Related Research Articles
Negotiation is a dialogue between two or more people or parties to reach the desired outcome regarding one or more issues of conflict. It is an interaction between entities who aspire to agree on matters of mutual interest. The agreement can be beneficial for all or some of the parties involved. The negotiators should establish their own needs and wants while also seeking to understand the wants and needs of others involved to increase their chances of closing deals,avoiding conflicts,forming relationships with other parties,or maximizing mutual gains.
Conversation is interactive communication between two or more people. The development of conversational skills and etiquette is an important part of socialization. The development of conversational skills in a new language is a frequent focus of language teaching and learning. Conversation analysis is a branch of sociology which studies the structure and organization of human interaction,with a more specific focus on conversational interaction.
Roger D. Fisher was Samuel Williston Professor of Law at Harvard Law School and director of the Harvard Negotiation Project.
Carol Gilligan is an American feminist,ethicist,and psychologist,best known for her work on ethical community and ethical relationships.
The term zone of possible agreement (ZOPA),also known as zone of potential agreement or bargaining range,describes the range of options available to two parties involved in sales and negotiation,where the respective minimum targets of the parties overlap. Where no such overlap is given,in other words where there is no rational agreement possibility,the inverse notion of NOPA applies. Where there is a ZOPA,an agreement within the zone is rational for both sides. Outside the zone no amount of negotiation should yield an agreement.
The Program on Negotiation (PON) is a university consortium dedicated to developing the theory and practice of negotiation and dispute resolution. As a community of scholars and practitioners,PON serves a unique role in the world negotiation community. Founded in 1983 as a special research project at Harvard Law School,PON includes faculty,students,and staff from Harvard University,Massachusetts Institute of Technology,Tufts University,and Brandeis University.
Ronald M. Shapiro is an American attorney,sports agent,author,negotiator,educator,speaker,and civic leader.
The Mutual Gains Approach (MGA) to negotiation is a process model,based on experimental findings and hundreds of real-world cases,that lays out four steps for negotiating better outcomes while protecting relationships and reputation. A central tenet of the model,and the robust theory that underlies it,is that a vast majority of negotiations in the real world involve parties who have more than one goal or concern in mind and more than one issue that can be addressed in the agreement they reach. The model allows parties to improve their chances of creating an agreement superior to existing alternatives.
Mona Sue Weissmark is an American clinical psychologist and social psychologist,whose work on the inter-generational impact of injustice has received international recognition. She is best known for her groundbreaking social experiment of bringing children of Holocaust survivors face-to-face with children of Nazis,and later,grandchildren and great-grandchildren of African American slaves with slave owners. She is also a professor of psychology at Northwestern University and author of numerous journal articles and three books:Doing Psychotherapy Effectively and Justice Matters:Legacies of the Holocaust and World War II,and The Science of Diversity.
Getting to Yes:Negotiating Agreement Without Giving In is a best-selling 1981 non-fiction book by Roger Fisher and William Ury. Subsequent editions in 1991 and 2011 added Bruce Patton as co-author. All of the authors were members of the Harvard Negotiation Project.
Susan Horowitz Cain is an American writer and lecturer.
Quiet:The Power of Introverts in a World That Can't Stop Talking is a 2012 nonfiction book written by American author and speaker Susan Cain. Cain argues that modern Western culture misunderstands and undervalues the traits and capabilities of introverted people,leading to "a colossal waste of talent,energy,and happiness".
Amy Joy Casselberry Cuddy is an American social psychologist,author and speaker. She is a proponent of "power posing",a self-improvement technique whose scientific validity has been questioned. She has served as a faculty member at Rutgers University,Kellogg School of Management and Harvard Business School. Cuddy's most cited academic work involves using the stereotype content model that she helped develop to better understand the way people think about stereotyped people and groups. Though Cuddy left her tenure-track position at Harvard Business School in the spring of 2017,she continues to contribute to its executive education programs.
Joan C. Williams is an American feminist legal scholar whose work focuses on issues faced by women in the workplace. She currently serves as the Founding Director at the Center for WorkLife Law. Williams is also a Distinguished Professor of Law at the University of California,Hastings School Law. Williams also contributes to the Harvard Business Review blog,the Huffington Post,and the Psychology Today blog.
William Ury is an American author,academic,anthropologist,and negotiation expert. He co-founded the Harvard Program on Negotiation. Additionally,he helped found the International Negotiation Network with former President Jimmy Carter. Ury is the co-author of Getting to Yes with Roger Fisher,which set out the method of principled negotiation and established the idea of the best alternative to a negotiated agreement (BATNA) within negotiation theory.
The Harvard Negotiation Project is a project created at Harvard University which deals with issues of negotiations and conflict resolution.
Robert Harris Mnookin is an American lawyer,author,and the Samuel Williston Professor of Law at Harvard Law School. He focuses largely on dispute resolution,negotiation,and arbitration and was one of the primary co-arbitrators that resolved a 7-year software rights dispute between IBM and Fujitsu in the 1980s. Mnookin has been the Chair of the Program on Negotiation at Harvard Law School since 1994.
Sarah-Lindsay Patton "Pattie" Boyle was an American author and civil rights activist from Virginia during the Civil Rights Movement. She is the author of The Desegregated Heart and various articles and books about race relations in Virginia and the South. Boyle was a "faculty wife" of drama professor,E. Roger Boyle,at the University of Virginia. Boyle was the first white person to serve on the board of directors for the Charlottesville NAACP chapter. She was "an outspoken advocate for desegregation in her native South."
Michael Tsur is an Israeli attorney,negotiator,mediator,and academic. He teaches mediation and negotiation in several institutions worldwide and was involved as a negotiator in a number of events,such as Kidnapping of Alan Johnston,Siege of the Church of the Nativity in Bethlehem and Israeli disengagement from Gaza.
References
- ↑ Landy, Heather. "The 10 best Quartz at Work stories about managing people". Quartz.
- ↑ "Love and Relationships Books - Best Sellers - Oct. 12, 2014 -". The New York Times.
- ↑ "Negotiating Difficult Conversations: Dealing with Tough Topics Productively". PON - Program on Negotiation at Harvard Law School. 8 June 2018.
- ↑ Tiffany, Laura (15 May 2000). "Conflict Management Expert Sheila Heen". Entrepreneur Magazine.
- ↑ "After Oxy". Occidental College. 21 September 2018.
- ↑ "WEDDINGS; Sheila K. Heen, John M. Richardson". The New York Times. 5 June 1994.
- ↑ DeSmet, Nicole Higgins (2 December 2013). "Taking Questions on How to Negotiate Family Conflict". The New York Times.
- ↑ "Harvard Negotiation Project". PON - Program on Negotiation at Harvard Law School.
- ↑ "Greatest books in psychology". Tom Butler-Bowdon.
- ↑ "Books for a Better Life Awards - March 23, 2015". The New Sun Newspaper.