Negotiation

Author: Emilia Ivala
Publisher:
Publish Date: 2003-06-01
Features: This series is specifically developed for MBA students and has been included in the current course plan of Harvard Business School. The course plan of Harvard Business School relies heavily on the case teaching method. Using this approach, students can analyze and discuss hand reports related to actual management scenarios. Students can also gain insights into the basic work of managers: How to measure performance? How to make choices? How to organize activities? This book is a collection of essays on negotiation strategy and tactics, with each article providing a basic framework and important recommendations for solving difficulties encountered in negotiations. Although the content of these articles is independent, through careful and systematic editing, the entire book offers readers a set of interconnected frameworks for the negotiation process. These articles integrate outstanding insights on fundamental principles and theories of negotiation, covering economic theory, decision theory, cognitive psychology, organizational behavior, and business ethics theory. The articles also include numerous cases related to negotiation decisions and conflict resolution.