In everyday life one may easily find oneself in a situation requiring negotiation: asking for a discount in a shop, agreeing to a delivery deadline with a colleague, discussing a budget, buying an automobile, giving estimates to clients, not to mention major business transactions or lawyers’ attempts to achieve out-of-court settlements. Conflict and negotiation are constant features of human experience, yet managing the corresponding situations is a source of fatigue and stress. With this book the author introduces the reader to the world of negotiation and identifies tools and strategies required to bargain effectively and strike mutually satisfactory deals. The book is thus a guide for conflict management that may prove useful for psychologists and other professionals who need to address conflict in the workplace, either as directly interested parties or as mediators.
Ugo Merlone teaches Conflict Management and Negotiation in the University of Turin’s degree programme in Legal and Criminological Psychology.