Overview

Negotiation is a critical skill needed for effective management. Negotiation 6/e explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.

Table of contents

Part 1: Negotiation Fundamentals

1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning

Part 2: Negotiation Subprocesses

5. Perception, Cognition, and Emotion
6. Communication
7. Finding and Using Negotiation Power
8. Influence
9. Ethics in Negotiation

Part 3: Negotiation Contexts

10. Relationships in Negotiation
11. Agents, Constituencies, Audiences
12. Coalitions
13. Multiple Parties and Teams

Part 4: Individual Differences

14. Individual Differences I: Gender and Negotiation
15. Individual Differences II: Personality and Abilities

Part 5: Negotiation across Cultures

16. International and Cross-Cultural Negotiation

Part 6: Resolving Differences

17. Managing Negotiation Impasses
18. Managing Negotiation Mismatches
19. Third Party Approaches to Managing Difficult Negotiations

Part 7: Summary

20. Best Practices in Negotiations