Negotiationby Bob MacKenzie
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Which will enhance your ability to observe minute but significant shifts in thinking
Especially ‘the five steps’
Especially you want to make it easier for both your team and the other party to arrive at an agreement using the ‘SCORE’ checklist, or if you feel the need to bring in an external facilitator to help with mediation
Especially ‘The art of reflecting’
Especially ‘Your profile – the implications’
Especially ‘Choosing your question’, internal questions and internal dialogue
Especially ‘cat and dog thinking styles’ and understanding issues of conflict, power and group dynamics
Especially regarding Parent, Adult, Child ego states
Books and articles
ACAS (Advisory, Conciliation and Arbitration Service) (2003). Code of practice 1: disciplinary and grievance procedures
The Stationery Office, Norwich, and available online at www.tso.co.uk/bookshop.
This document is a useful, practical set of information and guidelines for negotiating over performance and employment standards.
Don’t ask, don’t get
M Brown (2007), Human Capital Management Magazine Jan/Feb: pages 11-12
This article provides a useful overview of issues in gender differences in attitudes towards negotiations.
The seven habits of highly effective people: powerful lessons in personal change
Stephen R Covey (2005; 2004; 1989), published by Simon and Schuster Ltd, 1990, 358 pages
This book is an influential self-help bestseller for business and private life. Amongst other things, in his section on ‘the fourth habit’, Covey covers the entire range of possible attitudes towards negotiation, from win-win to lose-lose.
Best Alternative to a Negotiated Agreement (BATNA)
B Spangler (2003) Beyond Intractability, G Burgess and H Burgess, Boulder, Conflict Research Consortium, University of Colorado www.beyondintractability.org/essay/batna/
This is an excellent, comprehensive free online literature review of a whole range of issues concerned with BATNAs, with links to lots of excellent material. It’s quite an advanced read.
Getting to yes: negotiating agreement without giving in. The secret to successful negotiation
Roger Fisher, William Ury, Bruce Patton (2003), published by Random House Business Books, 224 pages
This is a popular, accessible bestseller that offers practical guidelines, and a useful question-based format. It arises from the Harvard Project on Negotiation (see below), and advocates a win-win approach based upon ‘principled negotiation’ or ‘mutual gains bargaining’.
Ripe for resolution: conflict and intervention in Africa
I William Zartman (1985/1989), New York, published by Oxford University Press, USA; Updated edition (October 5, 1989), 314 pages
This is a very scholarly account that analyses attempts to manage extreme conflict in Africa and other parts of the ‘Third World’ without resorting to military force. It’s quite an advanced read, and has a US policy-making perspective, but it contains a useful discussion of the concept of ‘the ripe moment’ for a negotiated settlement.
The Arbitration and Conciliation Service (ACAS) website: www.acas.org.uk. ACAS aims to help parties to resolve work-related disputes and promote harmony through arbitration, conciliation or mediation.
The Harvard Program on Negotiation (PON): www.pon.harvard.edu
The Harvard Negotiation Project’s mission is to improve the theory, teaching, and practice of negotiation and dispute resolution, so that people can deal more constructively with conflicts ranging from the interpersonal to the international.
You can also contact the author directly: Bob MacKenzie