Negotiation 6e

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.The content of this edition is substantially new. Nearly half of the readings are new to this edition, and there are approximately ten new exercises and cases. Almost all exercises and cases have been revised and updated. Easy to duplicate exercise material can be found in the Instructor?s Manual (IM). The IM for Negotiation: Readings, Exercises, and Cases 6e contains files that are designed to be printed, copied and handed out without the complications of re-formatting or re-typing, resulting in time-saving preparation. The coordinated text (Negotiation 6e) and reader provides professors and students with a fully-integrated learning system. Exercises are streamlined and presented in a new format making it easier for the students to understand the concepts. Full background information on how to design and teach a negotiation course is provided in the Instructor?s Manual. Reproducible masters for debriefing most exercises and cases are located in the on-line IM.