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Negotiation: Readings, Exercises, and Cases

Brand: McGraw-Hill Education
ISBN 007353031X
EAN: 9780073530314
Category: Paperback (Negotiating)
List Price: $181.05
Price: $153.46  (Customer Reviews)
You Save: $27.59 (15%)
Dimension: 9.00 x 7.30 x 1.10 inches
Shipping Wt: 2.30 pounds. FREE Shipping (Details)
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Product Description

Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e takes an experiential approach and 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. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.

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