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The Little Book of Strategic Negotiation.

Docherty, Jayne Seminare
June 4, 2015

Source: (2005) Intercourse, PA: Good Books.

Most books on negotiation assume that the negotiators are working in a stable setting –haggling over the price of a car, modifying a work contract, allocating air pollution permits. This Little Book is about those frequent times when negotiation must happen amidst volcanic social and organizational change. It is for those absolutely unsettling occasions when the mechanisms that support negotiation are unclear, fragile, or completely missing – deciding which parent will have custody of their child while a divorce is still 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. (publisher’s description).


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