| Preface |
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xxv | |
| Acknowledgments |
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xxxi | |
| PART I. CONCEPTS AND MODELS OF NEGOTIATION |
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1 | (2) |
| Chapter 1. Conflict Theory: Concepts of Conflict and Negotiation |
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3 | (36) |
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A. Conflict Theory: Theoretical Underpinnings of Conflict and Dispute Resolution |
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4 | (10) |
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Carrie Menkel-Meadow, Conflict Theory |
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4 | (5) |
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8 | (1) |
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Thomas C. Schelling, The Strategy of Conflict |
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9 | (1) |
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Mary Parker Follett, Constructive Conflict |
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10 | (2) |
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Deborah Tannen, The Argument Culture: Moving from Debate to Dialogue |
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12 | (1) |
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Carrie Menkel-Meadow, The Trouble with the Adversary System in a Postmodern, Multicultural World |
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13 | (1) |
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14 | (1) |
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14 | (25) |
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1. Concepts of Conflict and Negotiation |
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15 | (14) |
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Carrie Menkel-Meadow, Roots and Inspirations: A Brief History of the Foundations of Dispute Resolution |
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15 | (1) |
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Jonathan R. Cohen, Adversaries? Partners? How About Counterparts? On Metaphors in the Practice and Teaching of Negotiation and Dispute Resolution |
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16 | (3) |
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19 | (1) |
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Gerald Williams, Negotiation as a Healing Process |
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19 | (5) |
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24 | (1) |
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Linda L. Putnam, Challenging the Assumptions of Traditional Approaches to Negotiation |
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24 | (3) |
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26 | (1) |
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Frank E.A. Sander & Jeffrey Rubin, The Janus Quality of Negotiation: Dealmaking and Dispute Settlement |
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27 | (1) |
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Michael L. Moffitt, Disputes as Opportunities to Create Value |
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28 | (1) |
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29 | (1) |
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2. Descriptions of the Negotiation Process |
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29 | (10) |
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Gerald Williams, Legal Negotiation and Settlement |
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29 | (4) |
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32 | (1) |
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Philip H. Gulliver, Disputes and Negotiations: A Cross-Cultural Perspective |
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33 | (1) |
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34 | (1) |
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Russell Korobkin, A Positive Theory of Legal Negotiation |
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34 | (9) |
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37 | (2) |
| Chapter 2. Preparing and Making Your Case |
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39 | (50) |
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David A. Lax & James K. Sebenius, Interests: The Measure of Negotiation |
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39 | (50) |
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43 | (9) |
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G. Richard Shell, Bargaining for Advantage: Negotiation Strategies for Reasonable People |
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43 | (3) |
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45 | (1) |
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Jennifer Gerarda Brown, The Role of Hope in Negotiation |
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46 | (4) |
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Andrea Kupfer Schneider, Aspirations in Negotiation |
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50 | (2) |
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52 | (1) |
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B. Limits—BATNA and Reservation Point |
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52 | (11) |
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Roger Fisher, William Ury & Bruce Patton, Getting to YES: Negotiating Agreement Without Giving In |
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53 | (1) |
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53 | (1) |
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Russell Korobkin, A Positive Theory of Legal Negotiation |
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54 | (4) |
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56 | (2) |
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Jeffrey M. Senger, Decision Analysis in Negotiation |
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58 | (5) |
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A Note on Decision Tree Analysis in Action |
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59 | (4) |
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63 | (1) |
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63 | (15) |
