Negotiation: Readings, Exercises, and Cases

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: Negotiation Fundamentals, Negotiation Subprocesses, Negotiation Contexts, Individual Differences, Negotiation across Cultures, Resolving Differences, and 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.