Improvisational Negotiation presents an original approach for mediators, negotiators, and other dispute resolution professionals. Drawing on his own experience plus those of his colleagues, Jeffrey Krivis offers the reader dramatic, well-crafted, and highly instructive stories about people in conflict - families, organizations, corporations - and shows how mediated negotiations help them to reach a successful resolution. Unlike most books on the topic, Improvisational Negotiation does not focus on theory, philosophy, or formulaic procedures. The book highlights entertaining true stories that illuminate the skills and tools a good mediator uses to direct a successful negotiation and then asks the questions: What happened? and What strategies can we learn?
Sprache
Verlagsort
Verlagsgruppe
Zielgruppe
Produkt-Hinweis
Klebebindung
Pappband
mit Schutzumschlag
Maße
Höhe: 235 mm
Breite: 157 mm
Dicke: 23 mm
Gewicht
ISBN-13
978-0-7879-8038-2 (9780787980382)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Klassifikation
The Author
Jeffrey Krivis has been a successful mediator and a pioneer in the field for fifteen years and has served as the president of the International Academy of Mediators and the Southern California Mediation Association. Krivis is on the board of visitors of Pepperdine Law School and serves as an adjunct professor of law at the Straus Institute for Dispute Resolution. In 1993 he received the Dispute Resolution Lawyer of the Year Award. Contact him at his Web site, www.firstmediation.com.
Foreword vii
Jim Melamed
Introduction 1
Part One: Human V. Human: Healing Relationships 5
1 Independence Day 7
2 Paintball Pranks 19
3 Step-by-Step 29
4 A Sweet Deal 44
5 Reading Minds 55
6 Rock Star 66
7 Gratitude Is the Attitude 75
8 Memories 84
9 Working at the Car Wash 92
10 Transforming the Journey of Revenge 103
11 A "Hats-On" Approach 114
Part Two: " Show Me the Money (Or Something of Equal Value)!": Creative Solutions 125
12 Liar, Liar! 127
13 The Handicap 138
14 Legally Blind 147
15 The Slow Drip 158
16 Death Takes a Holiday 167
17 If the Shoe Fits . . . 175
18 The Staggered Approach 185
19 Time-Share 198
20 The Silent Mover 207
21 A Small Deception 214
22 The Laddered Approach 225
23 The Confidential Listener 233
24 Dropping the Bombshell 247
25 Worth the Wait 255
26 Creating Value 267
Part Three: Getting to the Bottom Line 279
27 Too Many Cooks 281
28 Bottom-Line Negotiating 291
29 The "Fishy Calculator" Method 296
30 The Crossover 303
Part Four: The Mediator' S Hip-Pocket Guide to Strategy 311
About the Author 323
