Mastering Negotiation by Michael Fowler

Mastering Negotiation by Michael Fowler

This comprehensive book covers the key stages of the negotiation process: choosing an approach, preparing to negotiate, initiating talks, moving to substantive bargaining and problem-solving, overcoming common difficulties, and closing a deal. It focuses on issues of negotiation strategy, especially those associated with the interest-based or mutual-gains negotiation that professional negotiators often use in complex disputes. Special features include chapters on cross-cultural negotiations, group negotiations, and ethical issues.

People engaged in the study and practice of negotiation and appropriate dispute resolution have long been on the lookout for a book that explores all of the advances in principled or interest-based negotiation that have occurred since the 1981 publication of that ground-breaking work by Roger Fisher and Bill Ury, Getting to Yes: Negotiating Agreement Without Giving In. Professor Michael Fowler's Mastering Negotiation is a clear, engaging, wide-ranging, and perceptive study, ideal for classroom adoption and sure to be of great interest to university students and faculty as well as practitioners in law firms, board-rooms, civil society, foreign ministries, and the halls of politics.

-- Sean Byrne, Director, Arthur V. Mauro Centre for Peace & Justice, and Professor of Peace & Conflict Studies, St. Paul's College, University of Manitoba

This is a landmark contribution to the teaching, learning, and practice of negotiation. . .The book succeeds on two tracks: it is a tour-de-force in articulation and critical examination of fundamental concepts, but it is also an intensely practical guide to techniques for applying those concepts. In every chapter, specific illustrations and real-world examples abound, as do checklists and roadmaps. The book is destined to be a well-thumbed reference guide to what succeeds and what fails in diverse negotiation contexts. -- Donald L. Burnett, Jr., Professor (Emeritus) of Law, University of Idaho
Dean, College of Law

Michael Ross Fowler is Scholar in Residence at the White Burkett Miller Center of Public Affairs at the University of Virginia in Charlottesville.

SKU	Unavailable
ISBN 13	9781611630480
ISBN 10	1611630487
Title	Mastering Negotiation
Author	Michael Fowler
Series	Mastering
Condition	Unavailable
Binding Type	Paperback
Publisher	Carolina Academic Press
Year published	2017-01-01
Number of pages	484
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.