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Author: Andrea Kupfer Schneider
Publisher:
ISBN:
Category :
Languages : en
Pages : 0
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Book Description
One of the most difficult elements in any negotiation is responding effectively to the other side when it has said or done something that makes you uncomfortable. Sometimes a negotiator will deliberately use comments such as those listed above as a form of gamesmanship. At other times, such comments just display ignorance. Nonetheless, perceived insults, biased comments, or questionable personal statements can and do snarl many negotiations, leaving you wondering about the other side's motives and intentions. How does a good negotiator handle this king of problem? Retaliation? Letting it go? Responding Coolly? In the heat of the moment when you are feeling flustered, it is often difficult to give the measured response you would like. All of us have had the experience of thinking of the "best line" or comment hours after the conversation has ended. But in the same way that hitting the brakes can be learned response to something unexpected in a negotiation. Negotiators need to use a three-stage process for responding to offensive comments. First, you should check your own assumptions and be sure that you are not projecting them onto the other person. Second, you can try to understand their motivation in making such a comment. And third, you choose a response to their comment with your goals in mind. The questions "Why?" can be used at every stage of this process, and is particularly important when you choose to engage the other side. By applying a structure to those comments and questions that make us most uncomfortable, we can be more effective negotiators.
Author: Andrea Kupfer Schneider
Publisher:
ISBN:
Category :
Languages : en
Pages : 0
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Book Description
One of the most difficult elements in any negotiation is responding effectively to the other side when it has said or done something that makes you uncomfortable. Sometimes a negotiator will deliberately use comments such as those listed above as a form of gamesmanship. At other times, such comments just display ignorance. Nonetheless, perceived insults, biased comments, or questionable personal statements can and do snarl many negotiations, leaving you wondering about the other side's motives and intentions. How does a good negotiator handle this king of problem? Retaliation? Letting it go? Responding Coolly? In the heat of the moment when you are feeling flustered, it is often difficult to give the measured response you would like. All of us have had the experience of thinking of the "best line" or comment hours after the conversation has ended. But in the same way that hitting the brakes can be learned response to something unexpected in a negotiation. Negotiators need to use a three-stage process for responding to offensive comments. First, you should check your own assumptions and be sure that you are not projecting them onto the other person. Second, you can try to understand their motivation in making such a comment. And third, you choose a response to their comment with your goals in mind. The questions "Why?" can be used at every stage of this process, and is particularly important when you choose to engage the other side. By applying a structure to those comments and questions that make us most uncomfortable, we can be more effective negotiators.
Author: American Bar Association. House of Delegates
Publisher: American Bar Association
ISBN: 9781590318737
Category : Law
Languages : en
Pages : 216
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Book Description
The Model Rules of Professional Conduct provides an up-to-date resource for information on legal ethics. Federal, state and local courts in all jurisdictions look to the Rules for guidance in solving lawyer malpractice cases, disciplinary actions, disqualification issues, sanctions questions and much more. In this volume, black-letter Rules of Professional Conduct are followed by numbered Comments that explain each Rule's purpose and provide suggestions for its practical application. The Rules will help you identify proper conduct in a variety of given situations, review those instances where discretionary action is possible, and define the nature of the relationship between you and your clients, colleagues and the courts.
Author: Carrie J Menkel-Meadow
Publisher: Aspen Publishing
ISBN: 1543823203
Category : Law
Languages : en
Pages : 624
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Book Description
The purchase of this ebook edition does not entitle you to receive access to the Connected eBook on CasebookConnect. You will need to purchase a new print book to get access to the full experience including: lifetime access to the online ebook with highlight, annotation, and search capabilities, plus an outline tool and other helpful resources. 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: 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 Theory and different frameworks for analyzing negotiation contexts Legal and policy analyses relevant to all key areas of negotiation practice Carefully selected cases and problem sets supported by key readings, from critical articles and empirical studies to statutes and regulations Latest interdisciplinary approaches to negotiation Negotiation research distilled for law students and practicing lawyers Deep discussion of negotiators as problem-solving lawyers Complex examples from international negotiation problems in both private and public environments new forms and facilitation of complex negotiation in international, multi-party, and diverse settings
Author: Leonard L. Riskin
Publisher: West Academic Publishing
ISBN:
Category : Business & Economics
Languages : en
Pages : 1112
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Book Description
The Fourth Edition of this coursebook is updated with the latest in scholarly, practitioner, and judicial thinking in all major areas of ADR. This includes information management in negotiation, the Revised Model Standards of Conduct for Mediators, and three recent U.S. Supreme Court arbitration cases, including the landmark Hall Street Associates v. Mattel. The arbitration chapter also includes a new section on arbitration confidentiality.
