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Product Description
Product Description
ESSENTIALS OF NEGOTIATION, 4e is a short paperback derivative from the main text, NEGOTIATION, 5e. 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. Fourteen of the 20 chapters from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact.
From the Publisher
The content has been extensively revised and updated. Every chapter was completely revised for this 2nd Edition. Major new sections include the material on: dispute framing (chapter 2); types of relationships between negotiators and the effects of each (chapter 8); and coalitions (chapter 9).
Re-vamped organization breaks the book into four parts: Negotiation Fundamentals, Negotiation Subprocesses, Negotiation Contexts, and Negotiation Remedies.
A full and separate chapter has been written on the Framing, Strategizing, and Planning (chapter 2).
The discussions of negotiator ethics and global differences have been moved forward in the new organization to emphasize the importance of both in the world of negotiation.
Based on reviewer feedback, the chapter on Individual Differences has been eliminated from the 2nd Edition.
Current events and contemporary media have been interspersed throughout the text to add to readability and student interest.
The text explores major concepts and theories of bargaining and negotiation in a succinct format. It is relevant to the broad spectrum of negotiation problems that are traditionally faced by mangers.
The full chapter on the Nature of Negotiation (chapter 1) provides an important overview and introduction to the topic of negotiation. --This text refers to the Paperback edition.
See all Product Description
ESSENTIALS OF NEGOTIATION, 4e is a short paperback derivative from the main text, NEGOTIATION, 5e. 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. Fourteen of the 20 chapters from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact.
From the Publisher
The content has been extensively revised and updated. Every chapter was completely revised for this 2nd Edition. Major new sections include the material on: dispute framing (chapter 2); types of relationships between negotiators and the effects of each (chapter 8); and coalitions (chapter 9).
Re-vamped organization breaks the book into four parts: Negotiation Fundamentals, Negotiation Subprocesses, Negotiation Contexts, and Negotiation Remedies.
A full and separate chapter has been written on the Framing, Strategizing, and Planning (chapter 2).
The discussions of negotiator ethics and global differences have been moved forward in the new organization to emphasize the importance of both in the world of negotiation.
Based on reviewer feedback, the chapter on Individual Differences has been eliminated from the 2nd Edition.
Current events and contemporary media have been interspersed throughout the text to add to readability and student interest.
The text explores major concepts and theories of bargaining and negotiation in a succinct format. It is relevant to the broad spectrum of negotiation problems that are traditionally faced by mangers.
The full chapter on the Nature of Negotiation (chapter 1) provides an important overview and introduction to the topic of negotiation. --This text refers to the Paperback edition.
See all Product Description
Inside This Book
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First Sentence
The day started early, as usual. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
The day started early, as usual. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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