Negotiation : closing deals, settling disputes, and making team decisions /
"This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demons...
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| Format: | Book |
| Language: | English |
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Thousand Oaks, Calif. :
SAGE Publications,
©2012
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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 negotiation : 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?
- Power and influence : changing others' attitudes and behaviors
- Ethics : right and wrong do exist when you negotiate
- Multiparty negotiations : managing the additional complexity
- Individual negotiations : managing culture and other complexities
- Difficult negotiations : managing others who play dirty and saying no to those who play nice
- Third-party intervention : recourse when negotiations sputter or fail?