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Negotiation - 4th edition

Negotiation (ISBN10: 0072432551; ISBN13: 9780072432558)
ISBN13: 978-0072432558
ISBN10: 0072432551

Summary: Negotiation is a critical skill needed for effective management. NEGOTIATION 4/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. New to This Edition :
    >Instructor package has been dramatically improved with this edition to include: PowerPoint, Testbank, and Computerized Testing.
  • Each chapter has been completely revised and updated to reorganize the content, add new and developing areas of research, and improve student readability at all levels.
  • All chapters include new "box examples" and cartoons
  • Significant changes include:
  • -improved treatment of how conflicts and negotiations are framed
  • -significantly enhanced treatment of the planning process in negotiation
  • -improved treatment of communication and cognitive biases in negotiation
  • -discussion of intractable conflicts and how they may be negotiated
  • -enhanced treatment of international and cross cultural negotiations

Features :
  • Coordinated text and reader provides fully integrated learning system
  • Comprehensive treatment of a wealth of behavioral science research on negotiation strategy, tactics, and effectiveness
  • "Essentials of Negotiation" (2e) offers a brief overview of the text material
...show more
Summary: Negotiation is a critical skill needed for effective management. NEGOTIATION 4/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. New to This Edition :
  • Instructor package has been dramatically improved with this edition to include: PowerPoint, Testbank, and Computerized Testing.
  • Each chapter has been completely revised and updated to reorganize the content, add new and developing areas of research, and improve student readability at all levels.
  • All chapters include new "box examples" and cartoons
  • Significant changes include:
  • -improved treatment of how conflicts and negotiations are framed
  • -significantly enhanced treatment of the planning process in negotiation
  • -improved treatment of communication and cognitive biases in negotiation
  • -discussion of intractable conflicts and how they may be negotiated
  • -enhanced treatment of international and cross cultural negotiations

Features :
  • Coordinated text and reader provides fully integrated learning system
  • Comprehensive treatment of a wealth of behavioral science research on negotiation strategy, tactics, and effectiveness
  • "Essentials of Negotiation" (2e) offers a brief overview of the text material
...show less

Edition/Copyright: 4TH 03
Cover: Paperback
Publisher: Richard D. Irwin, Inc.
Published: 12/27/2002
International: No

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