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NEGOTIATION: MOVING FROM CONFLICT TO AGREEMENT

Leadership

Business & Economics

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B2B GT

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B2B & B2C

<P>This book helps students see how negotiation is all around them. Using every day and business examples, the authors explain how to negotiate with an emphasis on when and why to use certain tactics and approach. Focusing on the psychology of negotiation levers such as reciprocity, uncertainty, power, and alternatives, the text helps students understand all the ways they can negotiate to create value. Packed with practical advice, integrated coverage of ethics, cases, and role-playing exercises, this compelling new text takes an applied approach to negotiation, allowing students to gain confidence and experience as they practice honing their own negotiation skills.</P>

Negotiation

Duration

Duration Unit Of Measure

Transaction Type

Front Cover.
Half Title Page.
Sage Publishing: Our Story.
Title Page.
Copyright Page.
Brief Contents.
Detailed Contents.
Preface.
Acknowledgments.
About the Authors.
1: Introduction to Negotiation.
2: How to Think About Negotiation.
3: Negotiation Fundamentals.
4: Planning to Negotiate.
5: Negotiation Levers.
6: Reciprocity.
7: Supplement A The Stages of Negotiation.
8: Intangible Interests.
9: Supplement B Negotiation and Technology.
10: Relationships.
11: Supplement C Negotiating With More Than One Person.
12: Uncertainty.
13: Supplement D Mediation and Arbitration.
14: Formal Power.
15: Supplement E &#x201C;Hardball&#x201D; Tactics of Negotiation.
16: Alternatives.
17: Supplement F Resource and Time Constraints.
18: Persistence and Goals.
19: Managing Your Negotiation.
20: Individual Differences.
21: Culture.
Appendix 1 Mini Cases.
Appendix 2 Elqui Terra Case.
Appendix 3 Job Negotiations.
Glossary.
Notes.
Index.

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Negotiation