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(Ebook PDF) Negotiation Theory and Strategy Casebook 1st Edition by Russell Korobkin 0735527709 9780735527706 Full chapter

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Negotiation Theory and Strategy Casebook First Edition Russell Korobkin Digital Instant Download

Author(s): Russell Korobkin
ISBN(s): 9780735527706, 0735527709
Edition: First Edition
File Details: PDF, 91.28 MB
Year: 2002
Language: english
SKU: EB-2372166 Category: Tag:

Negotiation Theory and Strategy Casebook 1st Edition by Russell Korobkin – Ebook PDF Instant Download/Delivery: 0735527709, 978-0735527706
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ISBN 10:         0735527709
ISBN 13: 978-0735527706
Author:           Russell Korobkin

Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text’s conceptual approach draws on psychology, cutting-edge scholarship, and law to create analytical framework with which students can learn to think about negotiation strategy before applying the framework to specific negotiation problems and contexts.

KEY FEATURES OF THE 3RD EDITION

  • 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 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 principal-agent relationships in negotiation.
  • A complete set of materials for a 2-, 3-, or 4-unit negotiation course in one package.
  • Clear, approachable writing style.
  • Generous use of hypotheticals and examples.

Negotiation Theory and Strategy Casebook 1st Table of contents:

  1. Chapter 1: The Psychology of Negotiation

    • Cognitive Biases in Negotiation
    • Emotional Intelligence and Negotiation
    • The Role of Perception and Framing
    • Negotiator Behavior and Decision Making

  2. Chapter 2: Negotiation Strategies and Tactics

    • Competitive vs. Cooperative Strategies
    • The BATNA (Best Alternative to a Negotiated Agreement)
    • ZOPA (Zone of Possible Agreement)
    • Common Negotiation Tactics: Anchoring, Mirroring, and More

  3. Chapter 3: Preparing for Negotiation

    • Setting Objectives and Defining Goals
    • Gathering Information and Research
    • Planning and Strategy Development
    • Building Rapport and Trust

  4. Chapter 4: The Negotiation Process

    • Stages of Negotiation: Opening, Bargaining, Closing
    • Creating Value vs. Claiming Value
    • Concessions and Compromises
    • Communication Skills in Negotiation

  5. Chapter 5: Cross-Cultural Negotiation

    • Cultural Differences in Negotiation Styles
    • Adapting Strategies for International Contexts
    • Overcoming Cultural Barriers
    • Case Studies in Cross-Cultural Negotiation

  6. Chapter 6: Ethical Considerations in Negotiation

    • The Ethics of Negotiation Tactics
    • Ethical Dilemmas and Decision Making
    • Balancing Strategy and Integrity
    • Building Long-Term Relationships through Ethical Negotiation

  7. Chapter 7: Negotiation in Conflict Resolution

    • Negotiation as a Tool for Conflict Management
    • Mediating Disputes and Facilitating Dialogue
    • Negotiation in High-Stakes Situations
    • Collaborative Problem Solving

  8. Chapter 8: Power Dynamics in Negotiation

    • Understanding Power in Negotiation
    • Sources of Power: Information, Authority, and Resources
    • Strategies for Dealing with Power Imbalances
    • Using Power Effectively and Ethically

  9. Chapter 9: Negotiation in Team Settings

    • Dynamics of Group Negotiation
    • Roles in Team Negotiations
    • Conflict within Teams and Resolution Strategies
    • Leading and Participating in Team Negotiations

  10. Chapter 10: The Role of Communication in Negotiation

    • Verbal and Non-Verbal Communication
    • Active Listening Skills
    • Persuasion and Influence in Negotiation
    • Negotiating through Written Communication

  11. Chapter 11: Real-World Case Studies

    • Case Study 1: Negotiation in Business and Corporate Settings
    • Case Study 2: Labor and Management Negotiations
    • Case Study 3: International Trade Negotiations
    • Case Study 4: Personal and Family Negotiations

  12. Chapter 12: Advanced Negotiation Techniques

    • Complex Negotiations and Multi-Party Situations
    • Strategic Use of Concessions
    • Advanced Psychological Strategies
    • Negotiation Simulation Exercises

  13. Chapter 13: The Future of Negotiation

    • Trends in Negotiation Research
    • The Impact of Technology on Negotiation Practices
    • Negotiation in the Digital Age
    • The Role of AI and Machine Learning in Negotiation
  14.  

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