far side of the globe, in which lifetime stability of employment has been replaced by successive negotiation for new jobs, and in which prenuptial agreements and mediated divorces flank a noticeable percentages of marriages, makes the fact of continuous negotiation more and more obvious. This book pulls together the relevant ideas on negotiation from law, psychology, business, economics, cultural studies and a dozen other fields to provide a context for successful negotiation.In other words, the way you conceive of yourself is dependent, at least in part, on with whom you interact. ... In this brief essay, I describe two mistaken assumptions about identity that can negatively impact the negotiation process and outcome. ... Nevertheless, our identities consist of two basic elements a€” an aquot;I aquot; and a aquot;meaquot; a€” and these both change over time.7 No one is the exact same person he or sheanbsp;...

Title:The Negotiator's Fieldbook
Author: Andrea Kupfer Schneider, Christopher Honeyman
Publisher:American Bar Association - 2006

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