Essentials of Negotiation (2024 Release) (8版)

Essentials of Negotiation is a condensed version of the main text, Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Several chapters from the main text have been condensed for this volume. These condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation sub processes, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

Ch 1 The Nature of Negotiation Ch 2 Strategy and Tactics of Distributive Bargaining Ch 3 Strategy and Tactics of Integrative Negotiation Ch 4 Negotiation: Strategy and Planning Ch 5 Ethics in Negotiation Ch 6 Perception, Cognition, and Emotion Ch 7 Communication Ch 8 Power and Influence in Negotiation Ch 9 Relationships in Negotiation Ch10 Multiple Parties and Groups in Negotiations Ch11 International and Cross-Cultural Negotiation Ch12 Best Practices in Negotiations