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.

Negotiation Fundamentals
The Nature of Negotiation
Strategy and Tactics of Distributive Bargaining
Strategy and Tactics of Integrative Negotiation
Negotiation: Strategy and Planning
Negotiation Subprocesses
Perception, Cognition, and Emotion
Communication
Finding and Using Negotiation Power
Influence
Ethics in Negotiation
Negotiation Contexts
Relationships in Negotiation
Agents, Constituencies, Audiences
Coalitions
Multiple Parties and Teams
Individual Differences
Individual Differences I: Gender and Negotiation
Individual Differences II: Personality and Abilities
Negotiation across Cultures
International and Cross-Cultural Negotiation
Resolving Differences
Managing Negotiation Impasses
Managing Negotiation Mismatches
Third Party Approaches to Managing Difficult Negotiations
Summary
Best Practices in Negotiations
Bibliography
Name Index
Subject Index
Table of Contents provided by Publisher. All Rights Reserved.

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Summary

Table of Contents

Supplemental Materials