Essentials of Negotiation

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  • Edition: 2nd
  • Format: Paperback
  • Copyright: 2000-07-01
  • Publisher: MCGRAW HILL PUBL CO
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Table of Contents

Negotiation Fundamentals

1. The Nature of Negotiation

2. Negotiation Framing: Strategizing and Planning

3. Strategy and Tactics of Distributive Negotiation

4. Strategy and Tactics of Integrative Negotiation

Negotiation Subprocesses

5. Communication, Perception, and Cognitive Biases

6. Finding and Using Negotiation Leverage

7. Ethics in Negotiation

Negotiation Contexts

8. The Social Context of Negotiation

9. Multiparty Negotiations: Groups and Coalitions

10. Global Negotiation

Negotiation Remedies

11. Managing Difficult Negotiations: Individual Approaches

12. Managing Difficult Negotiations: Third Party Approaches

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