Conflict, Power and Persuasion, 2e
Negotiating Effectively

Ben Hoffman     

Captus Press, ISBN 978-1-895712-18-6 (1993)
88 pages, 125 g, 6 X 9, $10.00 (US$10.00)
 

Conflict, Power and Persuasion: Negotiating Effectively is certain to be a book of value to anyone who wants to make the most of their negotiations. In business and in government, the effective management of conflict and resolution of disputes using negotiations techniques is the way of the future. Negotiation is faster, inexpensive, and it produces better outcomes than most adversarial techniques. Useful for planning a negotiation, and for evaluation and improving your own skills, this book puts it all together in a straightforward easily-read style. Ben Hoffman's timing couldn't be better." -- Samuel F. Hughes (Former President, Canadian Chamber of Commerce; Chairman of the Board, Corporation House Limited)

In today's business environment, effective negotiating has become a much sought after and often elusive skill. In Conflict, Power and Persuasion, Ben Hoffman has provided readers with a clear and concise guidebook to practical and successful negotiating. The key concepts of this increasingly complex field are distilled into action plans for a variety of situations including the areas of labour-management relations, trade talks, business-government relations, and virtually any two or more party negotiation situations. Commonly asked tough questions about negotiating are answered and tools for improving negotiation skills are provided.

Combining the advanced concepts developed at Harvard University's Program on Negotiation with the author's first hand experience, this book avoids the trap of becoming a quagmire of intellectual issues.

Table of Contents   top

Introduction

Part One: Negotiate for Success

  • Everyone Wants to be a Winner
  • Beyond Coercion and Compromise
  • Negotiation Defined

Part Two: A Negotiation Framework

  • An Ecological View
  • You and Your Working Assumptions
  • What's a "Good" Outcome?...Working Assumptions...Fairness Efficiency...Wisdom...Stability
  • Macro-Level Structural Analysis...Who Are They?...What Kind of Negotiation Is This?
  • Micro-Level Seven Elements Analysis...Alternatives...Interests...Options...Communication...Standards of Legitimacy...Relationship...Commitment

Part Three: From Theory to Practice: Putting It All Together

  • Ingredients for Success
  • Recipe for Effective Negotiating...The Stages...Ingredients for Success...Power...Information...Time
  • The Cultural Content
  • A Summary of Putting It All Together
  • Some Reflections on the Ecological View of Negotiation

Part Four: Tough Questions

  • Questions

Part Five: Tools and Charts

  • An Ecological Framework of Negotiation
  • Working Assumptions Revisited
  • Criteria of a Good Outcome
  • A Linear Framework
  • Some Organizing Questions
  • Seven Elements
  • Power, Information and Timing Checklist
  • Self-Evaluation
  • The Key Points

Part Six: An Afterword to Mediators

  • Applying the General Elements of Negotiation to Mediation...Assumptions
  • Mediator's View of the 7 Elements of Negotiation...Alternatives...Interests...Objective Criteria-Standards of Legitimacy...Options...Communications...Relationship...Commitment

Part Seven: An Invitation to Move Forward

  • Which Road You Will Take...Know What You Want to Do...Empower Yourself to Do It...Self Actualize...Pass It Along
  • Suggestions for Further Reading
  • Notes


Instructor Resources   top

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About the Author   top

Ben Hoffman is president and CEO of Concorde Inc., an Ottawa-based company that specializes in consensus building, conflict resolution, organizational development, and strategic research. Mr. Hoffman has spent 17 years working in the field of conflict resolution. His interest in dispute resolution began when, as a senior government official, he dealt with a hostage taking incident in an Ontario correctional institution. He holds an MA in Psychology, is trained as a mediator, and served as director of a coalition of Canadian law reformers. Mr. Hoffman attended Harvard Law School in 1988 to complete a Specialization in Negotiation and Dispute Resolution in addition to an MA in International Relations from The Fletcher School of Law and Diplomacy.

He was later employed by the two schools to develop an International Curriculum on Negotiation and Conflict Management. Recently, he co-founded the Canadian International Institute of Applied Negotiation, a training institute offering certificates in negotiation and dispute resolution.