Negotiation Books [Page 5 of 118]
Publisher: Univ Pr Of Amer
Karen S. Walch, Stephan M. Mardyks, Joerg Schmitz
Publisher: John Wiley & Sons
Business & Economics
Melvin F. Shakun
Published: October 2011
Publisher: Lulu Enterprises, Uk Ltd
Publisher: Createspace Independent Publishing Platform
Frederic P. Miller
General, Professional, Career & Trade -> Law -> Law
Michael R. Fowler
Publisher: Carolina Academic Press
Publisher: Audible Studios On Brilliance Audio
Syrian Refugee Children in Australia and Sweden Education and Survival Among the Displaced, Dispossessed and Disrupted
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
Publisher: Taylor & Francis
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General, Entrepreneurship, Business & Economics -> Business -> Business Studies, Business & Economics -> Management -> Entrepreneurship, SCQ42000, SC514000, SUCO41169, 3120, 3752
Samuel Dinnar; Lawrence Susskind
Publisher: Springer Nature
Publisher: University of Michigan Press
General, Business & Economics -> Management -> International Business
Publisher: Emerald Publishing Ltd.
Publisher: Hyperion Books
Negotiation, Dispute Resolution (law)
Folberg, Jay, Golann, Dwight.
Publisher: Aspen Publishers
Publisher: Top Books International
Columba Sara Evelyn
Publisher: Business Expert Press
Social Psychology, Social Sciences -> Psychology -> Social Psychology, 018, 953, S0535908200, 095
Dean G. Pruitt
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.