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Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions provides students of negotiation the fundamental theories, strategies, tactics, and process of negotiation in a comprehensive yet highly applicable style. The book combines in a single volume foundational text material, pertinent readings, comprehensive cases, role-playing exercises and questionnaires so that students enhance their intellectual understanding of the negotiation process while practicing and honing their skill and ability to negotiate in real-world scenarios.
Table of Contents
|The Nature of Negotiation: What it is and Why it Matters|
|Preparation: Building the Foundation for Negotiating|
|Distributive Bargaining: a Strategy for Claiming Value|
|Integrative Bargaining: a Strategy for Creating Value|
|Closing Deals: Persuading the Other Party to Say Yes|
|Communication : The Heart of All Negotiations|
|Decision Making: Are We Truly Rational Beings?|
|Power & influence: Changing others‚«÷ attitudes and behaviors|
|Ethics: Right and Wrong Do Exist when you Negotiate|
|Multiparty Negotiations: Managing the Additional Complexity|
|Third-Party Intervention: Recourse When Negotiations Sputter or Fail?|
|Table of Contents provided by Publisher. All Rights Reserved.|