Essentials of Negotiation

Essentials of Negotiation, 6e is a condensed version of the main text, Negotiation, Seventh 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.

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: Ethics in Negotiation

Chapter 6: Perception, Cognition, and Emotion

Chapter 7: Communication

Chapter 8: Finding and Using Negotiation Power

Chapter 9: Relationships in Negotiation

Chapter 10: Multiple Parties, Groups, and Teams in Negotiation

Chapter 11: International and Cross-Cultural Negotiation

Chapter 12: Best Practices in Negotiations

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