The Human Sciences Research Council (HSRC)

2008  Large

Negotiation is a process through which two or more parties communicate with one another in an effort to resolve their opposing interests. It occurs in fields as diverse as labour relations, international conflicts, political and constitutional issues, socio-economic development and personal relations.

Negotiation: Methodology and Training started as a literature review identifying research areas to be investigated by the Programme on Negotiation of the Institute for Communication Research (HSRC). The need for a general overview of negotiation methodology (theory and research methods) became apparent from the demand for the review from students, instructors and practitioners. It was therefore decided to publish the review as a book and to add a chapter on training.

The purpose of the book is to provide a useful overview of negotiation theory, research and training. It covers the work of practitioners and researchers from many disciplines. It also includes references to research done by directly observing real (as opposed to simulated) intercultural negotiations in southern Africa.

The most prominent theoretical approaches and the models that developed from these approaches are discussed and classified in terms of their underlying structure. In addition the strong points and limitations of the models are compared. The methods used to study negotiation and the type and value of knowledge resulting from the various methods are covered. Elements such as power, credibility, trust, negotiator personality, experience and perception - all of which play a role in negotiation - are discussed. The book concludes with an evaluation of well-known training materials and courses. The need to base training courses on research is stressed, and areas that still require attention are pointed out.

Open Access

Product information

Format : 111mm x 160mm
Pages : 192
ISBN 10 : 0-7969-1303-X
ISBN 13 : 978-07969-1303-6
Publish Year : 1988

Preface

1. Introduction: The nature and significance of negotiation

2. Concept and definitions

3. Theories and models of negotiation

4. Negotiation research

5. Elements of negotiation

6. Training in negotiation

References

Index

Share this

You might also consider these related books

2001  Large

Limits to Liberation in Southern Africa
The unfinished business of democratic consolidation

Is authoritarianism built into liberation structures? Is it inherited from colonial systems? Is liberal democracy inherently elitist? This ground-breaking collection of Essays on Zimbabwe, Namibia, Lesotho, Botswana and South Africa opens a long-awaited debate on these and other related issues.

Open Access

Product information

Format : 148mm x 210mm
Pages : 256
ISBN 10 : 0-7969-2025-7
ISBN 13 : 978-07969-2025-6
Publish Year : 2003
Rights : Africa Rights Only
Price R 265.00
2284  Large

Capital Cities in Africa
Power and powerlessness

2284

Capital cities today remain central to both nations and states. They host centres of political power, not only national, but in some cases regional and global as well, thus offering major avenues to success, wealth and privilege. For these reasons capitals simultaneously become centres of 'counter-power', locations of high-stakes struggles between the government and the opposition.

Open Access

Product information

Format : 240mm x 168mm (Soft Cover)
Pages : 264
ISBN 10 : 978-07969-2350-9
ISBN 13 : 978-07969-2350-9
Publish Year : 2011
Price R 250.00
2237  Large

Cleaner Energy Cooler Climate
Developing sustainable energy solutions for South Africa

Energy and climate change are issues of critical importance for shaping a sustainable future, both in South Africa and globally. For South Africa, finding a policy approach which balances the increasing demand for energy with the need for sustainability, equity and climate change mitigation is a particular challenge. This book provides an innovative and strategic approach to climate policy, with local development objectives as its starting point.

Open Access

Product information

Format : 168mm x 240mm (Soft Cover)
Pages : 280
ISBN 10 : 0-7969-2230-6
ISBN 13 : 978-07969-2230-4
Publish Year : 2008
Rights : World Rights
Price R 209.00
2306  Large

Governing Cities in Africa
Politics and Policies

2306

Governing Cities in Africa Politics and Policies, Governing Cities in Africa, Cities in Africa, Politics and Policies in African Cities, Service delivery, policy and practice issues, Simon Bekker, Laurent Fourchard, Claire Benit-Gbaffou, Alain Dubresson, Karine Ginisty, Sylvy Jaglin, Ayodeji Olukoju, Sam Owuor, Jeanne Vivet, Sverine Awenengo, Hlne Charton, Odile Goerg, Denise Brgand, Rasheed Olaniyi, Amandine Spire, Liela Groenewald, Marie Huchzermeyer, Kristen Kornienko, Marius Tredoux, Margot Rubin, Isabel Raposo, Jeremy Grest Axel Baudouin, Camilla Bjerkli, Hlne Qunot-Suarez, Jean-Fabien Steck, Sophie Didier, Mariane.

Open Access

Product information

Format : 240mm x 168mm (Soft Cover)
Pages : 224
ISBN 10 : 978-07969-2416-2
ISBN 13 : 978-07969-2416-2
Publish Year : 2013<br>Open Access available - July 2013
Rights : World Rights
Price R 220.00