A guide to negotiation and mediation:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Irvington-on-Hudson, NY
Transnational Publ.
1997
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Literaturverz. S. 271 - 280 |
| Beschreibung: | XVI, 293 S. graph. Darst. |
| ISBN: | 1571050299 |
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| 100 | 1 | |a Goodpaster, Gary |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a A guide to negotiation and mediation |c Gary Goodpaster |
| 264 | 1 | |a Irvington-on-Hudson, NY |b Transnational Publ. |c 1997 | |
| 300 | |a XVI, 293 S. |b graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Literaturverz. S. 271 - 280 | ||
| 650 | 4 | |a Negotiation -- United States | |
| 650 | 4 | |a Mediation -- United States | |
| 650 | 4 | |a Dispute resolution (Law) -- United States | |
| 651 | 4 | |a USA | |
| 856 | 4 | 2 | |m GBV Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016836512&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
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Datensatz im Suchindex
| _version_ | 1804138154728357888 |
|---|---|
| adam_text | A GUIDE TO NEGOTIATION AND MEDIATION GARY GOODPASTER TRANSNATIONAL
PUBLISHERS, INC. IRVINGTON-ON-HUDSON, NEW YORK CONTENTS PREFACE XIII
CHAPTER 1 BASIC NEGOTIATION DYNAMICS 1 I. SIMPLE BARGAINING 4 CHAPTER 2
NEGOTIATION VARIABLES 9 I. POWER AND INFORMATION 9 A. BARGAINING NEEDS
AND BARGAINING 9 B. USING AGREEMENT ALTERNATIVES 11 C. IMPRESSION
MANAGEMENT: SHAPING PERCEPTIONS TO ENHANCE BARGAINING POWER 11 D.
BARGAINING POWER AND BARGAINING ARGUMENTS 12 E. INFORMATION AND
NEGOTIATION TRANSACTION COSTS 13 F. BARGAINING POWER AND ARGUMENTS OF
PRINCIPLE 15 G. BARGAINING INFORMATIONAL MOVES 16 II. NEGOTIATION
STRATEGIES 17 A. COMPETING 18 B. COMPROMISING 18 C. COLLABORATING OR
PROBLEM SOLVING 1 9 D. CHOICE AMONG BARGAINING STRATEGIES 20 III.
NEGOTIATING STYLE 21 CHAPTER 3 COMPETITIVE NEGOTIATION 23 I. COMPETITIVE
NEGOTIATION STRATEGY 23 A. PURE BARGAINING, HAGGLING, AND JUST TRADING
FIGURES 24 B. FOCAL POINTS OR MUTUALLY PROMINENT ALTERNATIVES 25 C.
REASONS, RATIONALES, AND JUSTIFICATIONS 27 II. A COMPETITIVE
NEGOTIATOR S OPERATING ASSUMPTIONS 27 HI IV * A GUIDE TO NEGOTIATION AND
MEDIATION A. NEGOTIATION IS AN INFORMATION GAME 28 B. TAKE AN OPENING
POSITION AT THE MARGIN (HIGH OR LOW OPENERS) 28 C. TREAT CONCESSIONS AS
A WAY TO GAIN AND DISCLOSE INFORMATION 28 D. HANG TOUGH ON CONCESSIONS
28 E. MAKE SMALL, INFREQUENT, AND DECLINING CONCESSIONS 29 F. SELECT
OPENING POSITIONS BY REFERENCE TO THE MIDPOINT RULE 29 G. LINK POSITIONS
AND CONCESSIONS TO JUSTIFICATIONS 30 H. DEADLINES HELP INDUCE AGREEMENTS
31 CHAPTER 4 COMPETITIVE NEGOTIATION TACTICS 33 I. COI A. ETIT TACT 1.
2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21.
22. 23. 24. 25. 26. 27. 28. 29. 30. 31. IVE NEGOTIATIONS ICS
PRECONDITIONS YOUR MOVE, OR YOU FIRST FIRST OFFER-LARGE DEMAND
ANCHORING FALSE DEMAND-FALSE CONCESSION ESCALATION NIBBLE OR LATE HIT
LOW-BALLING LINKAGE SALAMI BOULEWARISM SPLIT THE DIFFERENCE OTHER OFFER
FALSE SCARCITY INDUCED COMPETITIVENESS FINAL OFFER MISLEADING CONCESSION
PATTERN RED HERRING THREATS, ANGER, AND AGGRESSION BLAMING OR
FAULT-FINDING SUDDEN CHANGE OF MOOD INTRANSIGENCE AND ENTRENCHMENT
SOWING DOUBTS; DISMISSALS OUT-OF-HAND; PUT-DOWNS PLAYING TO FEARS OR
ASSUMPTIONS STALEMATE, DEADLOCK, AND WALKOUT DEADLOCK AND CONCEDE
FRIENDLINESS MUTT AND JEFF, GOOD GUY-BAD GUY, BLACK HAT-WHITE HAT
NEGOTIATOR WITHOUT AUTHORITY REPRESENTATIVE CLOAK OR PHANTOM PLAYER
STATUS, AUTHORITY, ASSOCIATION, AND CREDENTIALING 34 34 34 35 35 35 36
37 37 38 38 39 39 40 40 41 41 42 42 42 43 43 44 44 44 44 45 46 46 46 47
47 48 CONTENTS * V 32. PRINCIPLE 48 33. TIME, TIMING, AND ENDGAME 49 34.
