Negotiation: Processes for Problem Solving, 3rd Edition

A distinguished team of leaders in the field of dispute resolution offers a thorough treatment of negotiation skills, ethics, and problem-solving techniques. Comprehensive and current, Negotiation: Processes for Problem Solving covers the theory, skills, ethical issues, and legal and policy analyses relevant to all key areas of negotiation practice. Carefully selected cases are supported by key readings, from critical articles and empirical studies to statutes and regulations. Negotiation: Processes for Problem Solving looks at the latest interdisciplinary approaches to negotiation, including new empirical studies examining on-line negotiation, social and cognitive psychology, gender, race, culture and negotiation, and multiple party negotiation.  An introduction to facilitated negotiation (mediation and meeting facilitation) is also included. New research is distilled for use by law students and practicing lawyers. New and complex examples from international negotiation problems come from both private and public environments. The book also explores new forms of complex negotiation in international, multi-party and diverse settings and considers negotiators as problem-solving lawyers. The text is perfectly suited to free standing negotiation courses in American and foreign law schools. Problem boxes, set off in the book, make for easy classroom exercises and teaching.

New to the Third Edition:

• Expanded discussion on online and other media forms of negotiation
• New articles from both research and practice books
• Shorter excerpts for distilled treatment of issues
• Comprehensive treatment of negotiation preparation, including client interviewing and counseling
• Analysis of choice of negotiation approaches to match particular contexts

Professors and students will benefit from:

• A thorough treatment of negotiation skills, ethics, and problem-solving techniques
• Comprehensive, current coverage of:
  • Theory and different frameworks for analyzing negotiation contexts
  • Negotiation skills and a comprehensive consideration of ethical issues
  • Legal and policy analyses relevant to all key areas of negotiation practice
• A distinguished author team that are leaders in the field of dispute resolution
• Carefully selected cases and problem sets supported by key readings, from critical articles and empirical studies to statutes and regulations
• The latest interdisciplinary approaches to negotiation, including new empirical studies on:
  • Online negotiation
  • Social and cognitive psychology
  • Gender, race, culture and negotiation,
  • Multiple party negotiation
• Negotiation research distilled for law students and practicing lawyers
• A Deep discussion of negotiators as problem-solving lawyers
• Complex examples from international negotiation problems in both private and public environments
• New forms of complex negotiation in international, multi-party, and diverse settings