This text explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. The material is designed to be relevant to the broad spectrum of bargaining problems traditionally faced by managers. It includes coverage of negotiation theory.
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Verlagsgruppe
McGraw-Hill Education - Europe
Zielgruppe
Für höhere Schule und Studium
Für die Erwachsenenbildung
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Maße
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ISBN-13
978-0-256-24168-6 (9780256241686)
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Autor*in
McGill University, USA
Appalachian State University, USA
The nature of negotiation; the strategy and tactics of distributive bargaining; the strategy and tactics of integrative negotiation; pre-negotiation essentials; dealing with negotiation breakdowns; communication in negotiation; the social context of negotiation; negotiation in groups; power in negotiation; third parties in negotiation; ethics in negotiation; the global negotiator.
