Negotiation Books [Page 5 of 118]

David Churchman

Published: 1993

ISBN: 0819191647

Publisher: Univ Pr Of Amer

Karen S. Walch, Stephan M. Mardyks, Joerg Schmitz

Published: 2017

ISBN: 1119374901

Publisher: John Wiley & Sons

Gavin Kennedy

Published: 2007

ISBN: 0566087979

Publisher: Ashgate

Business & Economics

Melvin F. Shakun

Published: October 2011

ISBN: 9401073139

Publisher:

Mark Harrison

Published: 2007

ISBN: 1847538452

Publisher: Lulu Enterprises, Uk Ltd

Lynn, Sandi

Published: 2016

ISBN: 1539618668

Publisher: Createspace Independent Publishing Platform

Frederic P. Miller

Published: 2012

ISBN: 620194754x

Publisher:

General, Professional, Career & Trade -> Law -> Law

Michael R. Fowler

Published: 01/2017

ISBN: 1531001637

Publisher: Carolina Academic Press

Sandi Lynn

Published: 2017-08-08t00:00:01z

ISBN: 154363690x

Publisher: Audible Studios On Brilliance Audio

Negotiating, Theory, General, General, Business & Economics -> Economics -> Macroeconomic Theory, Business & Economics -> Management -> Negotiation, SCEB011505, SCPI, WB045, Business & Economics -> Business -> Business Studies, Business & Economics -> Economics -> General Economics

Steven Brams; Ronald J. Quarles; David H. McElreath; Michelle E. Waldron; David Ethan Milstein

Published: 20021226

ISBN: 1134393156

Publisher: Taylor & Francis

General, Entrepreneurship, Business & Economics -> Business -> Business Studies, Business & Economics -> Management -> Entrepreneurship, SCQ42000, SC514000, SUCO41169, 3120, 3752

Samuel Dinnar; Lawrence Susskind

Published: 20180816

ISBN: 3319925431

Publisher: Springer Nature

Published: 1991-12-12T00:00:01Z

ISBN: 0472081578

Publisher: University of Michigan Press

Kennedy, Gavin

Published:

ISBN: 9781861975

Publisher:

General, Business & Economics -> Management -> International Business

Eliane Karsaklian

Published: 20170724

ISBN: 1787145751

Publisher: Emerald Publishing Ltd.

Fowler, Alan

Published: 2001

ISBN: 0852923120

Publisher: Hyperion Books

Negotiation, Dispute Resolution (law)

Folberg, Jay, Golann, Dwight.

Published: 2006

ISBN: 0735540195

Publisher: Aspen Publishers

Ochre, Johnny.

Published: 1999

ISBN: 0958556318

Publisher: Top Books International

Columba Sara Evelyn

Published: 2011

ISBN: 6136806754

Publisher:

Nelson, Peter

Published: 2018

ISBN: 1948580934

Publisher: Business Expert Press

Social Psychology, Social Sciences -> Psychology -> Social Psychology, 018, 953, S0535908200, 095

Dean G. Pruitt

Published: 20130911

ISBN: 1483266206

Publisher: Elsevier S & T

Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation.

Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration).

This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.