Leading authorities on negotiations present the result of years of research, application, testing and experimentation, and practical experience. Principles and applications from numerous disciplines are combined to create a conceptual framework for the hostage negotiator. Ideas and concepts are explained so that the practicing negotiator can apply the principles outlined.

Although it is fashionable among modernists to claim that globalism emerged only since ca. 1800, the opposite can well be documented through careful comparative and transdisciplinary studies, as this volume demonstrates, offering a wide range of innovative perspectives on often neglected literary, philosophical, historical, or medical documents. Texts, images, ideas, knowledge, and objects migrated throughout the world already in the pre-modern world, even if the quantitative level compared to the modern world might have been different. In fact, by means of translations and trade, for instance, global connections were established and maintained over the centuries. Archetypal motifs developed in many literatures indicate how much pre-modern people actually shared. But we also discover hard-core facts of global economic exchange, import of exotic medicine, and, on another level, intensive intellectual debates on religious issues. Literary evidence serves best to expose the extent to which contacts with people in foreign countries were imaginable, often desirable, and at times feared, of course. The pre-modern world was much more on the move and reached out to distant lands out of curiosity, economic interests, and political and military concerns. Diplomats crisscrossed the continents, and artists, poets, and craftsmen traveled widely. We can identify, for instance, both the Vikings and the Arabs as global players long before the rise of modern globalism, so this volume promises to rewrite many of our traditional notions about pre-modern worldviews, economic conditions, and the literary sharing on a global level, as perhaps best expressed by the genre of the fable.

Real world negotiation examples and strategies from one of the most highly respected authorities in the field This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table. The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, you’ll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether you’re a student, instructor, or anyone who wants to negotiate successfully, you’ll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realms—domestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about: Exactly how to achieve Win-Win outcomes The critical role of underlying interests The kind of thinking that goes into generating creative options How to consider your and the other negotiator’s Best Alternative to a Negotiated Agreement (BATNA) Negotiating successfully in the face of power Achieving success when negotiating cross-culturally Once you come to understand through these cases that negotiation is the art of the possible, you’ll stop saying "a solution is impossible." With the knowledge and self-assurance you gain from this book, you’ll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome!

The four vital steps for successful negotiation--explained with wit and clarity by a master negotiator. Using examples from his own broad range of negotiating experiences, Freund presents a "game-plan" approach to negotiating--a technique far more successful than hardball competition or win-win cooperation.