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Negotiation Basics for Cultural Resource Managers

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ISBN-10: 1598740954

ISBN-13: 9781598740950

Edition: 2007

Authors: Nicholas Dorochoff

List price: $31.95
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Anyone in the cultural resource management world will tell you that much of the job is successfully negotiating consensus on a course of action between various stakeholders. In this volume, Nicholas Dorochoff offers the heritage management community the benefit of decades of thinking on negotiation where it is practiced dailythe business world. Brief, practical, and geared specifically for cultural resource managers, consultants, and other interested parties, the author slices the negotiation process into its various component parts and steps. In a workshop fashion, Dorochoff takes the reader through the negotiation process, showing where conflicts can arise, how they can be solved, and how…    
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Book details

List price: $31.95
Copyright year: 2007
Publisher: Routledge
Publication date: 4/15/2007
Binding: Paperback
Pages: 136
Size: 5.75" wide x 8.75" long x 0.25" tall
Weight: 0.484
Language: English

In 1984, Nicholas Dorochoff earned a master's degree in English from the University of Rochester, in Rochester, New York and began his career as an educator. For twelve years he taught students at the secondary and university levels in modern languages, literature, composition, technical writing and graphic design in New York and Indiana. He also provided guidance to university faculty in the use of technology in the classroom. His interest in technology drew him from academia to the corporate arena, where he worked as an analyst and manager. In 2005, he earned a master's degree in historic preservation from Ball State University's College of Architecture and Planning in Muncie, Indiana,…    

Negotiation and Its Contexts
A Definition of Negotiation
Six Dimensions of Negotiation
Negotiation Contexts
The Negotiation Process
Evaluating the Situation
Understanding Your Counterpart and Yourself
Strategy and Tactics, Goals and Objectives
Four Basic Strategies
Selecting a Strategy
An Overview of the Connection Phase
Connection in the Negotiating Contexts
An Overview of the Interaction Phase
Interaction in the Negotiation Contexts
An Overview of the Integration Phase
Integration in the Negotiation Contexts
Responding to Roadblocks
Roadblocks and the Problem-Solving Cycle
Communications Issues
Outcomes Issues
The Port Angeles Graving Dock Project
Negotiation Success
About the Author