Conflict, Power and Persuasion, Negotiating Effectively

Table of Contents
PART ONE Negotiate For Success
Everyone Wants To Be A Winner.................................................7
Beyond Coercion And Compromise .............................................8
Negotiation Defined......................................................................9
PART TWO A Negotiation Framework
An Ecological View........................................................................11
You And Your Working Assumptions .......................................11
What's A Good Outcome ..............................................................14
• Working Assumptions ...............................................................15
• Fairness ..................................................................................17
• Efficiency ................................................................................17
• Wisdom ..................................................................................17
• Stability ...................................................................................18
Macro-Level Structural Analysis....................................................18
• Who Are They? ........................................................................19
• What Kind Of Negotiation Is This?..........................................19
Micro-Level Seven Elements Analysis...........................................19
• Alternatives ...............................................................................20
• Interests.....................................................................................21
• Options ..................................................................................24
• Communication ........................................................................26
• Standards of Legitimacy ............................................................29
• Relationship ............................................................................. 31
• Commitment ..........................................................................34
PART THREE Congruent Behaviour: Putting
It All Together
Ingredients For Success ................................................................39
Recipe For Effective Negotiating ...............................................40
The Stages.................................................................................40
Ingredients For Success ......................................................... 40
Power .....................................................................................41
Information .............................................................................. 42
Time ..........................................................................................42
The Cultural Context.....................................................................44
A Summary Of Putting It All Together ........................................ 45
Some Reflections On The Ecological View Of Negotiation . . . . 47
PART FOUR Tough Questions
Questions .................................................................................. 49
PART FIVE Tools And Charts
• An Ecological Framework of Negotiation ..............................55
• Working Assumptions Revisited.............................................. 56
• Criteria Of A Good Outcome................................................... 57
• A Linear Framework ............................................................ 58
• Some Organizing Questions .................................................... 59
• Seven Elements........................................................................ 60
• Power, Information And Timing Checklist.............................. 61
• Self-Evaluation ..........................................................................62
The Key Points ..............................................................................63
PART SIX An Afterword To Mediators
Applying The General Elements Of Negotiation To Mediation . 65
• Assumptions ....................................................................... 65
Mediator's View Of The 7 Elements Of Negotiation ................ 66
• Alternatives ...............................................................................66
• Interests .....................................................................................66
• Objective Criteria—Standards Of Legitimacy ............................ 67
• Options ...................................................................................67
• Communication.........................................................................68
• Relationship ..............................................................................68
• Commitment ...........................................................................68
PART SEVEN An Invitation To Move Forward
Which Road You Will Take ..................................................... 69
• Know What You Want To Do ............................................. 69
• Empower Yourself To Do It ............................................... 69
• Self Actualize ........................................................................ .70
• Pass It Along ....................................................................... 70

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