EBOOK Essentials of Negotiation, 5e
1st Edition
1308230036
·
9781308230030
© 2017 | Published: April 28, 2017
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…
Read More
After you purchase your eBook, you will need to download VitalSource Bookshelf, a free app. Then login or create an account and enter the code from your order confirmation email to access your eBook.
- Note: the eBook does not include access to Connect
- Access the eBook anytime, anywhere: online or offline
- Create notes, flashcards and make annotations while you study
- Full searchable content: quickly find the answers you are looking for
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-Cultural 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.