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.
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 Bibliography Name Index Subject Index