DEADLINE 49 35. DRAFT DOCUMENT OR SINGLE NEGOTIATING TEXT 49 36.
BACKTRACKING OR UNRAVELING 50 37. IRREVOCABLE COMMITMENT 50 38.
REINFORCEMENT AND REWARD 50 CHAPTER 5 DECEPTION IN NEGOTIATION 51 I.
DECEPTION 51 A. BLUFFING 52 B. PREDICTIONS 52 C. REPEATED CLAIMS OR
ASSERTIONS OF FACT 52 D. OPINIONS OF VALUE OR WORTH 52 E.
DISINFORMATION 53 F. MISREPRESENTATIONS OF POSITION 53 G. WITHHOLDING
INFORMATION; GENERAL FAILURES TO DISCLOSE 54 H. FAILURES TO DISCLOSE
SPECIFIC REQUESTED INFORMATION 54 1. SHIFTING OR DIVERTING ATTENTION 55
2. ANSWERING UNRESPONSIVELY 55 3. ANSWERING PARTIALLY 55 4. PROMISING 55
5. TACTFULLY REFUSING 56 6. SUBTLE OR AMBIGUOUS QUALIFYING; CREATING
PLAUSIBLE DENIA- BILITY; ARTFUL PLEADING 56 7. BARGAINING;
CONVERSATIONAL STEERING 57 8. LISTENING 57 A. LOADED OR ADVISING
QUESTIONS 57 B. SEMI-INNOCENT OR TWO-LEVEL QUESTIONS 57 C. CLOSED
QUESTIONS 58 D. OPEN QUESTIONS 58 E. RHETORICAL QUESTIONS 58 F.
MULTIPLE-CHOICE QUESTIONS 58 G. DISCLOSING QUESTIONS 58 I. PROVIDING
FALSE FACTUAL INFORMATION 59 CHAPTER 6 COMPROMISE NEGOTIATION 63 I. THE
COOPERATIVE BARGAINER 63 A. CONTRASTING COMPETITORS AND COOPERATORS 63
B. COOPERATORS AS COMPROMISERS 64 II. THE ART OF COMPROMISE BARGAINING
66 VI * A GUIDE TO NEGOTIATION AND MEDIATION A. TRADE-OFFS, LOGROLLING,
AND PACKAGING 66 B. BARGAINING EFFICIENCY 68 C. LINKING ISSUES 7 0 D.
UNLINKING ISSUES 71 E. TRADE-OFF BARGAINING AND CONTINGENT AGREEMENT 72
F. AGREEMENT COSTS AS LINKABLE AND TRADABLE 73 G. FUTURE COSTS AND
PRECEDENT 74 HI. DEFENSIVE COOPERATIVENESS 75 A. THE INNOCENT OR NAIVE
COOPERATOR AND THE COOPERATIVE NEGOTIATOR S DILEMMA 75 B. DEFENSIVE
COOPERATIVENESS 77 C. BUILDING TRUST 77 D. CONTINGENT COOPERATIVENESS
AND THE REFORMED SINNER STRATEGY 79 E. STRATEGY IMITATION OR
RESPONSE-IN-KIND; TIT FOR TAT 79 F. ROLE REVERSAL 80 G. FIRM AND FAIR 80
H. COST-CUTTING STRATEGY 80 I. FRACTIONATING CONCESSIONS 81 J. AMBIGUOUS
OR DISOWNABLE SIGNALS 81 K. DIRECTIONAL INFORMATION 82 L. DEMANDING
REASONED JUSTIFICATIONS 82 M. TIME-OUTS 82 IV. COMPARING COMPETITION AND
COOPERATION 83 CHAPTER 7 PROBLEM-SOLVING OR INTEREST-BASED NEGOTIATION
87 I. PROBLEM-SOLVING AND COMPETITIVE NEGOTIATION COMPARED 87 A. COMMON
OR COMPLEMENTARY GOALS OR INTERESTS 88 B. CONFLICTING GOALS OR INTERESTS
89 C. COMPROMISE IN PROBLEM-SOLVING NEGOTIATION 89 II. BASIC
PROBLEM-SOLVING NEGOTIATION 90 A. INFORMATION GATHERING IN PROBLEM
SOLVING 91 B. INTERESTS AND POSITIONS 93 C. MOTIVATING INTERESTS 94 D.
INITIATING PROBLEM-SOLVING NEGOTIATION 96 1. NEGOTIATING THE NEGOTIATING
PROCEDURE 96 2. USING PROBLEM-SOLVING TACTICS 96 3. EXPLORATION OF
INTERESTS AND DIFFERENCES 97 4. PROBLEM DEFINITION 98 5. PROBLEM SOLVING
AND VALUE CREATION 98 6. WAYS OF WORKING TOWARD INTEGRATIVE AGREEMENTS
99 7. SEPARATING SOLUTION GENERATION FROM EVALUATION 99 8. EVALUATION:
NARROWING OPTIONS AND VALUE CLAIMING 99 9. AN EXAMPLE OF A
PROBLEM-SOLVING NEGOTIATION 100 CONTENTS * VII E. EVALUATION PROBLEMS:
VALUE CLAIMING IN PROBLEM-SOLVING NEGOTIATION 101 F. MIXED BARGAINING
102 1. AGREEMENT ON EVALUATION PRINCIPLES 103 2. FAIR DIVISION 104 G.
