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Negotiation: Theory and Strategy, Second Edition,Used
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Negotiation: Theory and Strategy combines narrative text, materials from the social sciences, and cuttingedge legal scholarship. Organized into a logical analytic framework, Korobkin's conceptual approach provides students with an effective structure for understanding the negotiation process and improving their skills. This concise casebook, along with simulations included in the teacher's manual, teaches students how to analyze and apply strategic concepts through analysis and problem solving.Negotiation: Theory and Strategy, Second Edition, features: introductions to theoretical perspectives that provide different avenues for approaching negotiation: economics and game theory cognitive and social psychology legal and business analysis excerpts from leading negotiation scholars that reflect a variety of fields, such as law, business, psychology, and economics complete teaching materials that will support a two, three, or fourunit negotiation course and include: narrative text and excerpted materials questions and problems for inclass discussion negotiation simulation exercises (in the Teacher's Manual*) a modular chapter design that adapts to a variety of teaching objectives clear and engaging writing generous use of hypotheticals and examplesUpdated throughout, the Second Edition offers: expanded discussion of the role of emotions and aspirations additional coverage of multiparty negotiation, gender, trust, and the use of mediation additional negotiation simulations to encourage students to practice on core topicsWith its flexible organization that is easily adapted to a variety of teaching objectives, Negotiation: Theory and Strategy, Second Edition, promises a stimulating class experience along with generous teaching support.
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