Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. It 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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.
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The content has been extensively revised and updated. Every chapter was completely revised for this 2nd Edition. Major new sections include the material on: dispute framing (chapter 2); types of relationships between negotiators and the effects of each (chapter 8); and coalitions (chapter 9).
Re-vamped organization breaks the book into four parts: Negotiation Fundamentals, Negotiation Subprocesses, Negotiation Contexts, and Negotiation Remedies.
A full and separate chapter has been written on the Framing, Strategizing, and Planning (chapter 2).
The discussions of negotiator ethics and global differences have been moved forward in the new organization to emphasize the importance of both in the world of negotiation.
Based on reviewer feedback, the chapter on Individual Differences has been eliminated from the 2nd Edition.
Current events and contemporary media have been interspersed throughout the text to add to readability and student interest.
The text explores major concepts and theories of bargaining and negotiation in a succinct format. It is relevant to the broad spectrum of negotiation problems that are traditionally faced by mangers.
The full chapter on the Nature of Negotiation (chapter 1) provides an important overview and introduction to the topic of negotiation.
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