POSSIBLE LIMITS ON INTEREST-BASED BARGAINING 107 1. FUNDAMENTAL VALUE
CONFLICTS 107 2. BARGAINING POWER IMBALANCES 108 III. SUMMARY 109
CHAPTER 8 FACILITATING EFFICIENT TRADE-OFFS 111 I. INTERESTS AND ISSUES
111 A. FIGURING OUT FUNDAMENTAL INTERESTS 113 B. FIGURING OUT POSSIBLE
OUTCOMES 114 C. VALUING OUTCOMES 114 D. QUANTIFICATION 116 E.
PRIORITIZING OR PREFERENCE ORDERING INTERESTS 120 F. COMPARATIVE
VALUATION 120 G. SCORING ALTERNATIVES TO NEGOTIATION 120 II. SUMMARY 121
CHAPTER 9 COGNITIVE PROBLEMS IN NEGOTIATION 123 I. REFERENCE POINTS 124
A. FRAMING 124 1. RISKS OF LOSS OR GAIN 125 2. ANCHORING AND ADJUSTMENT
127 3. ATTRIBUTION ERROR 128 4. SCHEMA AND SCRIPTS 130 5. SETUPS 130 6.
COMMITMENT AND ESCALATION 131 7. SUNK COSTS 133 8. SAVING FACE AND
GIVING FACE 134 II. COGNITIVE OVERLOAD 135 CHAPTER 10 COALITIONS AND
REPRESENTATIVE BARGAINING 13 9 I. COALITIONS . 140 VIII * A GUIDE TO
NEGOTIATION AND MEDIATION A. COALITION FORMATION AND DYNAMICS 141 1.
COALITION FORMATION 141 2. INTRACOALITION AND INTERCOALITION NEGOTIATION
142 3. SIMPLE COALITION DYNAMICS 143 4. COALITION AND COUNTERCOALITION
PROCESSES; SHARE ALLOCATION 144 B. REAL COALITIONS 147 N. BUILDING AND
SHAPING COALITIONS 148 A. INTERNAL COALITION NEGOTIATIONS 148 B.
COALITIONAL STABILITY 149 C. BRINGING PARTIES ON BOARD 151 D. INTERNAL
WINNERS AND LOSERS; SIDE DEALS 151 F. ADDING OR SUBTRACTING ISSUES 152
F. ADDING OR SUBTRACTING PARTIES 152 G. INTERCOALITION BARGAINING 153
HI. NEGOTIATING AGAINST COALITIONS 154 A. EXPLOITING DIFFERENTIAL
INTERESTS WITHIN COALITIONS 154 B. SPLITTING COALITIONS 154 IV.
INCREASING ONE S OWN GAIN WITHIN A COALITION 156 A. USING CROSSCUTTING
DE FACTO ALLIANCES 156 B. USING EXTERNAL NEGOTIATIONS TO OBTAIN INTERNAL
CONCESSIONS 156 C. MANIPULATING COALITIONS 157 V. THE NEGOTIATOR AS
AGENT OR REPRESENTATIVE 157 A. NEGOTIATING FOR OTHERS 157 B.
REPRESENTING GROUPS AND CONSTITUENCIES 159 C. WORKING WITH CLIENTS AND
CONSTITUENCIES 161 D. CONSTITUENCIES ON THE OTHER SIDE 164 VI. SUMMARY
164 CHAPTER 11 NEGOTIATION PREPARATION AND PLANNING 167 I. RELATIONSHIP
BETWEEN NEGOTIATION PLAN AND STRATEGY 168 II. BARGAINING POWER AND
ALTERNATIVES TO NEGOTIATION 168 A. WORKING ON ACTUAL ALTERNATIVES 169
III. FACTS 169 IV. NEGOTIATION PLANNING WORKSHEET 171 A. GENERAL
CONSIDERATIONS 171 1. PARTIES INTERESTS 171 2. BARGAINING POWER 172 3.
FACT-FINDING AND VALUATION 173 4. NEGOTIATION PRESSURES AND POLITICS 174
B. BARGAINING STRATEGIES 175 1. COMPETITIVE NEGOTIATION*SINGLE ISSUE 175
2. COMPETITIVE OR COOPERATIVE BARGAINING*MULTIPLE ISSUES 176 3.
INTEGRATIVE BARGAINING 177 CONTENTS * IX CHAPTER 12 LAWSUITS AS
NEGOTIATIONS 181 I. LITIGATION AS TWO-TRACK DISPUTE RESOLUTION 181 A.
WHY PARTIES LITIGATE 182 1. REFUSALS TO DEAL 182 2. REFUSALS TO DEAL AND
CLAIM DISCOUNTING 183 3. NEGOTIATION FAILURES 184 4. ZERO-SUM SITUATIONS
184 II. LITIGATION AS A NEGOTIATION PROCESS 185 A. LEGALIZING DISPUTES
185 B. TRIAL AS PROCESS REMEDY 186 C. LITIGATION AS BARGAINING-POWER
EQUALIZER 188 1. TWO-TRACK DISCOVERY 189 D. SETTLING LAWSUITS: THEORY
AND EMPIRICAL EVIDENCE 191 1. PREDICTABILITY 192 2. STRATEGIC BARGAINING
193 3. BARGAINING VARIABLES: INCENTIVES TO SETTLE OR TRY 193 4.
