Improvisational Negotiation

Improvisational Negotiation presents an original approach
for mediators, negotiators, and other dispute resolution
professionals. Drawing on his own experience plus those of his
colleagues, Jeffrey Krivis offers the reader dramatic,
well-crafted, and highly instructive stories about people in
conflict - families, organizations, corporations - and shows how
mediated negotiations help them to reach a successful resolution.

Unlike most books on the topic, Improvisational
Negotiation does not focus on theory, philosophy, or formulaic
procedures. The book highlights entertaining true stories that
illuminate the skills and tools a good mediator uses to direct a
successful negotiation and then asks the questions: What happened?
and What strategies can we learn?

Auteur

The Author Jeffrey Krivis has been a successful mediator and a pioneer in the field for fifteen years and has served as the president of the International Academy of Mediators and the Southern California Mediation Association. Krivis is on the board of visitors of Pepperdine Law School and serves as an adjunct professor of law at the Straus Institute for Dispute Resolution. In 1993 he received the Dispute Resolution Lawyer of the Year Award. Contact him at his Web site, www.firstmediation.com.

Résumé
Improvisational Negotiation presents an original approach for mediators, negotiators, and other dispute resolution professionals. Drawing on his own experience plus those of his colleagues, Jeffrey Krivis offers the reader dramatic, well-crafted, and highly instructive stories about people in conflict - families, organizations, corporations - and shows how mediated negotiations help them to reach a successful resolution. Unlike most books on the topic, Improvisational Negotiation does not focus on theory, philosophy, or formulaic procedures. The book highlights entertaining true stories that illuminate the skills and tools a good mediator uses to direct a successful negotiation and then asks the questions: What happened? and What strategies can we learn?

Contenu

Foreword vii
Jim Melamed

Introduction 1

Part One: Human V. Human: Healing Relationships 5

1 Independence Day 7

2 Paintball Pranks 19

3 Step-by-Step 29

4 A Sweet Deal 44

5 Reading Minds 55

6 Rock Star 66

7 Gratitude Is the Attitude 75

8 Memories 84

9 Working at the Car Wash 92

10 Transforming the Journey of Revenge 103

11 A Hats-On Approach 114

Part Two: Show Me the Money (Or Something of Equal Value)!: Creative Solutions 125

12 Liar, Liar! 127

13 The Handicap 138

14 Legally Blind 147

15 The Slow Drip 158

16 Death Takes a Holiday 167

17 If the Shoe Fits . . . 175

18 The Staggered Approach 185

19 Time-Share 198

20 The Silent Mover 207

21 A Small Deception 214

22 The Laddered Approach 225

23 The Confidential Listener 233

24 Dropping the Bombshell 247

25 Worth the Wait 255

26 Creating Value 267

Part Three: Getting to the Bottom Line 279

27 Too Many Cooks 281

28 Bottom-Line Negotiating 291

29 The Fishy Calculator Method 296

30 The Crossover 303

Part Four: The Mediator' S Hip-Pocket Guide to Strategy 311

About the Author 323