11 Dec 2019

Practical Guide to Negotiating in the Military, Third Edition

The Practical Guide for Negotiating in the Military is a sourcebook for all leaders. It contains all the essential concepts and applications to help military leaders be more proficient negotiators. We all have our natural negotiating preferences, and if left to our own, will default to this preference. This “one-size-fits-all” approach makes negotiating a reactive process for many. For routine situations, this may be an adequate negotiating strategy. This guidebook advocates that negotiations become more of a proactive and deliberate process. This is due to the nature of military operations. There are many routine and predictable conditions, but then there are many more novel and/or unpredictable situations requiring a more deliberate response rather than a conditioned reaction. This guidebook provides the tools for both understanding the concepts and applying them, changing the “one-size-fits-all” philosophy into a toolkit of available options – choose the right tool based on the conditions. [Stefan Eisen Jr./ 2019 / 160 pages / ISBN: 978-1-58566-294-4 / AU Press Code: B-158]

8 Oct 2019

Military Negotiation as Meta-Leadership: Engage and Align for Mission Success

This paper proposes a need for negotiation as an engaged leadership competency throughout the military. The paper speaks to the unique aspects of negotiation and conflict resolution in both benign and hostile military environments. When taking into consideration the economics of defense, negotiation provides leaders with standard grammar and processes by which to reduce the costs associated with decision-making and joint problem-solving. Discussed are strategies for operationalizing negotiation at tactical, operational, and strategic levels. [Thomas G. Matyók, PhD / 2019 / 43 pages / ISBN 9781585662999 / AU Press Code: METCAT-0001]