EBOOK: Essentials of Negotiation
5th Edition
0077143906
·
9780077143909
© 2010 | Published: June 16, 2010
Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict…
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Chapter 1 – The Nature of Negotiation
Chapter 2 – Strategy and Tactics of Distributive Bargaining
Chapter 3 – Strategy and Tactics of Integrative Negotiation
Chapter 4 – Negotiation: Strategy and Planning
Chapter 5 – Perception, Cognition, and Emotion
Chapter 6 – Communication
Chapter 7 – Finding and Using Negotiation Power
Chapter 8 – Ethics in Negotiation
Chapter 9 – Relationships in Negotiation
Chapter 10 – Multiple Parties and Teams
Chapter 11 – International and Cross-Culture Negotiation
Chapter 12 – Best Practices in Negotiations
Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth 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.