A Guide to the Negotiation & Mediation

A GUIDE TO NEGOTIATION AND MEDIATION
Gary Goodpaster

Clearly one of the strongest texts for teaching about negotiation or for training in negotiation skills that is available.

A Guide to Negotiation and Mediation is written in a progressive, building-block fashion, moving from simple to more complex ideas. The first section covers basic negotiating strategies, concepts, and tactics; the next discusses cognitive and psychological aspects of negotiation.

The book goes on to explore elements that may complicate negotiations-in particular coalition-formation and bargaining for constituencies-and concludes with a chapter on negotiation preparation and planning.



Gary Goodpaster is Professor of Law at the University of California, Davis. He is a founder and principal of Common Ground: Center for Cooperative Solutions, a California-wide conflict resolution center.



1997
309 Pages


Paperback
1-57105-208-9

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