LEADER 04474nam 22004333 450 001 9910847076003321 005 20240412080246.0 010 $a3-031-52876-X 035 $a(CKB)31253164800041 035 $a(MiAaPQ)EBC31266900 035 $a(Au-PeEL)EBL31266900 035 $a(MiAaPQ)EBC31233458 035 $a(Au-PeEL)EBL31233458 035 $a(EXLCZ)9931253164800041 100 $a20240412d2024 uy 0 101 0 $aeng 135 $aur||||||||||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aSolution-Focused Negotiation $eFrom Family Disputes to Politics 205 $a1st ed. 210 1$aCham :$cSpringer International Publishing AG,$d2024. 210 4$d©2024. 215 $a1 online resource (160 pages) 225 1 $aProfessional Practice in Governance and Public Organizations Series 311 $a3-031-52875-1 327 $aIntro -- Preface -- Contents -- 1 Introduction -- 2 Solution-Focused Negotiation -- Conflict and Negotiation -- Resolvable and Irresolvable Conflicts -- Micro-conflicts-Macro-solutions -- The Building Blocks -- Four Variables -- Notes -- References -- 3 The Mediator's Trap -- Intractable Conflict-An Unending Story -- Barriers and Game Changers -- Strategic and Tactical Barriers -- The Trap of a Problem-Solving Mediator-Competition and Cooperation -- The Trap of a Power Mediator: Who is the "Real" Manipulator? -- 'Islands of Agreement'-Points of Agreement Within Disagreements -- Negotiators Know the Solutions at the Beginning of the Process -- The Game Changer -- The First Agreement and the Strategic Mistake -- The Second Agreement and the Limits of Shuttle Negotiation -- Concluding Remarks -- Notes -- References -- 4 Three Types of Negotiation -- Negotiating with the Devil -- Bargaining, Problem-Solving and Consensus-Building -- The Historical Debate-Realism, Pluralism and Contractualism -- Realism-Negotiation as Bargaining -- The Limits of Realism -- Pluralism-Negotiation as Problem-Solving -- The First Experiment-Manipulation, Negotiation and Problem-Solving -- Negotiation as Problem-Solving-The Limitations -- Contractualism-Negotiation as Consensus-Building -- Conflict in Northern Ireland -- The Need for a Different Approach -- Contractualism-A Third Paradigm in Peace and Conflict Studies -- Negotiating with the Devil-The All-Party Talks -- The All-Party Talks-A Consensus-Building Device -- Dead-Line-Last-Ditch Effort -- The Final Episode -- Concluding Remarks -- Notes -- References -- 5 Transformation -- Negotiating Cooperative -- Motivation-A Strong Desire to Solve the Conflict by Peaceful Means -- Ripe Moment for Negotiation -- Different Perspectives, Creating Value and Back-Door Mediation. 327 $aRules-Commitment to Constructive Rules of Negotiation -- Two General Ground Rules -- Two Interactive Systems of Thinking and Operation -- First Rule-Do Not Demean One Another and Do Show Respect -- Second Rule-Avoid Historical Debate about the Origin of the Conflict and Past Evils -- Historical Justice Versus Practical Justice -- Negotiating Platform -- Human Limitations and Support Systems -- Back-Door Mediation -- Artificial Intelligence (AI) Tools -- Visionary Mediator -- Concluding Remarks -- Notes -- References -- 6 Practicality -- Binary Trap -- Resolvable and Irresolvable Conflicts -- Conflicts of Interests -- Leaders Who Did Not Know How to Negotiate -- Cognitive Biases and the Binary Trap -- Concluding Remarks -- Notes -- References -- 7 Discovery -- Three Types of Game Changers -- Negotiation as a Discovery Procedure -- Ideal Mediators and Key Game Changers -- Three Forms of Negotiation and Key Game Changers -- Positional Bargaining-Islands of Agreement -- Problem-Solving Cooperative-Changing Concepts -- 'Working Trust' and 'Basic Trust'-Political Dispute -- 'Working Trust' and 'Basic Trust'-Family Dispute -- 'Working Trust' as a Key Game Changer -- Consensus-Building-Supportive Environment -- Concluding Remarks -- Notes -- References -- In Conclusion -- References -- Index. 410 0$aProfessional Practice in Governance and Public Organizations Series 676 $a303.69 700 $aHandelman$b Sapir$01676028 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910847076003321 996 $aSolution-Focused Negotiation$94154597 997 $aUNINA