Author: Herbert Blumberg
Publisher: Springer Science & Business Media
ISBN: 1461400252
Category : Psychology
Languages : en
Pages : 370
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Book Description
Small group research is of particularly wide interest to people working in a fairly broad variety of areas concerned with understanding conflict, especially for practitioners and researchers concerned with conflict resolution, peace, and related areas. The editors will focus on six main topical areas of small group research, which include: - Cooperation, competition, and conflict resolution - Coalitions, bargaining, and games - Group dynamics and social cognition - The group and organization - Team performance - Intergroup relations
Author: Dr. Robin DiAngelo
Publisher: Beacon Press
ISBN: 0807047422
Category : Social Science
Languages : en
Pages : 194
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Book Description
The New York Times best-selling book exploring the counterproductive reactions white people have when their assumptions about race are challenged, and how these reactions maintain racial inequality. In this “vital, necessary, and beautiful book” (Michael Eric Dyson), antiracist educator Robin DiAngelo deftly illuminates the phenomenon of white fragility and “allows us to understand racism as a practice not restricted to ‘bad people’ (Claudia Rankine). Referring to the defensive moves that white people make when challenged racially, white fragility is characterized by emotions such as anger, fear, and guilt, and by behaviors including argumentation and silence. These behaviors, in turn, function to reinstate white racial equilibrium and prevent any meaningful cross-racial dialogue. In this in-depth exploration, DiAngelo examines how white fragility develops, how it protects racial inequality, and what we can do to engage more constructively.
Author: Andrea Kupfer Schneider
Publisher: American Bar Association
ISBN: 9781590315453
Category : Business & Economics
Languages : en
Pages : 798
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Book Description
This book provides a comprehensive reference guide to negotiation and mediation. Negotiation skills can be learned--everything from managing fairness and power and understanding the other side and cultural differences to decision-making, creativity, and apology. Good negotiation is best approached from a multidisciplinary perspective that combines the best of theory and practice.
Author: Dena R. Samuels
Publisher: Teachers College Press
ISBN: 0807755923
Category : Education
Languages : en
Pages : 177
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Book Description
Author: Harold I. Abramson
Publisher: Aspen Publishing
ISBN: 1454838272
Category : Law
Languages : en
Pages : 604
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Book Description
The original, highly accessible text in Mediation Representation: Advocating as a Problem-Solver highlights critical choices and explores every step of the process, from advising clients on the mediation option through preparing cases for the session to appearing in pre-mediation conferences, sessions, and post-sessions. Students learn how to effectively present opening statements and represent clients in joint sessions. Techniques for overcoming impasses, dealing with emotions, and resolving moneyed disputes are explored, and consideration is given to generating forward movement in the process while uncovering creative solutions. Mediation Representation: Advocating as a Problem-Solver navigates mediation-related legal and ethical issues and considers alternative processes for resolving unsettled issues. A culturally neutral framework allows for representing diverse clients. Helpful appendixes are included that cover decision-trees, sample agreements, active listening, and effective questioning. Features: original, accessible text that highlights critical choices in mediation covers every step of the process advising clients on the mediation option preparing cases and clients for the mediation session appearing in pre-mediation conferences, sessions, and post-sessions shows how to effectively present opening statements and represent clients in joint sessions presents techniques for overcoming impasses, dealing with emotions, and resolving moneyed disputes considers how to generate movement and uncover creative solutions navigates mediation-related legal and ethical issues considers alternative processes for resolving unsettled issues provides a culturally neutral framework for representing diverse clients includes helpful appendixes on decision-trees, sample agreements, active listening, and effective questioning
Author:
Publisher: Business & Legal Reports, Inc.
ISBN: 1556452381
Category :
Languages : en
Pages : 257
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Book Description
