Negotiation Studies: Reading, Practice, and Cases (4th Edition)

Author: Levich
Publisher:
Publish Date: 2005-12-26
Features: Negotiation is everywhere in real life. Negotiation skills are a capability that allows for both horizontal and vertical development. Acquiring this skill can be achieved through long-term social experience, but it also requires a certain foundation of rational understanding. This book is a supplementary guide for the textbook "Negotiation Theory" (4th Edition) and summarizes rational knowledge related to negotiation issues. 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 context; alliances, multi-party, and group negotiations; individual differences; global negotiation; dealing with difficult negotiations: personal intervention; dealing with difficult negotiations: third-party intervention, as well as 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 management and trade majors in higher education institutions; government officials and administrative personnel, as well as individuals from all walks of life who wish to improve their negotiation skills.