Beyond Compromise: Cultivating Principled Negotiation Skills
Edition: 1
Copyright: 2025
Pages: 134
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$65.00 USD
Beyond Compromise: Cultivating Principled Negotiation Skills is comprehensive, equipping readers with skills and strategies to be effective negotiators. Jennifer Humber and Anneliese Bolland believe that effective negotiation often goes beyond mere compromise, and readers are introduced to concepts and a step-by-step principled negotiation process that can be applied in numerous professional and personal contexts.
Beyond Compromise is engaging and practical, and in each chapter the reader is asked to reflect on experiences that are relevant to the chapter. Additional features in each chapter are real-world scenarios, theory highlights, and case studies. The case studies model negotiation processes and allows readers to apply what they have learned in the chapter to the case.
Readers are encouraged to explore their own values, assumptions, and experiences as they consider ways in which negotiation could be beneficial and while they develop skills that will make them more effective negotiators. This reflective approach bridges the gap between traditional classroom learning of concepts and real-world application, making the book a valuable resource for any audience.
List of Illustrations and Tables
Preface
Acknowledgments
About the Authors
CHAPTER 1: Giving Up or Giving In—or Getting More?
Setting the Stage
Defining Negotiation
Negotiation Styles
Avoid
Compete
Accommodate
Compromise
Collaborate
Types of Negotiation
Distributive Negotiation
Principled Negotiation
Summary
Case Study
Case Study Discussion Prompts
References
CHAPTER 2: How Do I Feel? What Do They Think?
Emotion
Emotional Intelligence
Self-Awareness
Self-Management
Social Awareness
Relationship Management
Considering Biases as We Develop Emotional Intelligence
Applying Emotional Intelligence to Negotiation
Developing Emotional Intelligence
Summary
Case Study
Case Study Discussion Prompts
References
CHAPTER 3: Can’t I Just Wing It?
Preparing to Prepare
The Negotiation Process
Preparation and Planning
Identify Individual Interests
Forecast Others’ Interests
Research and Gather Information
Set Goals and Objectives
Plan for Action and Outcomes
Determine Process and Strategies
Summary
Case Study
Case Study Discussion Prompts
References
CHAPTER 4: Let’s Do This
Engaging Another Party
Develop Rapport
Collaboratively Establish Rules of Engagement
Share Interests
Effective Communication
Explore Interests
Brainstorming
Mind-Mapping
Role-Playing
Summary
Case Study
Case Study Discussion Prompts
References
CHAPTER 5: From “I Will” to “WE Will”: Closure and Implementation
Finalizing the Deal
Review Interests and Goals
Consider Positions and Counteroffers
Come to a Wise Agreement
Communicate and Document Action Plan
Show Appreciation
Implementation and Follow-Up
Alternative Approaches to Negotiation
Final Thoughts
Use Principled Negotiation Broadly
Successful Principled Negotiation and Negotiators
Summary
Case Study
Case Study Discussion Prompts
References
Appendices
A1. Negotiation Guidance Worksheet
A2. Agenda Template
A3. Action Plan Template
A4. Negotiation Reflection Prompts
Dr. Jennifer Fields Humber is a proud alumnus of The University of Alabama, where she earned an Ed.D. in Higher Education Administration with an emphasis on College Teaching. Her research focuses on students’ perceptions of engagement in online coursework. With over 20 years of experience in higher education, she has served in various positions that require direct attention to conflict on a regular basis. Her experiences in the field prompted her to pursue a deeper understanding of conflict resolution in all aspects of life. After completing the graduate program in Conflict Resolution, she gained additional knowledge and skills that gave her newfound confidence and passion for dealing with conflict more efficiently. Dr. Humber is the Director of the Graduate Certificate in Conflict Resolution, offered to main campus and online graduate students enrolled at The University of Alabama. She is passionate about facilitating conversations that empower others to be thoughtful, considerate, and confident in managing conflict successfully in their personal and professional lives. Dr. Humber is a professor of Consumer Sciences in the College of Human Environmental Sciences at The University of Alabama and teaches undergraduate and graduate courses in conflict resolution, emotional intelligence, and negotiation.
Dr. Anneliese Bolland is a proud alumnus of The University of Alabama, where she earned a Ph.D. in Educational Research with an emphasis on Quantitative Methodology. She has two major lines of research. She is the principal investigator of the Mobile Youth and Poverty Study, a community-based, multiple cohort, longitudinal study of risks and protective factors in adolescents who grow up in communities characterized by poverty. She also evaluates federally-funded programs. Dr. Bolland’s research is quite interdisciplinary and, in fact, led her to pursue a master's in social work and a master's in public health. Over the past 15 years, she has worked with faculty, staff, and students in various fields and saw situations arise where knowledge and skills in principled negotiation would have been helpful. This awareness led her to complete the program at The University of Alabama in Conflict Resolution. Since completing this program, she has used principled negotiation skills and advocated for principled negotiation in many personal and professional situations. Dr. Bolland is a professor of Communication Studies in the College of Communication and Information Sciences at The University of Alabama. She primarily teaches undergraduate and graduate courses in research methods.
