Negotiation
Author(s)
Bibliographic Information
Negotiation
McGraw-Hill/Irwin, c2006
5th ed.
Available at / 6 libraries
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Note
Rev. ed. of: Negotiation. 4th ed. c2003
Companion vol. to: Negotiation : reading, exercises, and cases
Includes bibliographical references and index
Description and Table of Contents
Description
Negotiation is a critical skill needed for effective management. Negotiation 5/e explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.
Table of Contents
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.Perception, Cognition, and Emotion 6.Communication 7.Finding and Using Negotiation Power 8.Influence 9.Ethics in Negotiation 10.Relationships in Negotiation 11. Agents, Constituencies, Audiences 12. Coalitions 13. Multiple Parties and Teams 14. Individual Differences I: Gender and Negotiation 15. Individual Differences II: Personality and Abilities 16. International and Cross-Cultural Negotiation 17. Managing Negotiation Impasses 18. Managing Negotiation Mismatches 19. Managing Difficult Negotiations: Third Party Approaches 20. Best Practices for Negotiators
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