Negotiating Essentials: Theory, Skills, and Practices / Edition 1

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Overview

For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or Labor Relations, which can be found in various departments such as business, law, education, engineering, psychology, and public administration.

A major goal of the authors was to write a book that could be easily utilized in a variety of courses and would be universally appealing to students of all majors. To enhance the readability, they intentionally chose a “conversational writing style” rather than a traditional “textbook style” to engage students of various different backgrounds. The book has a lively and interesting approach and incorporates several unique features that focus on “real world” negotiation cases. These features include cartoons like the popular Zits series, offering the reader a humorous but realistic viewpoint as well as many practical bargaining tactics and tips. All chapters include many boxed items and discussions of actual negotiations to illustrate major concepts and make them more accessible to students.

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Product Details

  • ISBN-13: 9780131868663
  • Publisher: Prentice Hall
  • Publication date: 1/13/2007
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 208
  • Sales rank: 871,612
  • Product dimensions: 6.93 (w) x 9.15 (h) x 0.64 (d)

Table of Contents

Chapter One

An Introduction To Negotiation

Chapter Two

The Negotiation Process: Four Stages

Chapter Three

Distributive Bargaining

Chapter Four

Integrative Bargaining

Chapter Five

Gaining Leverage Through Power And Persuasion

Chapter Six

Strategy

Chapter Seven

Impasse And Alternative Dispute Resolution (ADR)

Chapter Eight

Ethics, Fairness, And Trust In Negotiation

Chapter Nine

The Influence Of Culture And Gender On Negotiations

Chapter Ten

Closing The Deal

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