Roger Drummer Fisher

This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.

Conflict is a growth industry, as a glance at the daily paper or the nightly news tells us. Trade wars, global warming, ethnic strife, refugee crises - as the world draws closer together on a thousand fronts, trouble erupts, clashes occur, and new problems arise. What's wrong, and what can be done about it? This cogent book offers a clear approach for dealing with conflicting interests of any kind. Roger Fisher, the world-renowned master of negotiation, with two of his leading colleagues - Elizabeth Kopelman and Andrea Kupfer Schneider - provides a step-by-step process for dealing with the persistent and complex disputes that mark our changing, often dangerous world. Instead of simply asking why things work - or don't - the authors ask: how can we affect the way things work? They break conflicts into manageable components and advance a process for problem-solving. Arguing that we need to move beyond one-shot "solutions" toward a constructive way of dealing with differences, they lay out tools for conflict analysis and practical applications for those tools in the international arena. The authors also show that tactics which successfully influence an adversary are equally applicable to the task of persuading an employer, a community official, or a business associate. Originally drafted as a handbook for the diplomats and senior officials advised by Fisher and his colleagues, this succinct, lucid, and effective book is the primer about the new paradigm in conflict management.

In Getting to Yes, renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation. In Beyond Reason, they show readers how to use emotions to turn a disagreement—big or small, professional or personal—into an opportunity for mutual gain.

Coping with International Conflict incorporates the expertise of Roger Fisher, coauthor of a bestselling book on negotiation, and coauthors Andrea Kupfer Schneider, Elizabeth Borgwardt, and Brian Ganson. Based on the authors' international consulting work, the book is designed to familiarize students with the theory and practice of conflict management as well as the newest negotiation techniques. The authors introduce basic components of conflict resolution theory - understanding partisan perceptions, analyzing the structure of negotiations, framing requests and demands - and provide exercises, charts, and checklists to highlight key points. Anecdotes, examples, and historic case studies of conflict areas such as the West Bank and Vietnam show theory in practice and demonstrate the use of conflict-resolution tools. As a test of students' newly acquired negotiation skills, the authors set up a problem-solving process in which students select a real-world problem and write an "Action Memorandum" - a proposal to be sent to a real decisionmaker. Instructors and students alike will find this text to be an invaluable resource - it provides a variety of formats in which to learn and apply conflict-management theory, as well as a variety of opportunities to practise negotiation techniques in the fascinating arena of international conflict management.

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