RISK-AVERSION AND LAWSUIT BARGAINING STRATEGIES 194 5. LITIGATION FEE
AND FINANCING ARRANGEMENTS 196 6. RELATIVE OR ASYMMETRIC STAKES 198 7.
LAWYER-CLIENT RELATIONSHIPS IN LAWSUITS 198 8. THE
LITIGATOR-NEGOTIATOR S BIAS 199 9. THE LITIGATOR-NEGOTIATOR S ROLE 200
10. ALLY EFFECTS 201 CHAPTER 13 MEDIATION 203 I. ADJUDICATION COMPARED
204 II. WHEN MEDIATION IS USEFUL 205 III. HOW MEDIATION WORKS-. A
FANCIFUL EXAMPLE 206 IV. OVERVIEW OF MEDIATION PROCESS 207 A. FORUM
CREATION 207 1. NEGOTIATING A ROLE AND AUTHORITY 208 2. JOINT MEETING
AND OPENING 209 B. INFORMATION STAGE 209 1. CAUCUS 210 2. CONTROLLING
PARTY INTERACTIONS AND COMMUNICATIONS 210 3. REPHRASING A DISPUTE 211 C.
PROBLEM-SOLVING STAGE 211 1. ISSUE AND PROBLEM IDENTIFICATION 211 2.
DECISION MAKING 212 X * A GUIDE TO NEGOTIATION AND MEDIATION D. GRAPHIC
OVERVIEW 213 E. MEDIATOR ROLES AND ACTIVITIES 213 1. DIAGNOSING DISPUTES
TO FACILITATE PROBLEM SOLVING 213 F. MEDIATOR TACTICS 216 1.
DECISION-FRAMING TACTICS 217 2. TACTICS TO GAIN AUTHORITY AND ELICIT
COOPERATION 217 3. TACTICS TO CONTROL EMOTION 217 4. INFORMATIONAL AND
PROBLEM-SOLVING TACTICS 218 5. FACE-SAVING TACTICS 219 6. PRESSURING
TACTICS 219 G. DISPUTE SUITABILITY FOR MEDIATION 219 CHAPTER 14 OTHER
NEGOTIATED DISPUTE RESOLUTION PROCESSES 223 I. UNAVOIDABLE FACTUAL
DISPUTES 224 II. CONTESTS REGARDING APPLICATION OF NORMS TO FACTS; QUASI
FACTS 225 III. FACTUAL DISPUTES AS MASKS 225 IV. FACTUAL BELIEFS AND
DISPUTES AS TRAPS 226 V. STRUCTURAL BARRIERS: THE ROLE OF NON-NEUTRAL
THIRD PARTIES 227 VI. NEGOTIATING FACTS 228 VII. RESOLVING FACT AND NORM
CONTESTS 229 VIII. NON-BINDING FACT AND NORM-DETERMINATION PROCESSES 230
A. NEUTRAL EVALUATION-NEUTRAL FACT-FINDING 231 B. MINI-TRIALS 232 C.
SUMMARY JURY TRIAL 234 IX. MIXED PROCESSES 234 A. MED-ARB 234 B.
SETTLEMENT ESCROW 236 C. HIGH-LOW AGREEMENTS 237 X. CHOOSING ALTERNATIVE
PROCESSES 238 CHAPTER 15 COMPLEX NEGOTIATIONS AND MEDIATIONS 241 I.
DIFFUSE NEGOTIATIONS AND COMPLEX INTERDEPENDENCIES 241 II. FACILITATING
COMPLEX NEGOTIATIONS AND MEDIATIONS 249 A. NEGOTIATING ABOUT
NEGOTIATION: PRENEGOTIATION 249 B. PROBLEM-SOLVING WORKSHOPS AND
THIRD-PARTY CONSULTATION 251 III. USING INTERMEDIARIES 252 A.
CROSS-CULTURAL INTERMEDIARIES 252 B. INTERMEDIARIES AS PRINCIPALS 253
CONTENTS * XI CHAPTER 16 CROSS-CULTURAL NEGOTIATIONS AND MEDIATIONS 257
257 259 260 261 262 264 267 269 BIBLIOGRAPHY 271 INDEX 281 I. CULTURE AS
A NEGOTIATION BARRIER II. APPRECIATING CULTURAL DIFFERENCES: VARIABLES
A. B. C. D. E. F. INDIVIDUALISM AND COLLECTIVISM CONTEXTING FACE
RELATIONSHIPS POWER, STATUS, AND AUTHORITY ROLE OF LAW
|
| adam_txt |
A GUIDE TO NEGOTIATION AND MEDIATION GARY GOODPASTER TRANSNATIONAL
PUBLISHERS, INC. IRVINGTON-ON-HUDSON, NEW YORK CONTENTS PREFACE XIII
CHAPTER 1 BASIC NEGOTIATION DYNAMICS 1 I. SIMPLE BARGAINING 4 CHAPTER 2
NEGOTIATION VARIABLES 9 I. POWER AND INFORMATION 9 A. BARGAINING NEEDS
AND BARGAINING 9 B. USING AGREEMENT ALTERNATIVES 11 C. IMPRESSION
MANAGEMENT: SHAPING PERCEPTIONS TO ENHANCE BARGAINING POWER 11 D.
