Negotiation: Theory and Strategy Aspen Casebook Series | 3 Edition

Compare Textbook Prices for Negotiation: Theory and Strategy Aspen Casebook Series 3 Edition ISBN 9781454839262 by Korobkin, Russell
Author: Korobkin, Russell
ISBN:1454839260
ISBN-13: 9781454839262
List Price: $199.00 (up to 40% savings)
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Details about Negotiation: Theory and Strategy Aspen Casebook Series:

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 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 principal-agent relationships in negotiation

The purchase of this ebook edition does not entitle you to receive 1-year FREE digital access to the corresponding Examples & Explanations in your course area. In order to receive access to the hypothetical questions complemented by detailed explanations found in the Examples & Explanations, you will need to purchase a new print casebook.

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