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"Since the first edition of this book was published in 2005, technological and scholarly advances have made significant contributions to our understanding of how we communicate and engage with each other. This Second Edition recognizes the important research done over the last 15 years in the fields of neuroscience, neuropsychology, and behavioural economics with two new models that look at the deeper patterns and biases our million-year-old brains use to connect and make decisions. It also recognizes the value that the tools in the first edition brought to practitioners everywhere, retaining and refining the models that have been recognized as powerful and useful tools in resolving conflict between people. The technology we all use to communicate may have changed, but human nature and our experience of conflict is still very much with us. Imagine for a moment that you are faced with a conflict. Imagine, for example, that your new neighbour loves to have guests over many nights of the week until the early hours of the morning, keeping you up with the noise. When you talk to your neighbour, he laughs and tells you, "Loosen up, have some fun. Come and join us if you want! You need to enjoy life more!" You go home after the conversation and get increasingly angry. You think about how insensitive he is, how little he cares for other people. You begin to think that he may actually be retaliating for the fact that your dog barks every now and then, which he complained about once. Given how you see the problem, you vow to call the police the next time he has a party during the week. This conflict is headed for a significant escalation. We are all faced with conflict situations in many aspects of our lives, whether in our personal life, in the workplace, or with just about anyone we meet. Given how common conflict situations are and how frequently we deal with conflict, you would think that we'd all be pretty good at handling conflict and building, or re-building, relationships"--

Conflict management.

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"Empowering organizations to thrive, this book provides a clear diagnostic framework, with specific approaches and processes that leaders can use to build a negotiation function that will succeed each and every time. Negotiation is a required skill and a core competency, but most organizations focus exclusively on individual negotiation skills and abilities and pay little attention to the internal culture and environment that shapes and guides these individuals. This book takes a dramatically different approach to building success in each and every negotiation, producing results that align with organizational strategy at all levels. Professionals in sales, procurement and supply chain, human resources, change management, mergers and acquisitions, contracts, start-ups, construction partnering, and more, as well as training consultants and students of business and law, will value a text that understands how to build negotiation skills and capability across the organization by aligning individual skills with an evidence-based approach that actually works"--

Negotiation in business --- Organizational behavior --- Strategic planning