New Releases by Roger Fisher

Let''s face it. In this chaotic world of teams, matrix management, and horizontal organizations, it''s tougher than ever to get things done. How do you lead when you''re not the one in charge? How can you be effective when joint action is needed? You need an edge in order to reach solutions and effectively work with others.

Los siete elementos de la negociación : intereses - Opciones - Alternativas - Legitimidad - Comunicación - Relaciones - Compromiso - Cómo pasar de la preparación a la negociación - Prepararse para estar de acuerdo.

Most people have to work with others. However, collaboration can be difficult - people have different ideas and approaches. Fisher and Sharp have written a guide to getting results when you have to do things with others - no matter what the task is.

Coping with International Conflict incorporates the expertise of Roger Fisher, coauthor of a bestselling book on negotiation, and coauthors Andrea Kupfer Schneider, Elizabeth Borgwardt, and Brian Ganson. Based on the authors'' international consulting work, the book is designed to familiarize students with the theory and practice of conflict management as well as the newest negotiation techniques. The authors introduce basic components of conflict resolution theory - understanding partisan perceptions, analyzing the structure of negotiations, framing requests and demands - and provide exercises, charts, and checklists to highlight key points. Anecdotes, examples, and historic case studies of conflict areas such as the West Bank and Vietnam show theory in practice and demonstrate the use of conflict-resolution tools. As a test of students'' newly acquired negotiation skills, the authors set up a problem-solving process in which students select a real-world problem and write an "Action Memorandum" - a proposal to be sent to a real decisionmaker. Instructors and students alike will find this text to be an invaluable resource - it provides a variety of formats in which to learn and apply conflict-management theory, as well as a variety of opportunities to practise negotiation techniques in the fascinating arena of international conflict management.

"Fisher and two colleagues associated with the Harvard Negotiation Project, Harvard Law School, spell out conflict resolution techniques useful at the international level, and also in other contexts."—Book News, Inc.

This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.

Two-party, multi-issue integrative negotiation between a farmer and a neighbour over the sale or lease of part of the neighbor''s land.

This manual for international negotiations is an essential tool for successfully resolving conflict. While this book is mostly about international conflict, these ideas are relevant to other kinds of disputes, even in individual daily lives. The book lays out some tools for conflict analysis, and some practical applications of these tools that can help refine problem-solving skills. Instead of just asking why things work -- or don''t -- the authors ask how individuals can affect the way things work. They consider ways that people both inside and outside of gov''t. -- CEOs, scientists, lobbyists, academics, journalists, diplomats, university students -- might themselves influence international events.

Expanding on the principles, insights, and wisdom that made Getting to Yes a worldwide bestseller, Roger Fisher and Scott Brown offer a straightforward approach to creating relationships that can deal with difficulties as they arise. Getting Together takes you step-by-step through initiating, negotiating, and sustaining enduring relationships -- in business, in government, between friends, and in the family.

October 1985.