Essentials of negotiation

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Material type: Text

TextLanguage: English Publication details: Boston, Mass. Irwin/McGraw-Hill, 2001Edition: 6th ed.Description: 256 p. : ill. ; 24 cm.ISBN:

9780077862466

Subject(s):

Contents:

The nature of negotiation -- Strategy and tactics of distributive bargaining ---- Strategy and tactics of integrative negotiation ---- Ethics in negotiation ---- Negotiation: strategy and planning ---- Perception, cognition, and emotion ---- Communication ---- Finding and using negotiation power ---- Relationships in negotiation ---- Multiple parties, groups, and teams in negotiation ---- International and cross-cultural negotiation ---- Best practices in negotiations--

Summary: Essentials of Negotiation, 6e is a condensed version of the main text, Negotiation, Seventh Edition. 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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

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Essentials of Negotiation, 6e is a condensed version of the main text, Negotiation, Seventh Edition. 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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.