Tata McGraw - Hill Education

Publication Year 2005

ISBN 9780070611146

ISBN-10 0070611149


Edition 5th
Number of Pages 567 Pages
Language (English)


Negotiation is a critical skill needed for effective management. Negotiation 5/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. Table of content :- PART I: NEGOTIATION FUNDAMENTALS Chapter 1. The Nature of Negotiation Chapter 2. Strategy and Tactics of Distributive Bargaining Chapter 3. Strategy and Tactics of Integrative Negotiation Chapter 4. Negotiation Strategy and Planning PART II: NEGOTIATION SUBPROCESS Chapter 5. Perception, Cognition, and Emotion Chapter 6. Communication Chapter 7. Finding and Using Negotiation Power Chapter 8. Influence Chapter 9. Ethics in Negotiation PART III: NEGOTIATION CONTEXT Chapter 10. Relationships in Negotiation Chapter 11. Agents, Constituencies, Audiences Chapter 12. Coalitions Chapter 13. Multiple Parties and Teams PART IV: INDIVIDUAL DIFFERENCES Chapter 14. Individual Differences I: Gender and Negotiation Chapter 15. Individual Differences II: Personality and Abilities PART V: INTERNATIONAL ACROSS-CULTURAL Chapter 16. International and Cross-Cultural Negotiation PART VI: RESOLVING DIFFERENCES Chapter 17. Managing Negotiation Impasses Chapter 18. Managing Negotiation Mismatches Chapter 19. Managing Difficult Negotiations: Third Party Approaches PART VII: SUMMARY Chapter 20. Best Practices for Negotiators

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