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34 Santa Clara L. Rev. 1099 (1993-1994)
Books Received

handle is hein.journals/saclr34 and id is 1117 raw text is: BOOKS RECEIVED Beyond Machiavelli: Tools for Coping With Conflict. By Roger Fisher, Elizabeth Kopelman and Andrea Kupfer Schneider. Cambridge, Massachusetts: Harvard University Press. 1994. Pp. 151. Hardcover. $16.95. The area of negotiation is a popular subject for how-to books. There are a wide range of materials available to the interested reader, ranging from self-help manuals to motiva- tional videos that aim at teaching people how to get what they want out of any confrontational situation. The pro- claimed leader of this field is Roger Fisher, whose interna- tional bestseller, Getting to Yes: Negotiating Agreement With- out Giving In, was widely acclaimed for its practical advice on handling disputes. Fisher's latest venture into the negotiat- ing area is titled Beyond Machiavelli: Tools for Coping With Conflict. Together with co-authors Elizabeth Kopelman and Andrea Kupfer Schneider, Fisher this time applies his negoti- ating skills to the international phenomenon of conflict reso- lution. While the book has a wider focus than Fisher's past work, it is still a source of ideas from which anyone can draw-whether the person is a diplomat or a private citizen. Beyond Machiavelli arises from the authors' concerns over the current state of the world. In their opinion, many of the conflicts flooding the daily headlines are the result of poor decision-making. The authors use their book to address how these conflicts ought to be handled, and what practical skills are needed to bring those theories to the real world. The book stresses a systematic approach toward handling conflicts, and it is meant to act as a manual that can be consulted each time the reader addresses a dispute involving negotiation. The advice and tactics that the authors offer are illustrated through application to real international situations, both past and present. Such events as the Bay of Pigs and the Per- sian Gulf War are used to demonstrate how the authors' sys- tematic approach, if it had been implemented in those events, would have reached positive results. 1099

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