Negotiation: Strategies for Mutual Gain
Edited by Lavinia Hall. 1993 Sage Publications
Negotiation: Strategies for Mutual Gain is a collection of essays which present key concepts and strategies intended to promote effective negotiation and mutually beneficial dispute resolution.
Negotiation: Strategies for Mutual Gain will be of interest to those who seek to improve their negotiation skills, and to those who seek a better understanding of the negotiation process generally. This work is divided into eleven essays in three parts, with an introduction by the editor. The essays in Part One focus on outlining frameworks for effective negotiation. In Part Two the authors discuss the application of negotiation frameworks to actual organizations. In Part Three the author discuss the effects of individual's characteristics on the process of negotiation.