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Negotiation Is A Critical Skill Needed For Effective Management. Negotiation: Readings, Exercises, And Cases 6E Takes An Experiential Approach And Explores The Major Concepts And Theories Of The Psychology Of Bargaining And Negotiation And The Dynamics Of Interpersonal And Intergroup Conflict And Its Resolution. It Is Relevant To A Broad Spectrum Of Management Students, Not Only Human Resource Management Or Industrial Relations Candidates. The Readings Portion Of The Book Is Ordered Into Seven Sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation Across Cultures, (6) Resolving Differences, And (7) Summary. The Next Section Of The Book Presents A Collection Of Roleplay Exercises, Cases, And Selfassessment Questionnaires That Can Be Used To Teach Negotiation Processes And Subprocesses.
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