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Cecilia Albin, The Role of Fairness in Negotiations |
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63 | (6) |
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68 | (1) |
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Roger Fisher, William Ury & Bruce Patton, Getting to YES: Negotiating Agreement Without Giving In |
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69 | (2) |
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70 | (1) |
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Russell Korobkin & Chris Guthrie, Psychological Barriers to Litigation Settlement: An Experimental Approach |
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71 | (1) |
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72 | (1) |
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Chris Guthrie, Principles of Influence in Negotiation |
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72 | (2) |
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Robert B. Cialdini, Influence: The Psychology of Persuasion |
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74 | (4) |
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78 | (1) |
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78 | (11) |
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79 | (1) |
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Robert B. Cialdini, Influence: The Psychology of Persuasion |
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80 | (4) |
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82 | (2) |
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Douglas Stone, Bruce Patton & Sheila Heen, Difficult Conversations: How to Discuss What Matters Most |
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84 | (5) |
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86 | (3) |
| Chapter 3. Integrative Negotiation: Expanding the Pie and Solving the Problem |
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89 | (58) |
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89 | (11) |
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Leonard Greenhalgh, The Case Against Winning in Negotiations |
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89 | (2) |
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91 | (1) |
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Roger Fisher, William Ury & Bruce Patton, Getting to YES: Negotiating Agreement Without Giving In |
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91 | (5) |
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95 | (1) |
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Carrie Menkel-Meadow, Toward Another View of Legal Negotiation: The Structure of Problem Solving |
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96 | (4) |
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100 | (1) |
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100 | (5) |
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David A. Lax & James K. Sebenius, The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain |
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100 | (2) |
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101 | (1) |
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Andrea Kupfer Schneider, Shattering Negotiation Myths: Empirical Evidence on the Effectiveness of Negotiation Style |
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102 | (3) |
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105 | (1) |
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105 | (9) |
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Gerald B. Wetlaufer, The Limits of Integrative Bargaining |
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106 | (3) |
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Chris Guthrie, Panacea or Pandora's Box? The Costs of Options in Negotiation |
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109 | (5) |
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114 | (1) |
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D. Skill Building for Creative Problem Solving |
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114 | (33) |
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Jennifer Gerarda Brown, Creativity and Problem-Solving |
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115 | (6) |
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119 | (2) |
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Carrie Menkel-Meadow, Aha? Is Creativity Possible in Legal Problem Solving and Teachable in Legal Education? |
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121 | (4) |
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Dean Pruitt, Achieving Integrative Agreements |
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125 | (4) |
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129 | (1) |
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Leigh Thompson, The Mind and Heart of the Negotiator |
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129 | (4) |
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132 | (1) |
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Roger Fisher, Elizabeth Kopelman & Andrea Kupfer Schneider, Beyond Machiavelli: Tools fin, Coping with Conflict |
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133 | (5) |
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136 | (2) |
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David B. Falk, The Art of Contract Negotiation |
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138 | (2) |
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139 | (1) |
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Michael L. Moffitt, Disputes as Opportunities to Create Value |
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140 | (8) |
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144 | (3) |
| Chapter 4. Distributive Bargaining: Dividing the Pie and Mixed Models |
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147 | (42) |
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Kenneth Thomas, Conflict and Conflict Management |
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148 | (3) |
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150 | (1) |
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Howard Raiffa, The Art and Science of Negotiation |
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151 | (1) |
