Transformative Negotiation (Paperback)

Sarah Federman

ISBN 10: 0520386930 / ISBN 13: 9780520386938

Published by University of California Press, Berkerley, 2023

About this Item

Paperback. This urgently needed next-generation negotiation text promises to shake up the field and center negotiation skills in the pursuit of social justice. Transformative Negotiation is filled with cases, activities, and discussion prompts that bring theory into action for a new generation of negotiation students. Instead of the usual examples of big corporate deals or a hostage crisis, this book explores the sorts of real-world examples that Sarah Federmans own students bring to class, such as negotiating with courts to get their kids back or with the IRS to reduce late fees. It centers an understanding of power and oppression as core to negotiation and argues that negotiation is central to social mobility and social change. Federman explains how heritage, ethnicity, wealth, gender, age, education, and other factors influence what we ask for and how people respond to our requests, as well as what is at stake when we negotiate. The same strategies used in the boardroom, if deployed in the streets, can lead to dangerous altercations. Based on the wisdom of over 100 individuals who negotiate successfully from the margins, Transformative Negotiation provides tools for those who need them most and guidance for instructors and managers wishing to support them. Shipping may be from multiple locations in the US or from the UK, depending on stock availability.

Seller Inventory # 9780520386938

Bibliographic Details

• Title: Transformative Negotiation (Paperback)
• Publisher: University of California Press, Berkerley
• Publication Date: 2023
• Language: English
• ISBN 10: 0520386930
• ISBN 13: 9780520386938
• Binding: Paperback
• Condition: new

About this title

Synopsis

One of Forbes' "10 Books that Will Make You a Better Negotiator"
A Porchlight Best Business Book Awards Winner

A contemporary and inclusive how-to guide to everyday negotiation that centers social justice and equity.
 
Transformative Negotiation advances an understanding of power and oppression as core to negotiation, arguing that negotiation is central to social mobility and social change. Bringing theory into action, the book explores the real-world examples that Sarah Federman’s own students bring to class, such as negotiating with courts to get their kids back or with the IRS to reduce late fees.
 
Federman explains how heritage, ethnicity, wealth, gender, age, education, and other factors influence what we ask for and how people respond to our requests, as well as what is at stake when we negotiate. This book provides tools to help readers gain confidence in their everyday negotiation skills and link personal success to social transformation.

About the Author

Sarah Federman (http://www.sarahfederman.com) is Associate Professor of Conflict Resolution at the University of San Diego’s Kroc School of Peace Studies. Federman is the author of several books including the award-winning Last Train to Auschwitz: The French National Railways and the Journey to Accountability. She comes to this work after a decade as an international advertising executive negotiating in over 10 countries with companies such as Google, Discovery, Bloomberg, and the NFL.