The Little Book of Strategic Negotiation

by Jayne Seminare Dochert, Howard Zehr (Unknown)

          Most books on negotiation assume that the negotiators are in a stable settintg.           But what about those far thornier times when negotiation needs to happen while other fundamental factors are in uproarious change— deciding which parent will have custody of their child while a divorce is underway; bargaining between workers and management during the course of a merger and downsizing; or establishing a new government as a civil war winds down.           From Docherty's experiences in environmental/public policy negotiations and community development work. A title in The Little Books of Justice and Peacebuilding Series.

Genres: Psychology

90 pages, Paperback

First published December 31, 1969

Reviews

[Drick · Rating 3 out of 5]

This "little book" provides an overview of the complicated process of negotiation. The framework of the book centers on three "negotiations"
- a couple with a teenage daughter going thru the process of divorce
- a management-union contract talks after the company has merged with a larger more powerful corporate partner
- a negotiation of land between environmental justice group, ranchers using public lands, and government agencies in charge of those lands

By going through the several steps of negotiation with these three examples, Doherty shows how incredibly complex even the simplest negotiation can be. If nothing else, the book gives one a great appreciation for the complex negotiations going on all around us. While the book does prepare one to be a negotiator (in fact it may convince NOT to choose that profession!), it does provide an appreciation for how complex and involved the process is and how many pitfalls and barriers lay along the way to an agreement.

[Tara Makhmali · Rating 5 out of 5]

This was a fast and thought-provoking read about negotiating agreements during turbulent times when the context of negotiations may be in a state of flux, and with respect to advocacy and social change.

Also, ignore the Goodreads description of the book. I think the description on Goodreads is of another book, not this one.