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A. Adversarial Approaches |
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151 | (14) |
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152 | (3) |
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Gary Goodpaster, A Primer on Competitive Bargaining |
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152 | (1) |
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Carrie Menkel-Meadow, Toward Another View of Legal Negotiation: The Structure of Problem Solving |
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152 | (3) |
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155 | (1) |
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155 | (5) |
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Michael Meltsner & Philip G. Schrag, Negotiation, in Public Interest Advocacy: Materials for Clinical Legal Education |
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155 | (4) |
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Robert H. Mnookin, Scott R. Peppet & Andrew S. Tulumello, Beyond Winning: Negotiating To Create Value in Deals and Disputes |
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159 | (1) |
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160 | (1) |
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Carrie Menkel-Meadow, Toward Another View of Legal Negotiation: The Structure of Problem Solving |
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160 | (3) |
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Andrea Kupfer Schneider, Shattering Negotiation Myths: Empirical Evidence on the Effectiveness of Negotiation Style |
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163 | (2) |
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165 | (1) |
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165 | (4) |
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165 | (2) |
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Roger Fisher, William Ury & Bruce Patton, Getting to YES: Negotiating Agreement Without Giving In |
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165 | (1) |
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Gerald R. Williams, Legal Negotiation and Settlement |
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166 | (1) |
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167 | (1) |
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167 | (2) |
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Chester L. Karrass, The Negotiating Game |
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167 | (2) |
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169 | (1) |
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C. Mixed Models and Prisoner's Dilemma |
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169 | (15) |
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Douglas R. Hofstadter, Metamagical Thews: Questing for the Essence of Mind and Pattern |
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169 | |
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171 | |
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Robert Axelrod, The Evolution of Cooperation |
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17 | (160) |
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176 | (1) |
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Michael L. Moffitt, Disputes as Opportunities to Create Value |
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177 | (1) |
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Douglas R. Hofitadter, Metamagical Themas: Questingibr the Essence of Mind and Pattern |
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178 | (1) |
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178 | (1) |
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Ronald J. Gilson, Creation by Business Lawyers: Legal Skills and Asset Pricing |
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179 | (1) |
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181 | |
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Natalie Angier, Why We're So Nice: We're Wired to Cooperate |
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180 | (2) |
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181 | (1) |
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Robert Axelrod, The Evolution of Cooperation |
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182 | (2) |
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183 | (1) |
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184 | (3) |
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David A. Lax & James K. Sebenius, The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain |
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184 | (2) |
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Robert H. Mnookin, Scott R. Peppet & Andrew S. Tulumello, Beyond Winning: Negotiating To Create Value in Deals and Disputes |
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186 | (1) |
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187 | (1) |
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E. Choosing Among Negotiation Approaches |
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187 | (4) |
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Carrie Menkel-Meadow, The Art and Science of Problem Solving Negotiation |
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188 | (3) |
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188 | (1) |
| PART II. SKILLS FOR NEGOTIATION |
|
189 | (2) |
| Chapter 5. Working with Your Client: Interviewing, Counseling, and Representing |
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191 | (50) |
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A. Interviewing and Counseling |
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191 | (25) |
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1. Learning Your Client's Needs |
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191 | (9) |
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David A. Binder, Paul B. Bergman, Susan C. Price & Paul K. Tremblay, Lawyers as Counselors: A Client-Centered Approach |
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191 | (4) |
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Christine Hurt, No Harm Intended: Teaching a Torts Class Offered Endless Opportunity for Dark Humor— Until It Became No Laughing Matter |
