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Negotiation: Theory and Strategy, Second Edition

Product Details

ISBN: 9780735570672

Publish Date: 05/13/2009

Publisher: Aspen Publishers

Number of pages: 493

Description

Negotiation: Theory and Strategy combines narrative text, materials from the social sciences, and cutting-edge legal scholarship. Organized into a logical analytic framework, Korobkin's conceptual approach provides students with an effective structure for understanding the negotiation process and improving their skills. This concise casebook, along with simulations included in the teacher's manual, teaches students how to analyze and apply strategic concepts through analysis and problem solving.

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.