Essentials of NegotiationIrwin/McGraw-Hill, 2001 - 256 pagina's This is a short derivative from the main Negotiation text. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. In this revision, the organization more closely follows both Negotiation and Negotiation: Readings, Cases, and Exercises. Events and contemporary media have been interspersed throughout the text to add to readability and student interest. Every chapter has been revised; major new sections include material on dispute framing, coalitions and types of relationships between negotiators. |
Inhoudsopgave
The Nature of Negotiation | 1 |
Framing Strategizing and Planning | 22 |
Strategy and Tactics of Distributive Bargaining | 54 |
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accept achieve agree agreement alternative American anchoring and adjustment approach arguments bargaining mix BATNA Bazerman believe biases buyer Chapter cognitive commitment communication competitive concessions Conflict Management context culture deal deception define discussion dispute distributive bargaining effective escalation escalation of commitment ethical evaluate example factors feel Fisher frames goals halo effects important individual influence integrative negotiation interdependence interests International irrational escalation issues Journal Larry leverage Lewicki listening logrolling Monica Neale negotiation outcomes negotiation process negotiation strategy negotiator needs negotiator's occur opening offer options Organizational Behavior organizations other's party party's perceived perception person perspective persuasion position power distance problem Pruitt questions reframing relationship resistance point respond role salary settlement side situation Social Psychology solution SOURCE specific statement suggests talk target point things threats tiators tion truth telling understand Wall Street Journal winner's curse York