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195 | (1) |
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Warren Lehman, The Pursuit of a Client's Interest |
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196 | (2) |
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Chris Guthrie & David Sally, The Impact of the Impact Bias on Negotiation |
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198 | (2) |
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200 | (1) |
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200 | (9) |
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Robert M. Bastress & Joseph D. Harbaugh, Interviewing, Counseling and Negotiating: Skills for Effective Representation |
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200 | (5) |
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204 | (1) |
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David A. Binder, Paul B. Bergman, Susan C. Price & Paul K. Tremblay, Lawyers as Counselors: A Client-Centered Approach |
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205 | (4) |
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208 | (1) |
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208 | (1) |
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209 | (7) |
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David A. Binder, Paul B. Bergman, Susan C. Price & Paul K. Tremblay, Lawyers as Counselors: A Client-Centered Approach |
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209 | (4) |
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211 | (2) |
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Donald Gifford, The Synthesis of Legal Counseling and Negotiation Models: Preserving Client-Centered Advocacy in the Negotiation Context |
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213 | (3) |
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215 | (1) |
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B. Attorney-Client Issues |
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216 | (25) |
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Jeffrey Z. Rubin & Frank E.A. Sander, When Should We Use Agents? Direct vs. Representative Negotiation |
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216 | (2) |
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217 | (1) |
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Robert H. Mnookin, Scott R. Peppet & Andrew S. Tulumello, Beyond Winning: Negotiating To Create Value in Deals and Disputes |
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218 | (5) |
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222 | (1) |
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Jayne Seminare Docherty & Marcia Caton Campbell, Teaching Negotiators to Analyze Conflict Structure and Anticipate the Consequences of Principal-Agent Relationships |
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223 | (4) |
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226 | (1) |
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Ronald J. Gilson, Value Creation by Business Lawyers: Legal Skills and Asset Pricing |
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227 | (2) |
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228 | (1) |
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Ronald J. Gilson & Robert H. Mnookin, Disputing Through Agents: Cooperation and Conflict Between Lawyers in Litigation |
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229 | (4) |
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233 | (1) |
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Rachel Croson & Robert H. Mnookin, Does Disputing Through Agents Enhance Cooperation? Experimental Evidence |
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233 | (2) |
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Scott Peppet, Six Principles for Using Negotiating Agents to Maximum Advantage |
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235 | (6) |
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239 | (2) |
| Chapter 6. Relating to Your Counterpart: Reputation, Trust, Rapport, and Power |
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241 | (38) |
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241 | (5) |
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Steven Glick & Rachel Croson, Reputations in Negotiation |
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241 | (2) |
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Cathy Tinsley et al., Tough Guys Finish Last: The Perils of a Distributive Reputation |
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243 | (3) |
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246 | (1) |
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246 | (10) |
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Roy J. Lewicki & Barbara Benedict Bunker, Trust in Relationships: A Model of Development and Decline |
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247 | (3) |
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Roy J. Lewicki & Carolyn Wiethoff, Trust, Trust Development, and Trust Repair |
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250 | (4) |
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252 | (2) |
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Leigh Thompson, The Mind and Heart of the Negotiator |
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254 | (2) |
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255 | (1) |
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256 | (6) |
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Janice Nadler, Rapport in Negotiation and Conflict Resolution |
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256 | (6) |
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261 | (1) |
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262 | (17) |
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Robert S. Adler & Elliot M. Silverstein, When David Meets Goliath: Dealing with Power Differentials in Negotiations |
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262 | (3) |
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Peter T. Coleman, Power and Conflict |
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265 | (5) |
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270 | (1) |
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Russell Korobkin, Bargaining Power as Threat of Impasse |
