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Negotiation

Negotiation

8th Edition
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ISBN10: 1260479129 | ISBN13: 9781260479126

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ISBN10: 1260043649 | ISBN13: 9781260043648

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ISBN10: 1260479153 | ISBN13: 9781260479157

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ISBN10: 1260858928 | ISBN13: 9781260858921

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ISBN10: 1260708578 | ISBN13: 9781260708578

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The estimated amount of time this product will be on the market is based on a number of factors, including faculty input to instructional design and the prior revision cycle and updates to academic research-which typically results in a revision cycle ranging from every two to four years for this product. Pricing subject to change at any time.

Program Details

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
5. Ethics in Negotiation
PART 2: NEGOTIATION AND SUB PROCESSES 
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Influence
PART 3: NEGOTIATION CONTEXTS
10. Relationships in Negotiation
11. Agents, Constituencies, Audiences
12. Coalitions
13. Multiple Parties, Groups, and Teams in Negotiation
PART 4: INDIVIDUAL DIFFERENCES 
14. Individual Differences I: Gender and Negotiation
15. Individual Differences II: Personality and Abilities
PART 5: NEGOTIATION AND CULTURES 
16. International and Cross-Cultural Negotiation