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?
Table of Contents
Foreword (Jim Melamed).
Introduction.
PART ONE: HUMAN V. HUMAN: HEALING RELATIONSHIPS.
1. Independence Day.
2. Paintball Pranks.
3. Step-by-Step.
4. A Sweet Deal.
5. Reading Minds.
6. Rock Star.
7. Gratitude Is the Attitude.
8. Memories.
9. Working at the Car Wash.
10. Transforming the Journey of Revenge.
11. A “Hats-On” Approach.
PART TWO: “ SHOW ME THE MONEY (OR SOMETHING OF EQUAL VALUE)!”: CREATIVE
SOLUTIONS.
12. Liar, Liar!
13. The Handicap.
14. Legally Blind.
15. The Slow Drip.
16. Death Takes a Holiday.
17. If the Shoe Fits . . . .
18. The Staggered Approach.
19. Time-Share.
20. The Silent Mover.
21. A Small Deception.
22. The Laddered Approach.
23. The Confidential Listener.
24. Dropping the Bombshell.
25. Worth the Wait.
26. Creating Value.
PART THREE: GETTING TO THE BOTTOM LINE.
27. Too Many Cooks.
28. Bottom-Line Negotiating.
29. The “Fishy Calculator” Method.
30. The Crossover.
PART FOUR: THE MEDIATOR’S HIP-POCKET GUIDE TO STRATEGY.
About the Author.
Hardback
332 pages
