Description

Cultivate negotiation skills with the latest theory and research, plus opportunities for practice! Negotiation 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 demonstrate how negotiation has been effectively or ineffectively applied in practice, role-playing exercises that enable students to hone their skills, and questionnaires that assess personal qualities that can influence negotiation processes and outcomes. Key Features Includes Negotiation in Action vignettes in each chapter, bringing the content to life through vivid illustrations of the negotiation process Provides two readings per chapter, with critical-thinking questions to help students relate the content to their own experiences Includes five full-lengh cases, demonstrating important interrelationships among the various components of the negotiation process and how they are applied in practice Provides self-assessment questionnaires, enabling readers to analyze and understand their negotiation abilities Offers broad-ranging and international perspectives, integrating real-world insight from managers in industry and government and from countries throughout the world Table Of Contents Preface I: The Fundamentals 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 II: Special Challenges Communication: The Heart of All Negotiations Decision Making: Are We Truly Rational? Power & Influence: Changing Others’ Attitudes and Behaviors Ethics: Right and Wrong Do Exist When You Negotiate Multiparty Negotiations: Managing the Additional Complexity Individual Differences : How our Unique qualities Affect Negotiations International 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? Appendix Glossary Index