Agreed!

In the 2nd half of the 20th century, scientific research unveiled the psychological mechanisms which contribute towards the forming of agreements. Mediation started to break impasses that negotiation could not resolve. This book shows how these findings result in an incredibly powerful method to negotiate contracts and treaties and resolve conflicts of all sorts.
With over 30 years of experience in negotiation and mediation, the author underlines the importance of dealing with and using emotions as constructive elements in conflict resolution.

Written in an easy to read manner and citing many well-known references, this book will appeal to all professionals of negotiation and mediation, lawyers, corporate counsels, business managers, unions and association representatives, project managers, mediators etc.

Details : 

Table of contents :

• Thomas J. Stipanowich: FOREWORD
• INTRODUCTION
• PART I: UNDERSTANDING CONFLICTS
• Introduction
• Conflicts and Disputes
• 1      What Is a Dispute?
• 2      Needs, Interests and Desires
• 3      Emotions in Negotiation/Mediation
• 4      The Various Emotions in Negotiation/Mediation
• 5      The Emotional Journey Toward an Agreement
• 6      How Do Conflicts Resolve?
• 7      The Personalities of the Negotiators
• 8      Power in Negotiation
• 9      Relationships within the Conflict
• Conclusion on Conflicts
• PART II: OVERCOMING THE OBSTACLES TO NEGOTIATION/MEDIATION
• 1       Identifying Relational Problems
• 2       How to Treat a Relational Problem
• 3       Identifying Information Problems
• 4       How to Remedy Information Problems
• PART III: PREPARING FOR THE NEGOTIATION/MEDIATION
• Introduction
• 1       Why Negotiate and What For?
• 2       How to Satisfy Our Needs
• 3       The Level of Satisfaction to Be Obtained
• 4       When to Negotiate/Mediate?
• 5       The Members of the Team
• 6       Negotiate the Negotiation/Mediation
• PART IV: COMMUNICATING IN NEGOTIATION/MEDIATION
• Introduction
• 1       Create Positive Emotion with Anybody
• 2       Listen to Learn More
• 3       Speaking to Be Heard
• 4       Saying No
• PART V: RESOLVING PROBLEMS
• 1       Resolving Structural Problems
• 2       Resolving Conflicts of Interests
• 3       Resolving Evaluation Conflicts
• 4       Conclusion on Negotiation/Mediation
• PART VI: MEDIATION
• A Third Party between the Parties
• The History of Mediation
• The Main Mediation Models
• The Stages of Mediation
• The Stages of Mediation
• The Facts
• The Discovery of the Interests
• The Options
• The Solution
• The Main Tools of the Mediators
• The Mediation Centres
• The Implementation of Mediation
• PART VII: INTERNATIONAL/INTERCULTURAL NEGOTIATION/MEDIATION
• 1     Where is the problem?
• 2     The 6D Model of Geert Hofstede
• Essential Bibliography
• Acknowledgments
• About the author
• ICC Dispute Resolution Publications
• ICC at a glance