In family life, schools, law, the business world and domestic and international affairs, it is all too common for disputes to fester unresolved even when the parties are committed to a negotiated settlement. In this book, members and associates of the Stanford Center on Conflict and Negotiation address the complex issues that protract disputes and turn potentially successful negotiations into conflicts that leave everyone worse off. Drawing on disciplines such as economics, cognitive psychology, statistics and game theory, the book considers the barriers to successful negotiation in such areas as civil litigation, family law, arms control, union/managerial disputes, environmental treaty-making and politics. It examines issues such as whether it pays for parties to a dispute to co-operate and how third-party negotiators can further resolutions.
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Book Description
Editorial Reviews
From Publishers Weekly
How can both sides in a dispute avoid the heavy costs of a protracted struggle likely to produce a mutually unsatisfying outcome? The trick, according to the participants in this multidisciplinary symposium, lies in overcoming barriers such as overconfidence, "hardball" bargaining tactics, reluctance to swap concessions, concealing one's true interests and unwarranted inferences about the other party. An outgrowth of a conference held in 1991 at Stanford University (where Arrow directs Stanford's Center on Conflict and Negotiation), this collection of scholarly papers uses examples from labor-management disputes, business deals, arms-control negotiations, environmental treaties and legislative debates, buttressed by game theory, cognitive psychology, economics and behavioral decision theory. One essay looks at how lawyers exacerbate their clients' conflicts and suggests potential areas of cooperation. Another article explores the role of third-party mediators in resolving disputes. Negotiators, policy makers and professionals in many fields will find here useful strategies and insights.
Copyright 1995 Reed Business Information, Inc.
Copyright 1995 Reed Business Information, Inc.
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This review is from: Barriers to Conflict Resolution (Hardcover)
This book is a classic in the field of research in negotiations and conflict resolution. This book is a must have for any serious researcher or student of negotiations, conflict resolution, game theory, behavioral research, economics, psychology, and law. Too bad it is unavailable as of the time of writing. Hopefully, it will be available again very soon.
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Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Inside This Book
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First Sentence:
Conflict is inevitable, but conflict resolution that best serves the interests and aspirations of the disputants is not. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
alternating offers model, reactive devaluation phenomenon, dilemma heuristic, concession aversion, proportional emission reductions, optimistic overconfidence, cooperative lawyer, private machinery, sucker loss, uncooperative point, operational arms control, disagreement event, binary experiment, impartial arguments, negotiated arms control, litigation game, potential cooperators, bargaining solution, reputation for cooperation, informational disparities, bonding cooperation, climate change negotiations, judgmental perspective, blocking coalitions, nongovernmental interests Key Phrases - Capitalized Phrases (CAPs): (learn more)
United States, Soviet Union, Specific Divestment, European Community, Earth Summit, New York, General Assembly, Stay Opt, South Africa, Harvard Law School, Middle East, New International Economic Order, President Reagan, State Department, Third World New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Conflict is inevitable, but conflict resolution that best serves the interests and aspirations of the disputants is not. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
alternating offers model, reactive devaluation phenomenon, dilemma heuristic, concession aversion, proportional emission reductions, optimistic overconfidence, cooperative lawyer, private machinery, sucker loss, uncooperative point, operational arms control, disagreement event, binary experiment, impartial arguments, negotiated arms control, litigation game, potential cooperators, bargaining solution, reputation for cooperation, informational disparities, bonding cooperation, climate change negotiations, judgmental perspective, blocking coalitions, nongovernmental interests Key Phrases - Capitalized Phrases (CAPs): (learn more)
United States, Soviet Union, Specific Divestment, European Community, Earth Summit, New York, General Assembly, Stay Opt, South Africa, Harvard Law School, Middle East, New International Economic Order, President Reagan, State Department, Third World New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Citations (learn more)
This book cites 39
books:
See all 39 books this book cites
65
books
cite this book:
See all 65 books citing this book
- Organizational Behavior: A Management Challenge by Linda K. Stroh in Back Matter (1), Back Matter (2), and Back Matter (3)
- Social Psychology by Leonard Berkowitz in Back Matter (1), Back Matter (2), and Back Matter (3)
- Social Psychology by Elliot Aronson in Back Matter (1), Back Matter (2), and Back Matter (3)
- Social Psychology (Nelson-Hall Series in Psychology) by Stephen Worchel in Back Matter (1), and Back Matter (2)
- Social Psychology by C. K. DasGupta in Back Matter (1), and Back Matter (2)
See all 39 books this book cites
- Breakthrough Business Negotiation: A Toolbox for Managers by Michael Watkins on 4 pages
- Deliberative Democracy (Cambridge Studies in the Theory of Democracy) by Jon Elster in Front Matter, page 67, and page 182
- Deliberative Democracy (Cambridge Studies in the Theory of Democracy) by Jon Elster in Front Matter, page 67, and page 182
- 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals by David A. Lax in Back Matter (1), Back Matter (2), and Back Matter (3)
- State Interests and Public Spheres by Marc Lynch in Back Matter (1), and Back Matter (2)
See all 65 books citing this book
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