Abstract
This chapter is aimed at helping you strengthen your skills as a negotiator. This way you can plan for negotiation sessions and be at your best at these meetings.
Let us never negotiate out of fear, but let us never fear to negotiate.
John F. Kennedy
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Notes
This questionnaire is based on the ideas about readiness to do parenting “business” with your spouse that appear in Isolina Ricci, Mom’s House, Dad’s House: Making Shared Custody Work (New York: Macmillan, 1981). See chapter 3 of that book for additional self-surveys to assess where you stand.
William O’Hanlon, “Solution Oriented Therapy: A Megatrend in Psychotherapy,” in Developing Ericksonian Therapy: State of the Art, ed. J. Zeig and S. Lankton (New York: Brunner/Mazel, 1988).
There are many variations on this two-dimension model of conflict-handling behavior. Fisher and Ury in Getting to Yes (New York: Houghton Mifflin, 1981) describe the differences between a hard and soft negotiator.
This analysis is adapted from the work of Jay Hall appearing in Joseph P. Folger and Marshall S. Poole, Working Through Conflict: A Communication Perspective (Glenview, IL: Scott, Foresman, 1984); and Alan Filey, Interpersonal Conflict Resolution (Glenview, IL: Scott, Foresman, 1975). The two-dimensional model also appears in Conflict and Conflict Management by Kenneth Thomas in Handbook of Industrial Psychology, ed. Marvin Dunnette (Chicago: Rand McNally, 1976).
These sources of power are adapted from Joan Kelly, “Empowerment and Power Imbalance,” a presentation to the Academy of Family Mediators Annual Conference, San Rafael, Ca, 1984.
Some of these ideas were adapted from Herb Cohen, You Can Negotiate Anything (Secavcus, NJ: Lyle Stuart, 1980) and Chester Karass, Give and Take: The Complete Guide to Negotiating Strategies (New York: Thomas Cromwell, 1974).
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© 1992 Lois Gold
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Gold, L. (1992). Getting Ready to Negotiate. In: Between Love and Hate. Springer, Boston, MA. https://doi.org/10.1007/978-1-4899-6582-0_12
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DOI: https://doi.org/10.1007/978-1-4899-6582-0_12
Publisher Name: Springer, Boston, MA
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