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270 | (3) |
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Robert S. Adler & Elliot M. Silverstein, When David Meets Goliath: Dealing with Power Differentials in Negotiations |
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273 | (7) |
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278 | (1) |
| Chapter 7. Working with Your Counterpart: Understanding, Listening, Emotions, and Apology |
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279 | (48) |
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Melissa Nelken, Negotiation and Psychoanalysis: If I'd Wanted to Learn About Feelings, I Wouldn't Have Gone to Law School |
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279 | (1) |
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Roger Fisher & Wayne H. Davis, Six Basic Interpersonal Skills for a Negotiator's Repertoire |
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280 | (4) |
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283 | (1) |
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A. Understanding Your Counterpart |
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284 | (13) |
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Robert H. Mnookin, Scott R. Peppet & Andrew S. Tulumello, Beyond Winning: Negotiating To Create Value in Deals and Disputes |
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284 | (2) |
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285 | (1) |
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Roger Fisher, Elizabeth Kopelman & Andrea Kupfer Schneider, Beyond Machiavelli: Tools for Coping with Conflict |
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286 | (5) |
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290 | (1) |
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Rick Ross, The Ladder of Inference |
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291 | (4) |
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Andrea Kupfer Schneider, Effective Responses to Offensive Comments |
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295 | (2) |
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297 | (1) |
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297 | (5) |
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Douglas Stone, Bruce Patton & Sheila Heen, Difficult Conversations: How to Discuss What Matters Most |
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297 | (3) |
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Robert S. Adler & Elliot M. Silverstein, When David Meets Goliath: Dealing with Power Differentials in Negotiations |
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300 | (2) |
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301 | (1) |
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A Note on Active Listening |
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301 | (1) |
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302 | (12) |
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Daniel L. Shapiro, Emotions in Negotiation: Peril or Promise? |
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302 | (4) |
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Peter Reilly, Teaching Law Students How to Feel: Using Negotiations Training to Increase Emotional Intelligence |
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306 | (4) |
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308 | (2) |
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Clark Freshman, Adele Hayes & Greg Feldman, The Lawyer-Negotiator as Mood Scientist: What We Know and Don't Know About How Mood Relates to Successful Negotiation |
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310 | (4) |
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313 | (1) |
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314 | (13) |
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Jennifer Gerarda Brown, The Role of Apology in Negotiation |
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314 | (4) |
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Jonathan R. Cohen, Advising Clients to Apologize |
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318 | (9) |
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323 | (4) |
| Chapter 8. Recognizing and Responding to Barriers in Negotiation |
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327 | (50) |
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A. Psychological Factors in Negotiation |
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327 | (26) |
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Russell Korobkin & Chris Guthrie, Heuristics and Biases at the Bargaining Table |
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327 | (26) |
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334 | (4) |
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Daniel Kahneman & Amos Tversky, Conflict Resolution: A Cognitive Perspective |
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334 | (1) |
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335 | (1) |
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Russell Korobkin & Chris Guthrie, Psychological Barriers to Litigation Settlement: An Experimental Approach |
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335 | (1) |
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338 | (1) |
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2. Informational Barriers |
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338 | (7) |
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Robert Mnookin, Why Negotiations Fail: An Exploration of Barriers to Conflict Resolution |
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339 | (1) |
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340 | (1) |
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Max H. Bazerman & Margaret A. Neale, Negotiating Rationally |
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341 | (1) |
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343 | (1) |
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Daniel Kahneman & Amos Tvcrsky, Conflict Resolution: A Cognitive Perspective |
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344 | (1) |
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345 | (1) |
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345 | (9) |
