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When you purchase a new version of this casebook from the LIFT Program, you receive 1year FREE digital access to the corresponding Examples & Explanations in your course area. Now available in an interactive study center, Examples & Explanations offer hypothetical questions complemented by detailed explanations that allow you to test your knowledge of the topics covered in class.Starting July 1, 2017, if your new casebook purchase does not come with an access code on the inside cover of the book, please contact Wolters Kluwer customer service. The email address and phone number for customer service are on the copyright page, found within the first few pages, of your casebook.Unlike other books that focus on the nutsandbolts of the negotiation process, this texts conceptual approach draws on psychology, cuttingedge scholarship, and law to create an analytical framework with which students can learn to think about negotiation strategy before applying the framework to specific negotiation problems and contexts.Features: Restructured treatment of the psychology of persuasion Part III framed to emphasize the critical importance of the relationship between negotiators Treatment of trust expanded with more discussion of extensive experimental data New treatment of the how to deal with the negative emotions that result from conflict Completely new simulations added to reinforce bargaining zone analysis, persuasion techniques, coping with emotions, and principalagent relationships in negotiation
⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer,
birth defects, or other reproductive harm.
This negotiation textbook is packed with useful information and theories, but I found some parts to be a bit heavy on jargon. I bought it for a class I’m taking, and while it’s informative, I had to take extra time to digest some of the concepts. Still, it’s useful for those looking to deepen their understanding of negotiation strategies.
A
Arjun Patel
Too Theoretical for Practical Use
I was excited to dive into this casebook, but it felt more like a textbook than a practical guide. The theories are interesting, but I was hoping for more real-world application examples. If you're looking for something hands-on, this might not be the best choice.
S
Sofia Tran
A Deep Dive into Negotiation Tactics
I picked up the "Negotiation Theory and Strategy" from the Aspen Casebook series for my MBA course. It's exceptionally detailed and covers various models that really helped clarify our discussions in class. However, I wished the case studies would have been more current. All in all, it's a solid read for anyone serious about mastering negotiation skills.
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⚠️ California Proposition 65 Warning: Some products sold on this website may expose you to chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm. For more information, visit www.P65Warnings.ca.gov.
