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Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text’s conceptual approach draws on psychology, cutting-edge scholarship, and law to create an analytical framework with which students can learn to think about negotiation strategy before applying the framework to specific negotiation problems and contexts.
Features:
- Restructured treatment of the psychology of persuasion
- Part III framed to emphasize the critical importance of the relationship between negotiators
- Treatment of “trust” expanded with more discussion of extensive experimental data
- New treatment of the how to deal with the negative emotions that result from conflict
- Completely new simulations added to reinforce bargaining zone analysis, persuasion techniques, coping with emotions, and principal-agent relationships in negotiation
- Sales Rank: #60456 in Books
- Published on: 2014-03-18
- Original language: English
- Number of items: 1
- Dimensions: 9.80" h x 1.50" w x 7.20" l, 2.55 pounds
- Binding: Hardcover
- 528 pages
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