Solution-Focused Negotiation : From Family Disputes to Politics

• Autore: Handelman Sapir
• Pubblicazione: Cham : , : Springer International Publishing AG, , 2024; ©2024
• Edizione: 1st ed.
• Descrizione fisica: 1 online resource (160 pages)
• Disciplina: 303.69
• Nota di contenuto: Intro -- 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. ; Rules-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.
• Titolo autorizzato: Solution-Focused Negotiation
• ISBN: 3-031-52876-X
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Lingua di pubblicazione: Inglese
• Record Nr.: 9910847076003321
• Lo trovi qui: Univ. Federico II
• Serie: Professional Practice in Governance and Public Organizations Series