Negotiation: Theory and Strategy, Second Edition
Product Details
ISBN: 9780735570672Publish Date: 05/13/2009
Publisher: Aspen Publishers
Number of pages: 493
Description
Negotiation: Theory and Strategy, Second Edition, features:
- introductions to theoretical perspectives that provide different avenues for approaching negotiation:
- economics and game theory
- cognitive and social psychology
- legal and business analysis
- excerpts from leading negotiation scholars that reflect a variety of fields, such as law, business, psychology, and economics
- complete teaching materials that will support a two-, three-, or four-unit negotiation course and include:
- narrative text and excerpted materials
- questions and problems for in-class discussion
- negotiation simulation exercises (in the Teacher's Manual*)
- a modular chapter design that adapts to a variety of teaching objectives
- clear and engaging writing
- generous use of hypotheticals and examples
Updated throughout, the Second Edition offers:
- expanded discussion of the role of emotions and aspirations
- additional coverage of multiparty negotiation, gender, trust, and the use of mediation
- additional negotiation simulations to encourage students to practice on core topics
With its flexible organization that is easily adapted to a variety of teaching objectives, Negotiation: Theory and Strategy, Second Edition, promises a stimulating class experience along with generous teaching support.
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