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.

This book draws on twenty-four academic disciplines to provide a critical analysis of some 100 theories that explain the origins, nature, and management of human conflict. The book treats intellectual, individual, moral, interpersonal, organizational, community, political, and international conflicts. It suggests six criteria for distinguishing good from bad theory and discusses how existing theories may be used and improved.

Why We Fight draws on more than 20 academic disciplines to describe more than 100 theoretical explanations for human aggression and conflict. It also describes and assesses more than 70 methods for managing conflict, including individual, interpersonal, community, intellectual, organizational, intrastate, and interstate conflict.

Negotiation is an integral and pragmatic tool. Churchman provides a concise and practical guide to negotiation as it actually occurs. He outlines and defines key terms and concepts behind negotiation tactics that have proven effective throughout history thereby providing a clear introduction for the novice, while also offering an organized framework for the experienced.