Negotiation Basics for Cultural Resource Managers

In 1984, Nicholas Dorochoff earned a master's degree in English from the University of Rochester, in Rochester, New York and began his career as an educator. For twelve years he taught students at the secondary and university levels in modern languages, literature, composition, technical writing and graphic design in New York and Indiana. He also provided guidance to university faculty in the use of technology in the classroom. His interest in technology drew him from academia to the corporate arena, where he worked as an analyst and manager. In 2005, he earned a master's degree in historic preservation from Ball State University's College of Architecture and Planning in Muncie, Indiana, and currently works as a technology project manager in Chicago.

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

• Chapter 1 Introduction; Chapter 2 Negotiation and Its Contexts; Chapter 3 Investigation; Chapter 4 Preparation; Chapter 5 Connection; Chapter 6 Interaction; Chapter 7 Integration; Chapter 8 Responding to Roadblocks; Chapter 9 Negotiation Success;