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9780077862466

Essentials of Negotiation

by ; ;
  • ISBN13:

    9780077862466

  • ISBN10:

    0077862465

  • Edition: 6th
  • Format: Paperback
  • Copyright: 2015-01-14
  • Publisher: McGraw-Hill Education
  • View Upgraded Edition

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Supplemental Materials

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Summary

Essentials of Negotiation, 6e is a condensed version of the main text, Negotiation, Seventh Edition. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

Table of Contents

Chapter 1: The Nature of Negotiation

Chapter 2: Strategy and Tactics of Distributive Bargaining

Chapter 3: Strategy and Tactics of Integrative Negotiation

Chapter 4: Negotiation: Strategy and Planning

Chapter 5: Ethics in Negotiation

Chapter 6: Perception, Cognition, and Emotion

Chapter 7: Communication

Chapter 8: Finding and Using Negotiation Power

Chapter 9: Relationships in Negotiation

Chapter 10: Multiple Parties, Groups, and Teams in Negotiation

Chapter 11: International and Cross-Cultural Negotiation

Chapter 12: Best Practices in Negotiations

Supplemental Materials

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 access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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