BARGAINING POWER AND BARGAINING ARGUMENTS 12 E. INFORMATION AND
NEGOTIATION TRANSACTION COSTS 13 F. BARGAINING POWER AND ARGUMENTS OF
PRINCIPLE 15 G. BARGAINING INFORMATIONAL MOVES 16 II. NEGOTIATION
STRATEGIES 17 A. COMPETING 18 B. COMPROMISING 18 C. COLLABORATING OR
PROBLEM SOLVING 1 9 D. CHOICE AMONG BARGAINING STRATEGIES 20 III.
NEGOTIATING STYLE 21 CHAPTER 3 COMPETITIVE NEGOTIATION 23 I. COMPETITIVE
NEGOTIATION STRATEGY 23 A. PURE BARGAINING, HAGGLING, AND JUST TRADING
FIGURES 24 B. FOCAL POINTS OR MUTUALLY PROMINENT ALTERNATIVES 25 C.
REASONS, RATIONALES, AND JUSTIFICATIONS 27 II. A COMPETITIVE
NEGOTIATOR'S OPERATING ASSUMPTIONS 27 HI IV * A GUIDE TO NEGOTIATION AND
MEDIATION A. NEGOTIATION IS AN INFORMATION GAME 28 B. TAKE AN OPENING
POSITION AT THE MARGIN (HIGH OR LOW OPENERS) 28 C. TREAT CONCESSIONS AS
A WAY TO GAIN AND DISCLOSE INFORMATION 28 D. HANG TOUGH ON CONCESSIONS
28 E. MAKE SMALL, INFREQUENT, AND DECLINING CONCESSIONS 29 F. SELECT
OPENING POSITIONS BY REFERENCE TO THE MIDPOINT RULE 29 G. LINK POSITIONS
AND CONCESSIONS TO JUSTIFICATIONS 30 H. DEADLINES HELP INDUCE AGREEMENTS
31 CHAPTER 4 COMPETITIVE NEGOTIATION TACTICS 33 I. COI A. ETIT TACT 1.
2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21.
22. 23. 24. 25. 26. 27. 28. 29. 30. 31. IVE NEGOTIATIONS ICS
PRECONDITIONS "YOUR MOVE," OR "YOU FIRST" FIRST OFFER-LARGE DEMAND
ANCHORING FALSE DEMAND-FALSE CONCESSION ESCALATION NIBBLE OR LATE HIT
LOW-BALLING LINKAGE SALAMI BOULEWARISM SPLIT THE DIFFERENCE OTHER OFFER
FALSE SCARCITY INDUCED COMPETITIVENESS FINAL OFFER MISLEADING CONCESSION
PATTERN RED HERRING THREATS, ANGER, AND AGGRESSION BLAMING OR
FAULT-FINDING SUDDEN CHANGE OF MOOD INTRANSIGENCE AND ENTRENCHMENT
SOWING DOUBTS; DISMISSALS OUT-OF-HAND; PUT-DOWNS PLAYING TO FEARS OR
ASSUMPTIONS STALEMATE, DEADLOCK, AND WALKOUT DEADLOCK AND CONCEDE
FRIENDLINESS MUTT AND JEFF, GOOD GUY-BAD GUY, BLACK HAT-WHITE HAT
NEGOTIATOR WITHOUT AUTHORITY REPRESENTATIVE CLOAK OR PHANTOM PLAYER
STATUS, AUTHORITY, ASSOCIATION, AND CREDENTIALING 34 34 34 35 35 35 36
37 37 38 38 39 39 40 40 41 41 42 42 42 43 43 44 44 44 44 45 46 46 46 47
47 48 CONTENTS * V 32. PRINCIPLE 48 33. TIME, TIMING, AND ENDGAME 49 34.
DEADLINE 49 35. DRAFT DOCUMENT OR SINGLE NEGOTIATING TEXT 49 36.
BACKTRACKING OR UNRAVELING 50 37. IRREVOCABLE COMMITMENT 50 38.
REINFORCEMENT AND REWARD 50 CHAPTER 5 DECEPTION IN NEGOTIATION 51 I.
DECEPTION 51 A. BLUFFING 52 B. PREDICTIONS 52 C. REPEATED CLAIMS OR
ASSERTIONS OF "FACT" 52 D. OPINIONS OF VALUE OR WORTH 52 E.
DISINFORMATION 53 F. MISREPRESENTATIONS OF POSITION 53 G. WITHHOLDING
INFORMATION; GENERAL FAILURES TO DISCLOSE 54 H. FAILURES TO DISCLOSE
SPECIFIC REQUESTED INFORMATION 54 1. SHIFTING OR DIVERTING ATTENTION 55
2. ANSWERING UNRESPONSIVELY 55 3. ANSWERING PARTIALLY 55 4. PROMISING 55
5. TACTFULLY REFUSING 56 6. SUBTLE OR AMBIGUOUS QUALIFYING; CREATING
PLAUSIBLE DENIA- BILITY; ARTFUL PLEADING 56 7. BARGAINING;
CONVERSATIONAL STEERING 57 8. LISTENING 57 A. LOADED OR ADVISING
QUESTIONS 57 B. SEMI-INNOCENT OR TWO-LEVEL QUESTIONS 57 C. CLOSED
QUESTIONS 58 D. OPEN QUESTIONS 58 E. RHETORICAL QUESTIONS 58 F.