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Max H. Bazerman & Margaret A. Neale, Negotiating Rationally |
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346 | (3) |
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Lee Ross, Reactive Devaluation in Negotiation and Conflict Resolution |
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349 | (1) |
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352 | (1) |
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353 | (4) |
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Richard Birke, Reconciling Loss Aversion and Guilty Pleas |
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354 | (3) |
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356 | (1) |
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C. Strategies for Recognizing and Responding to Negotiation Barriers and Dilemmas |
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357 | (20) |
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Andrea Kupfer Schneider, Effective Responses to Offensive Comments |
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357 | (5) |
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362 | (1) |
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Robert S. Adler & Elliot M. Silverstein, When David Meets Goliath: Dealing with Power Differentials in Negotiations |
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362 | (4) |
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Robert S. Adler, Benson Rosen & Elliot M. Silverstein, How to Manage Fear and Anger |
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366 | (2) |
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Gary Goodpaster, A Primer on Competitive Bargaining |
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368 | (4) |
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William Ury, Getting Past No: Negotiating with Difficult People |
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372 | (5) |
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373 | (4) |
| Chapter 9. Dealing with Differences: Culture, Gender, and Race |
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377 | (54) |
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377 | (23) |
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1. Culture and Negotiation |
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377 | (9) |
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Kevin Avruch, Culture and Negotiation Pedagogy |
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378 | (2) |
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Jayne Seminare Docherty, Culture and Negotiation: Symmetrical Anthropology for Negotiators |
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380 | (1) |
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Jeffrey Z. Rubin & Frank E.A. Sander, Culture, Negotiation, and the Eye of the Beholder |
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381 | (2) |
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James K. Sebenius, Caveats for Cross-Border Negotiations |
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383 | (3) |
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386 | (1) |
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386 | (14) |
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Jeswald W. Salacuse, Ten Ways That Culture Affects Negotiation Style: Sonic Survey Results |
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387 | (5) |
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391 | (1) |
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Kevin Avruch, Culture as Context, Culture as Communication: Considerations for Humanitarian Negotiators |
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392 | (4) |
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396 | (1) |
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Sharon Doerre, Negotiating Gender and Authority in Northern Syria |
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396 | (6) |
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400 | (1) |
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400 | (20) |
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Carol Gilligan, In a Diffiyent Voice: Psychological Theory and Women's Development |
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400 | (2) |
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Carrie Menkel-Meadow, Feminist Discourse, Moralilties and the Law—A Conversation |
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402 | (4) |
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405 | (1) |
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Carol Rose, Bargaining and Gender |
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406 | (4) |
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408 | (2) |
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Charles B. Craver & David W. Barnes, Gender, Risk Taking, and Negotiation Performance |
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410 | (3) |
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411 | (2) |
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Linda Babcock & Sara Laschever, Women Don't Ask: Negotiation and the Gender Divide |
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413 | (7) |
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Deborah Kolb & Judith Williams, Everyday Negotiation: Navigating the Hidden Agendas in Bargaining. Notes and Questions |
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420 | (1) |
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420 | (13) |
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Ian Ayres, Fair Driving: Gender and Race Discrimination in Retail Car Negotiations |
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|
420 | (1) |
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Ian Ayres, Further Evidence of Discrimination in New Car Negotiations and Estimates of Its Cause |
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421 | (4) |
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424 | (1) |
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Sharon Begley, The Stereotype Trap |
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|
425 | (2) |
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|
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426 | (1) |
