A brief overview of this book is on order. The Readings portion of the book is ordered into 14 sections: [1] the Nature of Negotiation, [2] Prenegotiation Planning, [3] Strategy and Tactics of Distributive Bargainig, [4] Strategy and Tactics of Integrative Negotiation,[5] Communication and Cognitive Biases, [6] Finding Negotiation Leverage, [7] Ethics in Negotaition, [8] Social Context, [9] Teams and Group Negotiation, [10] Inidvidual Differences, [11] Global Negotiation, [12] Managing Difficult Negtiation Situations: Individual Approaches, [13] Managing Difficult Negtiation Situations: Third-Party Apporaches, and [14] Applications of Negtiation.
The next portion of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be sued to teach about negtiation processesand subprocesses. Complete nformation about the use or adaptation of these mate-rials for several classroom formats is provided in our accompanying Instructor's Manual, which faculty members may obtain from their local McGraw-Hill/Irwin representative, by calling [800] 634-3963 or by visiting the McGraw-Hill website at www.mhhe.com.
Section 1 The Nature of Negotiation
Section 2 Prenegotiation Planning
Section 3 Strategy and Tactics of Distributive Bargainning
Section 4 Strategy and tactics of Intergrative Negotiation
Section 5 Communication and Cognitive Biases
Section 6 Finding Negotiation Leverage
Section 7 Ethics in Negotiation
Section 8 Social Context
Section 9 Coalitions, Multiple Parties, and Teams
Section 10 Individual Differences
,etc.