MULTIPLE-CHOICE QUESTIONS 58 G. DISCLOSING QUESTIONS 58 I. PROVIDING
FALSE FACTUAL INFORMATION 59 CHAPTER 6 COMPROMISE NEGOTIATION 63 I. THE
COOPERATIVE BARGAINER 63 A. CONTRASTING COMPETITORS AND COOPERATORS 63
B. COOPERATORS AS COMPROMISERS 64 II. THE ART OF COMPROMISE BARGAINING
66 VI * A GUIDE TO NEGOTIATION AND MEDIATION A. TRADE-OFFS, LOGROLLING,
AND PACKAGING 66 B. BARGAINING EFFICIENCY 68 C. LINKING ISSUES 7 0 D.
UNLINKING ISSUES 71 E. TRADE-OFF BARGAINING AND CONTINGENT AGREEMENT 72
F. AGREEMENT COSTS AS LINKABLE AND TRADABLE 73 G. FUTURE COSTS AND
PRECEDENT 74 HI. DEFENSIVE COOPERATIVENESS 75 A. THE INNOCENT OR NAIVE
COOPERATOR AND THE COOPERATIVE NEGOTIATOR'S DILEMMA 75 B. DEFENSIVE
COOPERATIVENESS 77 C. BUILDING TRUST 77 D. CONTINGENT COOPERATIVENESS
AND THE REFORMED SINNER STRATEGY 79 E. STRATEGY IMITATION OR
RESPONSE-IN-KIND; TIT FOR TAT 79 F. ROLE REVERSAL 80 G. FIRM AND FAIR 80
H. COST-CUTTING STRATEGY 80 I. FRACTIONATING CONCESSIONS 81 J. AMBIGUOUS
OR DISOWNABLE SIGNALS 81 K. DIRECTIONAL INFORMATION 82 L. DEMANDING
REASONED JUSTIFICATIONS 82 M. TIME-OUTS 82 IV. COMPARING COMPETITION AND
COOPERATION 83 CHAPTER 7 PROBLEM-SOLVING OR INTEREST-BASED NEGOTIATION
87 I. PROBLEM-SOLVING AND COMPETITIVE NEGOTIATION COMPARED 87 A. COMMON
OR COMPLEMENTARY GOALS OR INTERESTS 88 B. CONFLICTING GOALS OR INTERESTS
89 C. COMPROMISE IN PROBLEM-SOLVING NEGOTIATION 89 II. BASIC
PROBLEM-SOLVING NEGOTIATION 90 A. INFORMATION GATHERING IN PROBLEM
SOLVING 91 B. INTERESTS AND POSITIONS 93 C. MOTIVATING INTERESTS 94 D.
INITIATING PROBLEM-SOLVING NEGOTIATION 96 1. NEGOTIATING THE NEGOTIATING
PROCEDURE 96 2. USING PROBLEM-SOLVING TACTICS 96 3. EXPLORATION OF
INTERESTS AND DIFFERENCES 97 4. PROBLEM DEFINITION 98 5. PROBLEM SOLVING
AND VALUE CREATION 98 6. WAYS OF WORKING TOWARD INTEGRATIVE AGREEMENTS
99 7. SEPARATING SOLUTION GENERATION FROM EVALUATION 99 8. EVALUATION:
NARROWING OPTIONS AND VALUE CLAIMING 99 9. AN EXAMPLE OF A
PROBLEM-SOLVING NEGOTIATION 100 CONTENTS * VII E. EVALUATION PROBLEMS:
VALUE CLAIMING IN PROBLEM-SOLVING NEGOTIATION 101 F. MIXED BARGAINING
102 1. AGREEMENT ON EVALUATION PRINCIPLES 103 2. FAIR DIVISION 104 G.
POSSIBLE LIMITS ON INTEREST-BASED BARGAINING 107 1. FUNDAMENTAL VALUE
CONFLICTS 107 2. BARGAINING POWER IMBALANCES 108 III. SUMMARY 109
CHAPTER 8 FACILITATING EFFICIENT TRADE-OFFS 111 I. INTERESTS AND ISSUES
111 A. FIGURING OUT FUNDAMENTAL INTERESTS 113 B. FIGURING OUT POSSIBLE
OUTCOMES 114 C. VALUING OUTCOMES 114 D. QUANTIFICATION 116 E.
PRIORITIZING OR PREFERENCE ORDERING INTERESTS 120 F. COMPARATIVE
VALUATION 120 G. SCORING ALTERNATIVES TO NEGOTIATION 120 II. SUMMARY 121
CHAPTER 9 COGNITIVE PROBLEMS IN NEGOTIATION 123 I. REFERENCE POINTS 124
A. FRAMING 124 1. RISKS OF LOSS OR GAIN 125 2. ANCHORING AND ADJUSTMENT
127 3. ATTRIBUTION ERROR 128 4. SCHEMA AND SCRIPTS 130 5. SETUPS 130 6.