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Phyllis Beck Kritek, Negotiating at an Uneven Table: A Practical Approach to Working with Difference and Diversity |
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427 | (7) |
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|
|
429 | (2) |
| PART III. LAW AND ETHICS IN NEGOTIATION |
|
431 | (2) |
| Chapter 10. Ethics in Negotiation |
|
433 | (50) |
|
A. How Lawyers (Should) Behave in Negotiations |
|
|
434 | (1) |
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Carrie Menkel-Meadow, What's Fair in Negotiation? What Is Ethics in Negotiation? |
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|
434 | (1) |
|
B. Ethical Rules and Legal Obligations |
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435 | (48) |
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1. The Law of Misrepresentation and Fraud |
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435 | (15) |
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Restatement (Second) of Torts §525 |
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435 | (1) |
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Restatement (Second) of Contracts 0161, 164 |
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435 | (1) |
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436 | (2) |
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436 | (1) |
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438 | (1) |
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438 | (4) |
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G. Richard Shell, Bargaining for Advantage: Negotiation Strategies for Reasonable People |
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438 | (1) |
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439 | (1) |
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441 | (1) |
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442 | (6) |
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Vulcan Metals Co. v. Simmons Manufacturing Co. |
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442 | (1) |
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443 | (1) |
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Beavers v. Lamplighters Realty |
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444 | (1) |
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Kabatchnick v. Hanover-Elm Building Corp. |
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445 | (1) |
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446 | (1) |
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Markov v. ABC Transfer & Storage Co. |
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446 | (2) |
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448 | (2) |
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Cresswell v. Sullivan & Cromwell |
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448 | (1) |
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450 | (1) |
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450 | (26) |
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Carrie Menkel-Meadow, Ethics, Morality and Professional Responsibility in Negotiation |
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450 | (9) |
|
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458 | (1) |
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G. Richard Shell, Bargaining for Advantage: Negotiation Strategies for Reasonable People |
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459 | (5) |
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|
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463 | (1) |
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James J. White, Machiavelli and the Bar: Ethical Limitations on Lying in Negotiation |
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464 | (2) |
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466 | (1) |
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Gerald B. Wetlaufer, The Ethics of Lying in Negotiations |
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466 | (5) |
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471 | (1) |
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Patrick J. Schiltz, On Being a Happy, Healthy, and Ethical Member of an Unhappy, Unhealthy, and Unethical Profession |
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471 | (5) |
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476 | (1) |
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476 | (9) |
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Warren Burger, The Necessity for Civility |
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477 | (1) |
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478 | (1) |
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Interim Report of the Committee on Civility of the Seventh Federal Judicial Circuit |
|
|
478 | (1) |
|
Final Report of the Committee on Civility of the Seventh Federal Judicial Circuit |
|
|
479 | (1) |
|
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|
480 | (1) |
|
Jonathan Cohen, When People Are the Means: Negotiating with Respect |
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|
480 | (9) |
|
|
|
482 | (1) |
| Chapter 11. The Law of Negotiation |
|
483 | (42) |
|
A. Negotiated Settlements as Contracts |
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|
485 | (1) |
|
|
|
485 | (1) |
|
B. Legal Authority to Negotiate: Lawyer-Client/Agent-Principal |
|
|
486 | (5) |
|
Restatement (Third) of Agency 551.01, 2.02 |
|
|
487 | (1) |
|
Restatement (Second) of Agency 5348 |
|
|
487 | (1) |
|
Model Rule of Professional Conduct 1.2 |
|
|
488 | (1) |
|
Covington v. Continental General Tire, Inc. |
|
|
489 | (2) |
|
|
|
490 | (1) |
|
|
|
491 | (6) |
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1. Duty to Bargain Labor Law |
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|
491 | (2) |
|
|
|
493 | (1) |
|
2. Duty to Participate and Bargain— Court-Directed Negotiation |
|
|
493 | (4) |
|
G. Heileman Brewing Co., Inc. v. Joseph Oat Corp. |
|
|
494 | (3) |
|
D. Rules with Incentives to Bargain: Fees and Costs of Negotiating |
|
|
497 | (6) |
|
Federal Rule of Civil Procedure 68 |
|
|
497 | (2) |
|
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|
497 | (2) |
|
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|
499 | (4) |
|
|
|
502 | (1) |
|
E. Multiple-Party Settlements |
|
|
503 | (8) |
|
1. Lawyers' Duties with Multiple Clients |
|
|
503 | (1) |
|
