外交交渉、商取引、利害関係が生じている中では家庭においてさえ合意点に到達するための交渉は不可欠です。交渉の概念的枠組みや技術について包括的で判りやすい概観を提供します。交渉と関わりのあるさまざまな分野を引き合いに、歴史や時事問題から最も難しい事例を取り上げ、扱いにくく面倒な問題に対する創造的問題解決や、対立関係の二者の双方を満足させる形で解決を図る方法などを紹介します。また、人の行動に関する最近の調査研究も総括します。
 

• Comprehensive and accessible review of different models of negotiation from law, game theory, psychology, sociology, diplomacy, and everyday life
• Focuses on both conceptual frames for negotiation and behavioural suggestions
• Provides vivid examples from history and the present

     
Everyone negotiates. Whenever any person, company, or country needs someone else to accomplish something, they must negotiate. Negotiation is essential for peace and international relations, but also for economically efficient trades and bargains in business, and for problem solving skills in workplaces, families, and interpersonal interactions.
       
This Very Short Introduction provides a comprehensive and accessible review of both conceptual and behavioural approaches to the human process of negotiation. Carrie Menkel-Meadow draws on research in constituent fields of human psychology, diplomacy, law, business, anthropology, game theory, decision making, international relations, sociology, public policy, and economics, suggesting models for creative problem solving to often intractable problems. Considering that most people are tense and frightened of what they perceive to be scarce resource confrontations with opponents and competitors, Menkel-Meadow offers different ways to plan for and approach others to solve human problems and seek solutions that satisfy both parties. Alongside this, Menkel-Meadow summarises recent research on the variations of human behaviour, providing vivid examples from history and current affairs to solve some of the most difficult problems.