COMMITMENT AND ESCALATION 131 7. "SUNK" COSTS 133 8. SAVING FACE AND
"GIVING" FACE 134 II. COGNITIVE OVERLOAD 135 CHAPTER 10 COALITIONS AND
REPRESENTATIVE BARGAINING 13 9 I. COALITIONS . 140 VIII * A GUIDE TO
NEGOTIATION AND MEDIATION A. COALITION FORMATION AND DYNAMICS 141 1.
COALITION FORMATION 141 2. INTRACOALITION AND INTERCOALITION NEGOTIATION
142 3. SIMPLE COALITION DYNAMICS 143 4. COALITION AND COUNTERCOALITION
PROCESSES; SHARE ALLOCATION 144 B. REAL COALITIONS 147 N. BUILDING AND
SHAPING COALITIONS 148 A. INTERNAL COALITION NEGOTIATIONS 148 B.
COALITIONAL STABILITY 149 C. BRINGING PARTIES ON BOARD 151 D. INTERNAL
WINNERS AND LOSERS; SIDE DEALS 151 F. ADDING OR SUBTRACTING ISSUES 152
F. ADDING OR SUBTRACTING PARTIES 152 G. INTERCOALITION BARGAINING 153
HI. NEGOTIATING AGAINST COALITIONS 154 A. EXPLOITING DIFFERENTIAL
INTERESTS WITHIN COALITIONS 154 B. SPLITTING COALITIONS 154 IV.
INCREASING ONE'S OWN GAIN WITHIN A COALITION 156 A. USING CROSSCUTTING
DE FACTO ALLIANCES 156 B. USING EXTERNAL NEGOTIATIONS TO OBTAIN INTERNAL
CONCESSIONS 156 C. MANIPULATING COALITIONS 157 V. THE NEGOTIATOR AS
AGENT OR REPRESENTATIVE 157 A. NEGOTIATING FOR OTHERS 157 B.
REPRESENTING GROUPS AND CONSTITUENCIES 159 C. WORKING WITH CLIENTS AND
CONSTITUENCIES 161 D. CONSTITUENCIES ON THE OTHER SIDE 164 VI. SUMMARY
164 CHAPTER 11 NEGOTIATION PREPARATION AND PLANNING 167 I. RELATIONSHIP
BETWEEN NEGOTIATION PLAN AND STRATEGY 168 II. BARGAINING POWER AND
ALTERNATIVES TO NEGOTIATION 168 A. WORKING ON ACTUAL ALTERNATIVES 169
III. FACTS 169 IV. NEGOTIATION PLANNING WORKSHEET 171 A. GENERAL
CONSIDERATIONS 171 1. PARTIES' INTERESTS 171 2. BARGAINING POWER 172 3.
FACT-FINDING AND VALUATION 173 4. NEGOTIATION PRESSURES AND POLITICS 174
B. BARGAINING STRATEGIES 175 1. COMPETITIVE NEGOTIATION*SINGLE ISSUE 175
2. COMPETITIVE OR COOPERATIVE BARGAINING*MULTIPLE ISSUES 176 3.
INTEGRATIVE BARGAINING 177 CONTENTS * IX CHAPTER 12 LAWSUITS AS
NEGOTIATIONS 181 I. LITIGATION AS TWO-TRACK DISPUTE RESOLUTION 181 A.
WHY PARTIES LITIGATE 182 1. REFUSALS TO DEAL 182 2. REFUSALS TO DEAL AND
CLAIM DISCOUNTING 183 3. NEGOTIATION FAILURES 184 4. ZERO-SUM SITUATIONS
184 II. LITIGATION AS A NEGOTIATION PROCESS 185 A. LEGALIZING DISPUTES
185 B. TRIAL AS PROCESS REMEDY 186 C. LITIGATION AS BARGAINING-POWER
EQUALIZER 188 1. TWO-TRACK DISCOVERY 189 D. SETTLING LAWSUITS: THEORY
AND EMPIRICAL EVIDENCE 191 1. PREDICTABILITY 192 2. STRATEGIC BARGAINING
193 3. BARGAINING VARIABLES: INCENTIVES TO SETTLE OR TRY 193 4.
RISK-AVERSION AND LAWSUIT BARGAINING STRATEGIES 194 5. LITIGATION FEE
AND FINANCING ARRANGEMENTS 196 6. RELATIVE OR ASYMMETRIC STAKES 198 7.
LAWYER-CLIENT RELATIONSHIPS IN LAWSUITS 198 8. THE
LITIGATOR-NEGOTIATOR'S BIAS 199 9. THE LITIGATOR-NEGOTIATOR'S ROLE 200
10. ALLY EFFECTS 201 CHAPTER 13 MEDIATION 203 I. ADJUDICATION COMPARED
204 II. WHEN MEDIATION IS USEFUL 205 III. HOW MEDIATION WORKS-. A
FANCIFUL EXAMPLE 206 IV. OVERVIEW OF MEDIATION PROCESS 207 A. FORUM
CREATION 207 1. NEGOTIATING A ROLE AND AUTHORITY 208 2. JOINT MEETING
AND OPENING 209 B. INFORMATION STAGE 209 1. CAUCUS 210 2. CONTROLLING
PARTY INTERACTIONS AND COMMUNICATIONS 210 3. REPHRASING A DISPUTE 211 C.
