Negotiation: Theory and Strategy (Aspen Casebook) (Aspen Casebook Series)

Amazon.com Price: $160.00 (as of 11/10/2019 16:33 PST- Details)

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Description

When you purchase a new version of this casebook from the LIFT Program, you receive 1-year FREE digital access to the corresponding Examples & Explanations in your course area. Now to be had in an interactive study center, Examples & Explanations offer hypothetical questions complemented by detailed explanations that let you 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 target the nuts-and-bolts of the negotiation process, this text’s conceptual approach draws on psychology, state of the art scholarship, and law to create an analytical framework with which students can discover ways to take into consideration negotiation strategy before applying the framework to specific negotiation problems and contexts.

Features:

  • Restructured remedy of the psychology of persuasion
  • Part III framed to emphasize the critical importance of the relationship between negotiators
  • Treatment of “believe” expanded with more discussion of extensive experimental data
  • New remedy of the how to take care of the negative emotions that result from conflict
  • Completely new simulations added to strengthen bargaining zone analysis, persuasion techniques, coping with emotions, and principal-agent relationships in negotiation

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