Essentials of Negotiation: 2024 Release ISE
1266913394
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9781266913396
Essentials of Negotiation is a condensed version of the main text, Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution…
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1 The Nature of Negotiation
2 Strategy and Tactics of Distributive Bargaining
3 Strategy and Tactics of Integrative Negotiation
4 Negotiation Strategy and Planning
5 Ethics in Negotiation
6 Perception, Cognition, and Emotion
7 Communication
8 Power and Influence in NegotiationFinding and Using Negotiation Power
9 Relationships in Negotiation
10 Multiple Parties and Groups in Negotiations
11 International and Cross-Cultural Negotiation
12 Best Practices in Negotiations
2 Strategy and Tactics of Distributive Bargaining
3 Strategy and Tactics of Integrative Negotiation
4 Negotiation Strategy and Planning
5 Ethics in Negotiation
6 Perception, Cognition, and Emotion
7 Communication
8 Power and Influence in NegotiationFinding and Using Negotiation Power
9 Relationships in Negotiation
10 Multiple Parties and Groups in Negotiations
11 International and Cross-Cultural Negotiation
12 Best Practices in Negotiations
Essentials of Negotiation is a condensed version of the main text, Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Several chapters from the main text have been condensed for this volume. These condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation sub processes, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.