Negotiation
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.
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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 Fundamentals1. 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 Subprocesses5. Perception, Cognition, and Emotion 6. Communication 7. Finding and Using Negotiation Power 8. Influence 9. Ethics in Negotiation Part 3: Negotiation Contexts10. Relationships in Negotiation 11. Agents, Constituencies, Audiences12. Coalitions13. Multiple Parties and TeamsPart 4: Individual Differences14. Individual Differences I: Gender and Negotiation15. Individual Differences II: Personality and AbilitiesPart 5: Negotiation across Cultures16. International and Cross-Cultural NegotiationPart 6: Resolving Differences17. Managing Negotiation Impasses18. Managing Negotiation Mismatches19. Third Party Approaches to Managing Difficult NegotiationsPart 7: Summary20. Best Practices in NegotiationsBibliographyName IndexSubject Index
