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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
| Price | Condition | Delivery | Seller | Action |
| $136.00 | Digital |
| WonderClub |
Darby Little
reviewed Negotiation on January 20, 2017
Negotiation
As much as people may wish to avoid it, negotiations are an important part of our daily interactions. A married couple may negotiate where to spend their vacation, and a parent may negotiate with his child on how much television time is allowed at home. In short, negotiations are not always related to commerce and financial compensation.
'Negotiation' discusses different aspects of negotiations according to chapter. Some aspects include: strategy, methods of communication, psychology, and the involvement of intermediaries in conflict resolution. The format of the book is pleasant to read since there is a diversity of opinions and writing styles throughout, with different academicians writing each essay within the chapters of the book.
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