PROBLEM-SOLVING STAGE 211 1. ISSUE AND PROBLEM IDENTIFICATION 211 2.
DECISION MAKING 212 X * A GUIDE TO NEGOTIATION AND MEDIATION D. GRAPHIC
OVERVIEW 213 E. MEDIATOR ROLES AND ACTIVITIES 213 1. DIAGNOSING DISPUTES
TO FACILITATE PROBLEM SOLVING 213 F. MEDIATOR TACTICS 216 1.
DECISION-FRAMING TACTICS 217 2. TACTICS TO GAIN AUTHORITY AND ELICIT
COOPERATION 217 3. TACTICS TO CONTROL EMOTION 217 4. INFORMATIONAL AND
PROBLEM-SOLVING TACTICS 218 5. FACE-SAVING TACTICS 219 6. PRESSURING
TACTICS 219 G. DISPUTE SUITABILITY FOR MEDIATION 219 CHAPTER 14 OTHER
NEGOTIATED DISPUTE RESOLUTION PROCESSES 223 I. UNAVOIDABLE FACTUAL
DISPUTES 224 II. CONTESTS REGARDING APPLICATION OF NORMS TO FACTS; QUASI
FACTS 225 III. FACTUAL DISPUTES AS MASKS 225 IV. FACTUAL BELIEFS AND
DISPUTES AS TRAPS 226 V. STRUCTURAL BARRIERS: THE ROLE OF NON-NEUTRAL
THIRD PARTIES 227 VI. NEGOTIATING FACTS 228 VII. RESOLVING FACT AND NORM
CONTESTS 229 VIII. NON-BINDING FACT AND NORM-DETERMINATION PROCESSES 230
A. NEUTRAL EVALUATION-NEUTRAL FACT-FINDING 231 B. MINI-TRIALS 232 C.
SUMMARY JURY TRIAL 234 IX. MIXED PROCESSES 234 A. MED-ARB 234 B.
SETTLEMENT ESCROW 236 C. HIGH-LOW AGREEMENTS 237 X. CHOOSING ALTERNATIVE
PROCESSES 238 CHAPTER 15 COMPLEX NEGOTIATIONS AND MEDIATIONS 241 I.
DIFFUSE NEGOTIATIONS AND COMPLEX INTERDEPENDENCIES 241 II. FACILITATING
COMPLEX NEGOTIATIONS AND MEDIATIONS 249 A. NEGOTIATING ABOUT
NEGOTIATION: PRENEGOTIATION 249 B. PROBLEM-SOLVING WORKSHOPS AND
THIRD-PARTY CONSULTATION 251 III. USING INTERMEDIARIES 252 A.
CROSS-CULTURAL INTERMEDIARIES 252 B. INTERMEDIARIES AS PRINCIPALS 253
CONTENTS * XI CHAPTER 16 CROSS-CULTURAL NEGOTIATIONS AND MEDIATIONS 257
257 259 260 261 262 264 267 269 BIBLIOGRAPHY 271 INDEX 281 I. CULTURE AS
A NEGOTIATION BARRIER II. APPRECIATING CULTURAL DIFFERENCES: VARIABLES
A. B. C. D. E. F. INDIVIDUALISM AND COLLECTIVISM CONTEXTING "FACE"
RELATIONSHIPS POWER, STATUS, AND AUTHORITY ROLE OF LAW |
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| dewey-tens | 340 - Law |
| discipline | Rechtswissenschaft |
| discipline_str_mv | Rechtswissenschaft |
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| id | DE-604.BV023515968 |
| illustrated | Illustrated |
| index_date | 2024-07-02T22:31:47Z |
| indexdate | 2024-07-09T21:23:41Z |
| institution | BVB |
| isbn | 1571050299 |
| language | English |
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| publishDate | 1997 |
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| spelling | Goodpaster, Gary Verfasser aut A guide to negotiation and mediation Gary Goodpaster Irvington-on-Hudson, NY Transnational Publ. 1997 XVI, 293 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Literaturverz. S. 271 - 280 Negotiation -- United States Mediation -- United States Dispute resolution (Law) -- United States USA GBV Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016836512&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Goodpaster, Gary A guide to negotiation and mediation Negotiation -- United States Mediation -- United States Dispute resolution (Law) -- United States |
| title | A guide to negotiation and mediation |
| title_auth | A guide to negotiation and mediation |
| title_exact_search | A guide to negotiation and mediation |
| title_exact_search_txtP | A guide to negotiation and mediation |
| title_full | A guide to negotiation and mediation Gary Goodpaster |
| title_fullStr | A guide to negotiation and mediation Gary Goodpaster |
| title_full_unstemmed | A guide to negotiation and mediation Gary Goodpaster |
| title_short | A guide to negotiation and mediation |
| title_sort | a guide to negotiation and mediation |
| topic | Negotiation -- United States Mediation -- United States Dispute resolution (Law) -- United States |
| topic_facet | Negotiation -- United States Mediation -- United States Dispute resolution (Law) -- United States USA |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016836512&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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