Beyond Compromise: Cultivating Principled Negotiation Skills is comprehensive, equipping readers with skills and strategies to be effective negotiators. Jennifer Humber and Anneliese Bolland believe that effective negotiation often goes beyond mere compromise, and readers are introduced to concepts and a step-by-step principled negotiation process that can be applied in numerous professional and personal contexts.
Beyond Compromise is engaging and practical, and in each chapter the reader is asked to reflect on experiences that are relevant to the chapter. Additional features in each chapter are real-world scenarios, theory highlights, and case studies. The case studies model negotiation processes and allows readers to apply what they have learned in the chapter to the case.
Readers are encouraged to explore their own values, assumptions, and experiences as they consider ways in which negotiation could be beneficial and while they develop skills that will make them more effective negotiators. This reflective approach bridges the gap between traditional classroom learning of concepts and real-world application, making the book a valuable resource for any audience.
List of Illustrations and Tables
Preface
Acknowledgments
About the Authors
CHAPTER 1: Giving Up or Giving In—or Getting More?
Setting the Stage
Defining Negotiation
Negotiation Styles
Avoid
Compete
Accommodate
Compromise
Collaborate
Types of Negotiation
Distributive Negotiation
Principled Negotiation
Summary
Case Study
Case Study Discussion Prompts
References
CHAPTER 2: How Do I Feel? What Do They Think?
Emotion
Emotional Intelligence
Self-Awareness
Self-Management
Social Awareness
Relationship Management
Considering Biases as We Develop Emotional Intelligence
Applying Emotional Intelligence to Negotiation
Developing Emotional Intelligence
Summary
Case Study
Case Study Discussion Prompts
References
CHAPTER 3: Can’t I Just Wing It?
Preparing to Prepare
The Negotiation Process
Preparation and Planning
Identify Individual Interests
Forecast Others’ Interests
Research and Gather Information
Set Goals and Objectives
Plan for Action and Outcomes
Determine Process and Strategies
Summary
Case Study
Case Study Discussion Prompts
References
CHAPTER 4: Let’s Do This
Engaging Another Party
Develop Rapport
Collaboratively Establish Rules of Engagement
Share Interests
Effective Communication
Explore Interests
Brainstorming
Mind-Mapping
Role-Playing
Summary
Case Study
Case Study Discussion Prompts
References
CHAPTER 5: From “I Will” to “WE Will”: Closure and Implementation
Finalizing the Deal
Review Interests and Goals
Consider Positions and Counteroffers
Come to a Wise Agreement
Communicate and Document Action Plan
Show Appreciation
Implementation and Follow-Up
Alternative Approaches to Negotiation
Final Thoughts
Use Principled Negotiation Broadly
Successful Principled Negotiation and Negotiators
Summary
Case Study
Case Study Discussion Prompts
References
Appendices
A1. Negotiation Guidance Worksheet
A2. Agenda Template
A3. Action Plan Template
A4. Negotiation Reflection Prompts
Dr. Jennifer Fields Humber is a proud alumnus of The University of Alabama, where she earned an Ed.D. in Higher Education Administration with an emphasis on College Teaching. Her research focuses on students’ perceptions of engagement in online coursework. With over 20 years of experience in higher education, she has served in various positions that require direct attention to conflict on a regular basis. Her experiences in the field prompted her to pursue a deeper understanding of conflict resolution in all aspects of life. After completing the graduate program in Conflict Resolution, she gained additional knowledge and skills that gave her newfound confidence and passion for dealing with conflict more efficiently. Dr. Humber is the Director of the Graduate Certificate in Conflict Resolution, offered to main campus and online graduate students enrolled at The University of Alabama. She is passionate about facilitating conversations that empower others to be thoughtful, considerate, and confident in managing conflict successfully in their personal and professional lives. Dr. Humber is a professor of Consumer Sciences in the College of Human Environmental Sciences at The University of Alabama and teaches undergraduate and graduate courses in conflict resolution, emotional intelligence, and negotiation.
Dr. Anneliese Bolland is a proud alumnus of The University of Alabama, where she earned a Ph.D. in Educational Research with an emphasis on Quantitative Methodology. She has two major lines of research. She is the principal investigator of the Mobile Youth and Poverty Study, a community-based, multiple cohort, longitudinal study of risks and protective factors in adolescents who grow up in communities characterized by poverty. She also evaluates federally-funded programs. Dr. Bolland’s research is quite interdisciplinary and, in fact, led her to pursue a master's in social work and a master's in public health. Over the past 15 years, she has worked with faculty, staff, and students in various fields and saw situations arise where knowledge and skills in principled negotiation would have been helpful. This awareness led her to complete the program at The University of Alabama in Conflict Resolution. Since completing this program, she has used principled negotiation skills and advocated for principled negotiation in many personal and professional situations. Dr. Bolland is a professor of Communication Studies in the College of Communication and Information Sciences at The University of Alabama. She primarily teaches undergraduate and graduate courses in research methods.