Model Rule of Professional Conduct 1.8(g) |
|
|
504 | (1) |
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|
|
504 | (5) |
|
Amchem Products, Inc. v. Windsor |
|
|
504 | (4) |
|
|
|
508 | (1) |
|
3. Joint and Several Liability for and Contributions to Settlements; Mary Carter Agreements |
|
|
509 | (2) |
|
|
|
510 | (1) |
|
F. Confidentiality, Secrecy, and Transparency of Negotiations |
|
|
511 | (10) |
|
Federal Rule of Evidence 408 |
|
|
512 | (1) |
|
David Luban, Settlements and the Erosion of the Public Realm |
|
|
512 | (5) |
|
Carrie Menkel-Meadow, Public Access to Private Settlements: Conflicting Legal Policies |
|
|
517 | (4) |
|
|
|
520 | (1) |
|
G. Judicial Review of Negotiated Settlements |
|
|
521 | (2) |
|
|
|
521 | (7) |
|
|
|
522 | (1) |
|
H. Taxation of Negotiated Settlements and Attorneys' Fees |
|
|
523 | (2) |
| PART IV. COMPLEX NEGOTIATION PROCESSES |
|
525 | (2) |
| Chapter 12. Multiparty Negotiation |
|
527 | (48) |
|
A. Theories and Approaches to Multiparty Dispute Processes: How Are They Different? |
|
|
528 | (27) |
|
Robert H. Mnookin, Strategic Barriers to Dispute Resolution: A Comparison of Bilateral and Multilateral Negotiations |
|
|
528 | (1) |
|
Leigh Thompson, The Mind and Heart of the Negotiator |
|
|
529 | (10) |
|
Cass R. Sunstein, Deliberative Trouble? Why Groups Go to Extremes |
|
|
539 | (8) |
|
|
|
544 | (3) |
|
Carrie Menkel-Meadow, Introduction: From Legal Disputes to Conflict Resolution and Human Problem Solving |
|
|
547 | (1) |
|
|
|
548 | (1) |
|
Philip J. Harter, Negotiating Regulations: A Cure for Malaise |
|
|
548 | (7) |
|
|
|
554 | (1) |
|
B. Structures, Forms, Procedures, and Skills in Managing or Participating in Multiparty Processes |
|
|
555 | (12) |
|
|
|
556 | (1) |
|
David A. Straus, Managing Meetings to Build Consensus |
|
|
556 | (4) |
|
|
|
559 | (1) |
|
James K. Sebenius, Sequencing to Build Coalitions: With Whom Should I Talk First? |
|
|
560 | (7) |
|
|
|
567 | (1) |
|
C. Legal Issues in Multiparty Negotiation Settings |
|
|
567 | (8) |
|
Jeffrey R. Seul, Settling Significani Cases |
|
|
568 | (7) |
|
|
|
573 | (2) |
| Chapter 13. International Negotiation |
|
575 | (42) |
|
A. Causes of International Conflict |
|
|
575 | (8) |
|
Samuel P. Huntington, The Clash of Civilizations? |
|
|
576 | (4) |
|
|
|
579 | (1) |
|
Ted Robert Gurr, Peoples Against States: Ethnopolitical Conflict and the Changing World System: 1994 Presidential Address |
|
|
580 | (1) |
|
Michael Ignatieff, Blood and Belonging: Journeys into the New Nationalism |
|
|
581 | (2) |
|
|
|
582 | (1) |
|
B. International Negotiation |
|
|
583 | (12) |
|
Niccolo Machiavelli, The Prince |
|
|
583 | (3) |
|
|
|
585 | (1) |
|
Robert D. Putnam, Diplomacy and Domestic Politics: The Logic of Two-Level Games |
|
|
586 | (3) |
|
Eileen F. Babbitt, Challenges for International Diplomatic Agents |
|
|
589 | (3) |
|
|
|
591 | (1) |
|
Robert H. Mnookin, When Not to Negotiate: A Negotiation Imperialist Reflects on Appropriate Limits |
|
|
592 | (3) |
|
|
|
595 | (1) |
|
C. Facilitated Negotiation: International Mediation |
|
|
595 | (13) |
|
Roger Fisher, Elizabeth Kopelman & Andrea Kupfer Schneider, Beyond Machiavelli: Tools for Coping with Conflict |
|
|
597 | (3) |
|
|
|
600 | (1) |
|
I. William Zartman, The Timing of Peace Initiatives: Hurting Stalemates and Ripe Moments |
|
|
600 | (2) |
|
John Paul Lederach, Cultivating Peace: A Practitioner's View of Deadly Conflict and Negotiation |
|
|
602 | (2) |
|
|
|
603 | (1) |
|
Daniel Curran, James K. Sebenius & Michael Watkins, Two Paths to Peace: Contrasting George Mitchell in Northern Ireland with Richard Holbrooke in Bosnia-Herzegovina |
|
|
604 | (4) |
|
D. International Negotiation as an Alternative |
|
|
608 | (9) |
|
Andrea Kupfer Schneider, Getting Along: The Evolution of Dispute Resolution Regimes in the International Trade Organizations |
|
|
608 | (5) |
|
Torn Ginsburg & Richard H. McAdams, Adjudicating in Anarchy: An Expressive Theory of International Dispute Resolution |
|
|
613 | (5) |
|
|
|
615 | (2) |
| Chapter 14. Facilitated Negotiation: Mediation for Negotiators |
|
617 | (42) |
|
A. Introduction to Mediation |
|
|
618 | (12) |
|
|
|
618 | (1) |
|
2. The Advantages of Mediation |
|
|
619 | (3) |
|
|
|
622 | (1) |
|
3. The History of Mediation in the United States |
|
|
622 | (3) |
|
4. Two Perspectives on Mediation |
|
|
625 | (5) |
|
Carrie Menkel-Meadow, Introduction |
|
|
625 | (3) |
|
|
|
627 | (1) |
|
Lon L. Fuller, Mediation—Its Forms and Functions |
|
|
628 | (2) |
|
|
|
630 | (1) |
|
B. Approaches to Mediation |
|
|
630 | (15) |
|
1. Narrow or Broad Problem Definition, Evaluative or Facilitative |
|
|
630 | (5) |
|
Leonard L. Riskin, Mediator Orientations, Strategies and Techniques |
|
|
630 | (5) |
|
|
|
634 | (1) |
|
|
|
635 | (1) |
|
Susan S. Silbey & Sally E. Merry, Mediator Settlement Strategies |
|
|
635 | (1) |
|
|
|
636 | (1) |
|
3. Problem-Solving, Understanding-Based or Transformative |
|
|
636 | (5) |
|
Gary Friedman & Jack Himmelstein, The Understanding-Based Model of Mediation |
|
|
636 | (2) |
|
Robert A. Baruch Bush & Joseph P. Folger, The Promise of Mediation: The Transformative Approach to Conflict |
|
|
638 | (3) |
|
|
|
640 | (1) |
|
4. Trashing, Bashing, or Hashing |
|
|
641 | (2) |
|
James J. Alfini, Trashing, Bashing, and Hashing It Out: Is This the End of "Good Mediation"? |
|
|
641 | (2) |
|
|
|
642 | (1) |
|
5. Dispute Settlement or Transaction and Relationship Formation |
|
|
643 | (2) |
|
Scott R. Peppet, Contract Formation in Imperfect Markets: Should We Use Mediators in Deals? |
|
|
643 | (3) |
|
|
|
645 | (1) |
|
C. Examples of Mediations |
|
|
645 | (9) |
|
Frank J. Scardilli, Sisters of the Precious Blood v. Bristol-Myers Co.: A Shareholder-Management Dispute |
|
|
646 | (3) |
|
|
|
649 | (1) |
|
Eric Galton, Mediation of Medical Negligence Claims |
|
|
649 | (2) |
|
|
|
651 | (1) |
|
Lela P. Love, Glen Cove: Mediation Achieves What Litigation Cannot |
|
|
651 | (3) |
|
|
|
653 | (1) |
|
D. Advice for Attorney Representatives in Mediation |
|
|
654 | (5) |
|
Tom Arnold, 20 Common Errors in Mediation Advocacy |
|
|
655 | (4) |
| Appendix. Model Rules of Professional Conduct for Attorneys, American Bar Association |
|
659 | (18) |
| Table of Online Resources |
|
677 | (1) |
| Table of Rules and Statutes |
|
677 | (4) |
| Table of Cases |
|
681 | (2) |
| Collected References |
|
683 | (16) |
| Index |
|
699 | |
Other versions by this Author