Negotiation Studies - (4th Edition)

Author: Levich et al., Lian Xiaohong et al.
Publisher:
Publish Date: 2006-04-01
Features: Negotiation is everywhere in real life. Negotiation skills are a capability that allows for both horizontal and vertical self-improvement. Acquiring this skill can be achieved not only through long social experience but also requires a certain rational understanding as its foundation. This book is a supplementary guide for the textbook "Negotiation Studies" (4th Edition) and summarizes rational knowledge related to negotiation. The reading section of this book consists of 14 chapters, including the nature of negotiation, preparation before negotiation, strategies and tactics of competitive negotiation, strategies and tactics of cooperative negotiation, biases in communication and perception, discovering negotiation levers, ethics in negotiation, social background, joint, multi-party, and group negotiations, individual differences, global negotiation, dealing with difficult negotiations: personal intervention, dealing with difficult negotiations: third-party intervention, and the application of negotiation. The exercise section provides a series of role-playing exercises, cases, and self-assessment questionnaires, which help readers deepen their understanding of the negotiation process and sub-processes. This book is suitable for a wide range of audiences, including senior and middle-level managers in enterprises, business professionals, faculty and students of business and trade majors in higher education institutions; government officials and administrative personnel, as well as individuals from various fields who wish to improve their negotiation skills.