Overview

In the field of negotiation theory, the Harvard Project’s Getting to Yes and Donald Trump’s The Art of the Deal occupy polar opposition locations on a spectrum considering distributive and integrative negotiation theories. Getting More Back offers case studies from international negotiations in which the author participated that can help illustrate the tactics and theories of each type of negotiation and to make students in law, business, and other fields into better negotiators. Among the case studies are lessons drawn from negotiating denuclearization with North Korea, political reconciliation in Libya, human rights improvements in China, Israel-Palestinian peace processes, and UN negotiations over surveillance, privacy, atrocities prevention, LGBT rights, and other fundamental freedoms. By illustrating these lessons, Getting More Back strengthens the tools that students and teachers of negotiations should have in their negotiating toolbox. Perhaps most importantly, Richardson provides concrete examples of how a negotiator is likely to Get More Back for their clients if they deploy these tactics, rather than having them used against the negotiator.

Full Product Details

Author:   Eric N. Richardson
Publisher:   The University of Michigan Press
Imprint:   The University of Michigan Press
Weight:   0.334kg
ISBN:  

9780472055067

ISBN 10:   0472055062
Pages:   208
Publication Date:   30 October 2021
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   In stock  
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Table of Contents

Chapter 1: Introduction Part I: Deploying Negotiating Theory and Tactics in Select Case Studies Chapter 2: Negotiation Theory Overview: Setting the Stage Chapter 3: Oft Used Negotiation Tactics and Diplomatic Responses For A Negotiation Toolkit Chapter 4: DPRK, Denuclearization Discussions and BATNAs (Best Alternative to a Negotiated Agreement) Chapter 5: Libya and the Negotiation for A Unity Government: Local Power Outlasts the Ivory Tower Chapter 6: Creating the First International Monitor on LGBTI Rights: Asking Too Much or Too Little? Chapter 7: Surveillance, Free Expression and the Right to Privacy in the Digital Age Chapter 8: Sudan: Giving Respect and Salvaging Compromise from the Worst Alternatives to A Negotiated Agreement Chapter 9: Waking the Sleeping Dragon: Overplaying The Hand on Human Rights Negotiations With China Part II: Multiparty International Negotiations & Structural Factors Chapter 10: Participants, Observers and Guarantors: Is Anyone Truly Neutral? Chapter 11: North Korea: Convening Power Means Influence as a Broker and Matchmaker Chapter 12 Outsiders in the Libyan Civil War: Letting Proxies Battle or Convenors Seeking a Solution? Chapter 13: Combatting Genocide With A Little Help From My Friends: Empowering Partners Chapter 14: North Korea Back Again: A Victory for Trumpian Negotiation or a Defeat for Everyone? Chapter 15: Conclusion: You Can Get More Back… Without Giving Up Your Core Interests

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Author Information

Eric N. Richardson is Senior Advisor at the Centre for Humanitarian Dialogue and Lecturer in International Law at University of California-Berkeley.

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