Transformative Negotiation

Strategies for Everyday Change and Equitable Futures

Sarah Federman

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English

University of California Press
02 October 2023

Business negotiation; Arbitration, mediation & alternative dispute resolution

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 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. 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.

By: Sarah Federman
Imprint: University of California Press
Country of Publication: United States
Dimensions: Height: 229mm, Width: 152mm, Spine: 23mm
Weight: 408g
ISBN: 9780520386938
ISBN 10: 0520386930
Pages: 288
Publication Date: 02 October 2023
Audience: Professional and scholarly , Undergraduate
Format: Paperback
Publisher's Status: Active

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.

Reviews for Transformative Negotiation: Strategies for Everyday Change and Equitable Futures

""A fresh and ambitious take on the art of negotiating. . . . With great insight and precision, Federman considers how the experiences of the socially mobile are useful for understanding negotiation practices in new ways—e.g., by considering examples of people negotiating with courts to reduce their alimony or to avoid eviction. . . . Essential."" * CHOICE * ""An immense contribution to the field of negotiation and to dispute resolution."" * Negotiation Journal *