Negotiation is a critical skill needed for effective management. Negotiation 6/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.
Negotiation is a critical skill needed for effective management. Negotiation 6/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.
Part 1: Negotiation Fundamentals 1. The Nature of Negotiation 2. Strategy and Tactics of Distributive Bargaining 3. Strategy and Tactics of Integrative Negotiation 4. Negotiation: Strategy and Planning Part 2: Negotiation Subprocesses 5. Perception, Cognition, and Emotion 6. Communication 7. Finding and Using Negotiation Power 8. Influence 9. Ethics in Negotiation Part 3: Negotiation Contexts 10. Relationships in Negotiation 11. Agents, Constituencies, Audiences 12. Coalitions 13. Multiple Parties and Teams Part 4: Individual Differences 14. Individual Differences I: Gender and Negotiation 15. Individual Differences II: Personality and Abilities Part 5: Negotiation across Cultures 16. International and Cross-Cultural Negotiation Part 6: Resolving Differences 17. Managing Negotiation Impasses 18. Managing Negotiation Mismatches 19. Third Party Approaches to Managing Difficult Negotiations Part 7: Summary 20. Best Practices in Negotiations Bibliography Name Index Subject Index
Part 1: Negotiation Fundamentals 1. The Nature of Negotiation 2. Strategy and Tactics of Distributive Bargaining 3. Strategy and Tactics of Integrative Negotiation 4. Negotiation: Strategy and Planning Part 2: Negotiation Subprocesses 5. Perception, Cognition, and Emotion 6. Communication 7. Finding and Using Negotiation Power 8. Influence 9. Ethics in Negotiation Part 3: Negotiation Contexts 10. Relationships in Negotiation 11. Agents, Constituencies, Audiences 12. Coalitions 13. Multiple Parties and Teams Part 4: Individual Differences 14. Individual Differences I: Gender and Negotiation 15. Individual Differences II: Personality and Abilities Part 5: Negotiation across Cultures 16. International and Cross-Cultural Negotiation Part 6: Resolving Differences 17. Managing Negotiation Impasses 18. Managing Negotiation Mismatches 19. Third Party Approaches to Managing Difficult Negotiations Part 7: Summary 20. Best Practices in Negotiations Bibliography Name Index Subject Index
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