Essentials of negotiation
Author(s)
Bibliographic Information
Essentials of negotiation
McGraw-Hill/Irwin, c2011
5th ed., international ed
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Note
Includes bibliographical references (p. 261-279) and index
Contents of Works
- The nature of negotiation
- Strategy and tactics of distributive bargaining
- Strategy and tactics of integrative bargaining
- Negotiation : strategy and planning
- Perception, cognition, and emotion
- Communication
- Finding and using negotiation power
- Ethics in negotiation
- Relationships in negotiation
- Multiple parties and teams
- International and cross-cultural negotiation
- Best practices in negotiation
Description and Table of Contents
Description
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.
Table of Contents
Chapter 1 - The Nature of NegotiationChapter 2 - Strategy and Tactics of Distributive BargainingChapter 3 - Strategy and Tactics of Integrative NegotiationChapter 4 - Negotiation: Strategy and PlanningChapter 5 - Perception, Cognition, and EmotionChapter 6 - CommunicationChapter 7 - Finding and Using Negotiation PowerChapter 8 - Ethics in NegotiationChapter 9 - Relationships in NegotiationChapter 10 - Multiple Parties and TeamsChapter 11 - International and Cross-Cultural NegotiationChapter 12 - Best Practices in Negotiations
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