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Negotiation Basics for Cultural Resource Managers : Techniques & Issues in Cultural Resource Management - Nicholas Dorochoff

Negotiation Basics for Cultural Resource Managers

Techniques & Issues in Cultural Resource Management

Paperback Published: 22nd April 2010
ISBN: 9781598740950
Number Of Pages: 136

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Anyone in the cultural resource management world will tell you that much of the job is successfully negotiating consensus on a course of action between various stakeholders. In this volume, Nicholas Dorochoff offers the heritage management community the benefit of decades of thinking on negotiation where it is practiced daily-the business world. Brief, practical, and geared specifically for cultural resource managers, consultants, and other interested parties, the author slices the negotiation process into its various component parts and steps. In a workshop fashion, Dorochoff takes the reader through the negotiation process, showing where conflicts can arise, how they can be solved, and how a clear understanding of negotiation strategies can lead to successful resolutions. Real world examples, checklists, and resources are included. This handy guide can save cultural resource professionals from months of stalled negotiation on key projects.

"Negotiating is the lifeblood of a cultural resource consultant. Whether it is over a contract or a development plan, consultants are constantly negotiating. Yet, nowhere are we taught these skills except on the job. Dorochoff's book remedies this situation. It is a must for those entering the field as well as for those who want to hone their skills. " --Jeffrey H. Altschul, SRI Foundation "Having been in the corporate world himself, Dorochoff (M.A., historic preservation) is well aware that many in corporate America may not share the values of managers of cultural resources. To help preservation advocates in negotiations with businesses, the author draws on his thesis survey of North American practitioners on the factors contributing to negotiation success or failure. Striking a balance between theory and practice, he introduces phases of the process and strategies for specific negotiating contexts. E.g., emphasizing economic benefits is a prime way to co-opt other stakeholders' goals. " --Shannon Herndrickson, Book News Inc. "Whether going before a local planning board or historic district commission or sitting down to consult with other parties under Section 106 of the National Historic Preservation Act, there are few skills more useful to an historic preservationist or other cultural resource manager than the ability to negotiate. Remarkably few preservationists are trained in negotiation, however, and until now there has been nothing in print to help us master negotiation skills. Nicholas Dorochoff has changed all that with Negotiation Basics for Cultural Resource Managers. Negotiation Basics provides clear, straightforward advice about negotiation models and strategies. It should be helpful to anyone trying to make sense of local, state, and federal cultural resource management systems, and to anyone trying to preserve something in the face of competing interests. " -Thomas F. King

Prefacep. 7
Introductionp. 11
Negotiation and Its Contextsp. 14
A Definition of Negotiationp. 15
Six Dimensions of Negotiationp. 17
Negotiation Contextsp. 18
The Negotiation Processp. 22
Conclusionp. 25
Investigationp. 26
Evaluating the Situationp. 28
Understanding Your Counterpart and Yourselfp. 36
Conclusionp. 41
Preparationp. 42
Strategy and Tactics, Goals and Objectivesp. 42
Four Basic Strategiesp. 44
Selecting a Strategyp. 51
Conclusionp. 56
Connectionp. 57
An Overview of the Connection Phasep. 58
Connection in the Negotiating Contextsp. 65
Conclusionp. 69
Interactionp. 70
An Overview of the Interaction Phasep. 70
Interaction in the Negotiation Contextsp. 79
Conclusionp. 84
Integrationp. 86
An Overview of the Integration Phasep. 86
Integration in the Negotiation Contextsp. 92
Conclusionp. 95
Responding to Roadblocksp. 97
Roadblocks and the Problem-Solving Cyclep. 97
Communications Issuesp. 99
Outcomes Issuesp. 102
The Port Angeles Graving Dock Projectp. 107
Conclusionp. 116
Negotiation Successp. 118
Notesp. 120
Bibliographyp. 124
Indexp. 129
About the Authorp. 133
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9781598740950
ISBN-10: 1598740954
Series: Techniques & Issues in Cultural Resource Management
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 136
Published: 22nd April 2010
Publisher: Left Coast Press Inc
Country of Publication: US
Dimensions (cm): 22.9 x 15.2  x 0.7
Weight (kg): 0.23