Experienced managers and lawyers know the value of being proficient in negotiations, which are executed every day on nearly everything. Most negotiators are continually faced with diverse and complicated situations, so it is important to have a set of tools for handling challenging situations, as well as for dealing with people who may be difficult to interact with. In practice, there is a common tendency to respond to difficult situations or people with a 'fight or flight' response. Many business negotiations and settlement agreements risk ending with suboptimal outcomes. This book has been compiled to accompany the training of Bruce Patton, one of the world's most prominent scientists and experts on negotiation. It contains the key tools that are necessary to deal with difficult people and tense situations. These crucial insights and skills will enable the reader to change negotiation behavior from 'instinctive' to 'strategic and in control.' The book also includes convenient summaries, practical checklists, worksheets, as well as interviews with influential negotiation scholars, in order to capture the key concepts.

Although negotiations are an ever-present part of our everyday lives, many of us know little as to why we sometimes get our way, while on other occasions we walk away feeling frustrated that we did not reach the desired agreement or we may have left too much value on the table. Knowing how to gain the upper hand to get what is necessary from a negotiation is particularly important when the stakes are high, especially in a situation where a negotiator feels the options and choices are limited yet something must be achieved. A negotiation can cause a lot of stress, making the stakes even higher and the negotiation dynamics more difficult to manage. New communication technologies play an increasingly important role in day-to-day negotiations. It is important to be aware of these situations in order to know what works (and what does not work) and how to maximize the outcome in such negotiation situations. The contributions in this book - as well as the exclusive interview with Chris Voss, an international business negotiator - capture the key concepts and the most important learning points on how to gain the upper hand in high stake negotiations. The book deals in a concise way with proven tools, such as recognizing escalation mechanisms and the techniques on how to de-escalate or deal with emotions. Readers will gain access to crucial insights from professionals, like the FBI or US army negotiators, who are experienced in negotiating under extreme pressure in situations where lives are literally on the line. The book covers newer developments, such as involving a deal facilitator and conducting e-negotiations. The book also includes an example of role-playing a negotiation in a conflict situation, where the stakes are high and a lot of emotions are present on both sides of the table.

The book examines the ways in which collective bargaining addresses a variety of workplace concerns in the context of today.s global economy. Globalization can contribute to growth and development, but as the recent financial crisis demonstrated, it also puts employment, earnings and labourstandards at risk. This book examines the role that collective bargaining plays in ensuring that workers are able to obtain a fair share of the benefits arising from participation in the global economy and in providing a measure of security against the risk to employment and wages. It focuses on a commonly neglected side of the story and demonstrates the positivecontribution that collective bargaining can make to both economic and social goals. The various contributions examine how this fundamental principle and right at work is realized in different countries and how its practice can be reinforced across borders. They highlight the numerouschallenges in this regard and the critically important role that governments play in rebalancing bargaining power in a global economy. The chapters are written in an accessible style and deal with practical subjects, including employment security, workplace change and productivity and working time.

This “well-researched and insightful study” reveals the secret deliberations that decided the Vatican’s stance on evolution (Catholic Historical Review). Drawing on primary sources made available to scholars only after the archives of the Holy Office were unsealed in 1998, Negotiating Darwin chronicles how the Vatican reacted when six Catholics—five clerics and one layman—tried to integrate evolution and Christianity in the decades following the publication of Darwin’s Origin of Species. As Mariano Artigas, Thomas F. Glick, and Rafael A. Martínez reconstruct these cases, we see who acted and why, how the events unfolded, and how decisions were put into practice. With the long shadow of Galileo’s condemnation hanging over the Church as the Scientific Revolution ushered in new paradigms, the Church found it prudent to avoid publicly and directly condemning Darwinism and thus treated these cases carefully. The authors reveal the ideological and operational stance of the Vatican, providing insight into current debates on evolution and religious belief.

This title is part of UC Press's Voices Revived program, which commemorates University of California Press’s mission to seek out and cultivate the brightest minds and give them voice, reach, and impact. Drawing on a backlist dating to 1893, Voices Revived makes high-quality, peer-reviewed scholarship accessible once again using print-on-demand technology. This title was originally published in 1969.

At the turn of the twenty-first century, Xiamen’s pursuit of World Heritage Site designation from UNESCO stimulated considerable interest in the city’s Christian past. History enthusiasts, both Christian and non-Christian, devoted themselves to reinterpreting the legacy of missionaries and challenged official narratives of Christianity’s troubled associations with Western imperialism. In this book, Jifeng Liu documents the tension that has inevitably emerged between the established official history and these popular efforts. This volume elucidates the ways in which Christianity has become an integral part of Xiamen, a Chinese city profoundly influenced by Western missionaries. Drawing on extensive interviews, locally produced histories, and observations of historical celebrations, Liu provides an intimate portrait of the people who navigate ideological issues to reconstruct a Christian past, reproduce religious histories, and redefine local power structures in the shadow of the state. Liu makes a compelling argument that a Christian past is being constructed that combines official frameworks, unofficial practices, and nostalgia into social memory, a realm of dynamic negotiation that is neither dominated by the authoritarian state nor characterized by popular resistance. In this way, Negotiating the Christian Past in China illustrates the complexities of memory and missions in shaping the city’s cultural landscape, church-state dynamics, and global aspirations. This groundbreaking study assumes a perspective of globalization and localization, in both the past and the present, to better understand Chinese Christianity in a local, national, and global context. It will be welcomed by scholars of religious studies and world Christianity, and by those interested in the church-state relationship in China.

Betting the Company: Complex Negotiation Strategies for Law and Business provides a thorough introduction to the concepts and tools required by lawyers and business people to successfully conduct a multi-faceted negotiation.

Rivals – states with acrimonious, militarized histories – often intervene on opposing sides of civil conflicts. These interventions are known to exacerbate and prolong civil wars, but scholars have yet to fully understand why states engage in them, given the significant costs and countervailing strategic interests. Why Rivals Intervene argues that rivals are driven by security considerations at the international level – specifically, the prospect of future confrontations with their rival – to intervene in civil conflicts. Drawing on a theory of rivalry which accounts for this strategic rationale, John Mitton explores three case studies: Indian and Pakistani intervention in Afghanistan, Israeli and Syrian intervention in Lebanon, and US and Soviet intervention in Angola. The book examines a range of evidence, including declassified memoranda, meeting transcripts, government reports, published interviews, memoirs of political leaders, and other evidence of the thought process, rationale, and justifications of relevant decision-makers. The book claims that the imperatives for intervention are consistent across time and space, as rivals are conditioned by a history of conflict to worry about future confrontations. As a result, Why Rivals Intervene illuminates an important driver of civil conflict, with implications for how such conflicts might be solved or mitigated in the future. At the same time, it offers new insight into the nature of long-standing, acrimonious international relationships.