Negotiation

1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining*
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
5. Ethics in Negotiation
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Influence
10. Relationships in Negotiation
11. Agents, Constituencies, and Audiences
12. Coalitions
13. Multiple Parties, Groups, and Teams in Negotiation
14. Individual Differences I: Gender and Negotiation
15. Individual Differences II: Personality and Abilities
16. International and Cross?Cultural Negotiation
17. Managing Negotiation Impasses
18. Managing Difficult Negotiations
19. Third-Party Approaches to Managing Difficult Negotiations
20. Best Practices in Negotiations

Bibliography

Name Index

Subject Index

Overview:

Negotiation is a critical skill needed for effective management. This book 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.


Key Features:

• Complete book revised, updated and enhanced
• Content reorganized and re-written
• Features offering lively perspective updated
• Pedagogical features enhanced with addition of Learning Objectives at the beginning of every chapter and outline of key sections