The Negotiation Handbook

ISBN-13: 9780765607218 / Angielski / Miękka / 2000 / 194 str.

Patrick J. Cleary

Opis

A guide to negotiating, written for a broad audience. It walks the reader through the world of negotiating step-by-step, including the macro and micro processes of negotiations, the importance of adequate preparation, knowledge of the rules, and the role and usefulness of a mediator.

Spis treści

Introduction; Chapter 1 The Dynamics of Negotiation; Chapter 2 Preparing for the Negotiation; Chapter 3 The Basics of Conflict Resolution; Chapter 4 The Negotiation; Chapter 5 Rules; Chapter 6 Mediators: Lessons and Observations; Epilogue The Gym Wall;

O autorze

National Mediation Board,
Patrick J. Cleary is currently at the National Association of Manufacturers, where he is vice president of the Human Resources Policy (HRP) department. A former federal mediator with nearly twenty years of dispute resolution and negotiation experience, Cleary spent five years as a member and chairman of the National Mediation Board, mediating high-profile disputes in the airline and railroad industries. Previously, Cleary was managing partner of The Brock Group, a labor and transportation consulting practice Cleary founded with former Labor Secretary Bill Brock. He has served as deputy assistant secretary of labor for policy for the Labor Department and also worked as an arbitrator hearing consumer disputes for the Better Business Bureau. Cleary is a recognized expert in negotiation and dispute resolution and has lectured on the topic at Georgetown University Law School, Stanford University’s Graduate School of Business, the San Francisco Academy, and the University of Virginia’s Darden School.