Negotiation: Readings, Exercises, and Cases Review

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(More customer reviews)This falls between the average "how to" and academic journal type articles. Great for classroom use, or for enterprising individuals who want to teach themselves about negotiation. Nearly all the authorities in organizational behavior and negotiation are included here. Nice variety of approaches to the subject. Exercises cover the range and include material on natural environment and on international negotiation. International material needs more, but gives good beginning frameworks. Exercises need teacher's manual (forthcoming?).

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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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