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Learning Negotiation Through Literature

Title: Learning Negotiation Through Literature
Subject Classification: Decision Making, Business and Management, Humanities, Literature and Literary Criticism
BIC Classification: GPQ, KJ, D
BISAC Classification: BUS047000, BUS019000, BUS058000
Binding: Hardback, Paperback, ebook, pp.278
Publication date: 4th February 2022
ISBN (Hardback): 978-1-871891-89-8
ISBN (Paperback): 978-1-80441-156-8
ISBN (ebook): 978-1-871891-90-4


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The World Economic Forum recognizes negotiation as one of the ten most important practical life skills. Books explaining negotiation tactics have been best sellers for many years, but most miss the dynamic interplay of tactics during an actual negotiation. Learning Negotiation Through Literature fills that gap in an engaging and entirely unique way, with line-by-line analysis of extracts from classic and contemporary literature. The book also addresses the ethics of negotiation tactics, and whether that changes with culture or topic.


Author: David Churchman is Professor Emeritus, California State University, Dominguez Hills, where he originated an MA in conflict management teaching one course in conflict theory and one in negotiation. A three-time Fulbright Scholar (Cyprus, Ukraine, Norway) in conflict management he also was an army officer and National Science Foundation program officer. After an apprenticeship training animals, especially big cats and raptors for movies, he co-founded a nonprofit company, using injured non-releasable exotic animals kept in a licensed facility, for an educational program averaging 100,000 student contacts each year. 



"No one gets through life without frequent negotiations. Learning Negotiation Through Literature supplies the negotiator with the kind of ready and enviable store of synecdoche or shorthand terms enjoyed by well-versed classicists for numerous situations military, political, societal, and philosophical. The set of fifty literary examples is a delightful anthology in its own right. Leave it to innovative educator David Churchman to conceive and actualize a full-blown system for learning critically and analytically the distilled knowledge on negotiation in a single volume that is downright fun."

- King Alexander, Appellate Chief, Louisiana 14th District [Public] Defender, USA


"What a wonderful and intriguing way to learn about this subject! The originality displayed here is breathtaking. I recommend this book to all leaders who must wrestle with complexities of the modern organization and the negotiations that are so necessary to leading these organizations. One may or may not fully agree with his analysis or assertions. But that is not the critical issue. The book is a wonderful piece of analysis and a guide luring the reader to explore further the fundamentals of negotiations."

- David Dotterrer, Elected County Commissioner, Oregon, USA, and Colonel, US Marines, retired


"This excellent volume offers an extremely accessible, learned, and lucid explanation of the different facets of negotiation, its strategies, tactics, and potential. The illustrations included, taken from often well known sources, are illuminating and stimulating. Learning Negotiation Through Literature represents a superb introduction to a very important area of research, also relevant for everyday life, with implications and applications for all of us."

- Oliver Richmond, Research Professor in IR, Peace and Conflict Studies, University of Manchester, UK

"Learning Negotiation Through Literature is one of those books where I kept thinking: What a great idea, why has no-one done this before? David Churchman, a highly respected scholar,  shares insights into the murky world of negotiations. He identifies fifty negotiating tactics, using examples from literature. The amusing examples are effective learning tools. This book is of equal interest to politicians, captains of industry, students – and common man eager to get a better deal. Don’t we all?"

- Dr. Asle Toje, Deputy Leader, The Norwegian Nobel committee.


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