Negotiation is a critical skill needed for effective management. Negotiation 6/e explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.
Part 1 Negotiation Fundamentals
Part 2 Negotiation Subprocesses
Part 3 Negotiation Contexts
Part 4 Individual Differences
Part 5 Negotiation across Cultures