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Questions About This Book?
What version or edition is this?
This is the 6th edition with a publication date of 3/23/2009.
What is included with this book?
- The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any CDs, lab manuals, study guides, etc.
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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.|