"A great overview of what it takes to excel as a negotiator."— Nicholas J. Chabra, Pfeiffer University
This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied in practice, role-playing exercises that enable students to hone their skills, and questionnaires that assess personal qualities that can influence negotiation processes and outcomes.
Part 1: The Fundamentals
The Nature of Negotiation: What it is and Why it Matters
Preparation: Building the Foundation for Negotiating
Distributive Bargaining: A Strategy for Claiming Value
Integrative Bargaining: A Strategy for Creating Value
Closing Deals: Persuading the Other Party to Say Yes
Part 2: Special Challenges
Communication : The Heart of All Negotiations
Decision Making: Are We Truly Rational Beings?
Power & influence: Changing others’ attitudes and behaviors
Ethics: Right and Wrong Do Exist when you Negotiate
Multiparty Negotiations: Managing the Additional Complexity
Third-Party Intervention: Recourse When Negotiations Sputter or Fail?