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Advanced Negotiation and Mediation Theory and Practice

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ISBN: 9781601564795
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In this new, updated edition of Advanced Negotiation and Mediation Theory and Practice, Paul Zwier and Thomas Guernsey present a strategic planning and integrated systematic approach to negotiation, which recognizes that both adversarial and problem-solving strategies have distinct advantages and that lawyers need to combine styles and strategies to achieve the best results for their clients.

Zwier and Guernsey provide attorneys with an outline to plan and implement effective negotiation techniques, using up-to-date situations throughout the book to demonstrate how understanding negotiation theory and practice can help them partner with their clients to make better strategic use of negotiation. The authors break down the counseling process into stages and show what information the client needs to make an informed decision. They then suggest and give examples of the techniques and skills that might be used to implement that decision in a negotiation and or mediation setting.

New material for this edition includes:

     • new and expanded template for case evaluation
     • new section on creative solutions for breaking deadlocks
     • new section on forgiveness and reconciliation
     • new ideas for integrating negotiation theory in mediation settings
     • expanded discussion on ethics
     • examples from products liability cases, employment cases
     • new discussion of creative peacemaking from international conflicts

Advanced Negotiation and Mediation Theory and Practice gives you the organizational tools that will allow you to sufficiently simplify the complex negotiation and mediation process so you—and your client—can view it as a holistic part of the litigation process.

Authors / Contributors

Table of Contents


Chapter One. Negotiating Strategies and Styles

     1.1     Adversarial Negotiation—An Economic Theory and Strategy of Negotiation

     1.2     Problem-Solving Negotiation as a Strategy

     1.3     Styles of Negotiation

     1.4     Blending Strategies and Styles

Chapter Two. The Eleven-Stage Negotiation Mediation

     2.1     Phases and Stages

     2.2     A Note on Plea Bargaining

     2.3     Transactional Bargaining

Chapter Three. The Social Psychology of Negotiation

     3.1     Audiences to the Negotiation

     3.2     Restraints on Communication

     3.3     Respect and Anger

     3.4     Social Psychology of Selected Tactics

     3.4     Gender Differences

Chapter Four. Preparing and Planning for the Negotiation Involving the Client

     4.1     In General

     4.2     Determining Your Client's Needs, Interests, and Desires—The Necessity of Effective Client


     4.3     Position Bargaining

     4.4     Planning for Position Bargaining

     4.5     Anticipating Other Side's Bargaining Range

     4.6     Negotiation Strategy and Client Counseling

     4.7     Planning to Implement the Negotiation Process

Chapter Five. Opening Discussions: Ice-Breaking and Setting the Agenda

     5.1     Ice-Breaking

     5.2     Agenda Control: What and How You Will Negotiate

Chapter Six. Information Bargaining

     6.1     What Information Do You Want to Seek?

     6.2     Where to Get Information

     6.3     How to Get Information in General

     6.4     Types of Questions

     6.5     The Funnel Approach to Questioning

     6.6     Information You Do Not Want to Reveal

     6.7     Impediments to Questioning

     6.8     Techniques to Motivate

     6.9     Nonverbal Communication

     6.10   Recap

Chapter Seven. Exchange

     7.1     The Offer

     7.2     Justification and Persuasion

     7.3     Concessions, Reformulations, and Counterproposals

     7.4     Forgiveness and Apologies

     7.5     Typical Exchange Tactics and a Systematic Approach

Chapter Eight. Crisis and Outcome

     8.1     Crisis

     8.2     The Outcome

     8.3     Wrap-Up

     8.4     Memorialization

Chapter Nine: Negotiators and Mediators

     9.1     An Integrated Approach to Preparing for Mediation

     9.2     Particular Position-Bargaining Considerations for Mediation

     9.3     Particular Problem-Solving Considerations for Mediation

     9.4     When to Mediate: Intractable Conflicts and Multiparty Disputes

     9.5     Social Science Teachings about Mediation

     9.6     Creative Solutions the Mediator Might Propose

     9.7     Conclusion

Chapter Ten. Multiparty Negotiations

     10.1   Criminal Context

     10.2   Mass Torts

     10.3   Bankruptcy as Forum for Dispute Resolution

     10.4   Coalitions and Alliances

     10.5   Democratic Theory and Multiparty Dispute Resolution

Chapter Eleven. Cultural Considerations and Negotiations

     11.1   The Japanese Experience as a Paradigm

     11.2   The Chinese

     11.3   The Russians

     11.4   The Palestinians

     11.5   The Caution of Black South Africans

Chapter Twelve. Ethical Considerations

     12.1   Truthfulness

     12.2   Other Ethical Considerations

     12.3   Conclusion