The Negotiation Handbook

Patrick J. Cleary

$378

Hardback

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English

Routledge
31 December 2000

Peace studies & conflict resolution; Business negotiation

Whether you're involved in a labor-management dispute or a landlord-tenant disagreement, considering a major purchase or overseeing a large commercial transaction, there are elements that are common to all negotiations. This book walks the reader through the world of negotiating in an easy-to-follow, step-by-step fashion, covering the macro and micro-process of negotiations, the importance of adequate preparation, knowledge of the rules, and the role and usefulness of a mediator.

Written by a senior business policy analyst and former labor mediator for the U.S. government, the book focuses on labor-management negotiations; however, the concepts, skills, and insight it offers go well beyond labor-management disputes. The book is as useful for a first-time homebuyer or a business student as it is for a veteran union arbitrator or a busy executive.

By: Patrick J. Cleary
Imprint: Routledge
Country of Publication: United Kingdom
Dimensions: Height: 209mm, Width: 140mm, Spine: 19mm
Weight: 353g
ISBN: 9780765607201
ISBN 10: 0765607204
Pages: 194
Publication Date: 31 December 2000
Audience: General/trade , Professional and scholarly , ELT Advanced , Undergraduate
Format: Hardback
Publisher's Status: Active

National Mediation Board, Patrick J. Cleary is currently at the National Association of Manufacturers, where he is vice president of the Human Resources Policy (HRP) department. A former federal mediator with nearly twenty years of dispute resolution and negotiation experience, Cleary spent five years as a member and chairman of the National Mediation Board, mediating high-profile disputes in the airline and railroad industries. Previously, Cleary was managing partner of The Brock Group, a labor and transportation consulting practice Cleary founded with former Labor Secretary Bill Brock. He has served as deputy assistant secretary of labor for policy for the Labor Department and also worked as an arbitrator hearing consumer disputes for the Better Business Bureau. Cleary is a recognized expert in negotiation and dispute resolution and has lectured on the topic at Georgetown University Law School, Stanford University’s Graduate School of Business, the San Francisco Academy, and the University of Virginia’s Darden School.