The Negotiation Handbook

by Patrick J. Cleary

Overview

Whether you're involved in a labor-management dispute or a landlord-tenant disagreement, considering a major purchase or overseeing a large commercial transaction, there are elements that are common to all negotiations. This book walks the reader through the world of negotiating in an easy-to-follow, step-by-step fashion, covering the macro and micro-process of negotiations, the importance of adequate preparation, knowledge of the rules, and the role and usefulness of a mediator.Written by a senior business policy analyst and former labor mediator for the U.S. government, the book focuses on labor-management negotiations; however, the concepts, skills, and insight it offers go well beyond labor-management disputes. The book is as useful for a first-time homebuyer or a business student as it is for a veteran union arbitrator or a busy executive.

Product Details

ISBN-13:	9781315291635
Publisher:	Taylor & Francis
Publication date:	09/17/2016
Sold by:	Barnes & Noble
Format:	eBook
Pages:	194
File size:	338 KB

About the Author

National Mediation Board,
Patrick J. Cleary is currently at the National Association of Manufacturers, where he is vice president of the Human Resources Policy (HRP) department. A former federal mediator with nearly twenty years of dispute resolution and negotiation experience, Cleary spent five years as a member and chairman of the National Mediation Board, mediating high-profile disputes in the airline and railroad industries. Previously, Cleary was managing partner of The Brock Group, a labor and transportation consulting practice Cleary founded with former Labor Secretary Bill Brock. He has served as deputy assistant secretary of labor for policy for the Labor Department and also worked as an arbitrator hearing consumer disputes for the Better Business Bureau. Cleary is a recognized expert in negotiation and dispute resolution and has lectured on the topic at Georgetown University Law School, Stanford University’s Graduate School of Business, the San Francisco Academy, and the University of Virginia’s Darden School.

Table of Contents

Introduction; Chapter 1 The Dynamics of Negotiation; Chapter 2 Preparing for the Negotiation; Chapter 3 The Basics of Conflict Resolution; Chapter 4 The Negotiation; Chapter 5 Rules; Chapter 6 Mediators: Lessons and Observations; Epilogue The Gym Wall;

Editorial Reviews

"The negotiation process is about power, ego, leverage, saving face and being right," says former U.S. government labor mediator Cleary, and throughout, gifted negotiators keep their eyes on the prize: a deal. Cleary admonishes negotiators to prepare by learning the facts, sticking to principles, and setting priorities. The author illustrates his points with personal examples, and his anecdotes make the book an easy read. Filled with useful, commonsense tips, this well-organized book includes chapters on dynamics, preparation, and general rules as well as the basics of conflict resolution. Finally, while the book is written for negotiators, one chapter specifically addresses mediators. Reminding readers that negotiation is about process, he explains that "the best negotiators have the patience of Job," and while his experience clearly lies in the labor/management sector, he offers one tip for anyone negotiating airfare, a night in a hotel, or the price of inline skates: always ask the question, "Can you do any better?" Recommended for public and business libraries. Julie Denny, Resolutions, New York Copyright 2001 Cahners Business Information.

Library Journal

An experienced negotiator in labor relations, Cleary sets out the principles of negotiation that are common as well to landlord- tenant disagreements, major purchases, large commercial transactions, and other situations. He covers the dynamics, preparing, the basics of conflict resolution, the negotiation, rules, and lessons and observations about mediators. Annotation c. Book News, Inc., Portland, OR (booknews.com)

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