Improvisational Negotiation

Improvisational Negotiation presents an original approach for mediators, negotiators, and other dispute resolution professionals. Drawing on his own experience plus those of his colleagues, Jeffrey Krivis offers the reader dramatic, well-crafted, and highly instructive stories about people in conflict - families, organizations, corporations - and shows how mediated negotiations help them to reach a successful resolution. Unlike most books on the topic, Improvisational Negotiation does not focus on theory, philosophy, or formulaic procedures. The book highlights entertaining true stories that illuminate the skills and tools a good mediator uses to direct a successful negotiation and then asks the questions: What happened? and What strategies can we learn?

Foreword vii Jim Melamed Introduction 1 Part One: Human V. Human: Healing Relationships 5 1 Independence Day 7 2 Paintball Pranks 19 3 Step-by-Step 29 4 A Sweet Deal 44 5 Reading Minds 55 6 Rock Star 66 7 Gratitude Is the Attitude 75 8 Memories 84 9 Working at the Car Wash 92 10 Transforming the Journey of Revenge 103 11 A “Hats-On” Approach 114 Part Two: “ Show Me the Money (Or Something of Equal Value)!”: Creative Solutions 125 12 Liar, Liar! 127 13 The Handicap 138 14 Legally Blind 147 15 The Slow Drip 158 16 Death Takes a Holiday 167 17 If the Shoe Fits . . . 175 18 The Staggered Approach 185 19 Time-Share 198 20 The Silent Mover 207 21 A Small Deception 214 22 The Laddered Approach 225 23 The Confidential Listener 233 24 Dropping the Bombshell 247 25 Worth the Wait 255 26 Creating Value 267 Part Three: Getting to the Bottom Line 279 27 Too Many Cooks 281 28 Bottom-Line Negotiating 291 29 The “Fishy Calculator” Method 296 30 The Crossover 303 Part Four: The Mediator’ S Hip-Pocket Guide to Strategy 311 About the Author 323