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What version or edition is this?
This is the 6th edition with a publication date of 3/23/2009.
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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.
Table of Contents
|The Nature of Negotiation|
|Strategy and Tactics of Distributive Bargaining|
|Strategy and Tactics of Integrative Negotiation|
|Negotiation: Strategy and Planning|
|Perception, Cognition, and Emotion|
|Finding and Using Negotiation Power|
|Ethics in Negotiation|
|Relationships in Negotiation|
|Agents, Constituencies, Audiences|
|Multiple Parties and Teams|
|Individual Differences I: Gender and Negotiation|
|Individual Differences II: Personality and Abilities|
|Negotiation across Cultures|
|International and Cross-Cultural Negotiation|
|Managing Negotiation Impasses|
|Managing Negotiation Mismatches|
|Third Party Approaches to Managing Difficult Negotiations|
|Best Practices in Negotiations|
|Table of Contents provided by Publisher. All Rights Reserved.|