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Negotiation Theory and Strategy

  • Edition : 3rd ed., 2014
  • Author(s) : Korobkin
    • ISBN: 9781454839262
    • SKU: 93272
    • Condition: New
    • Format: Hardcover

    $301.44

    List Price: $314.00

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    • ISBN: 9781454839262
    • SKU: 93272U
    • Condition: Used
    • Format: Hardcover

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    • ISBN: 9781454839262
    • SKU: 93272V
    • Format: VitalSource eBook/ePub

    $308.00

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    Digital Product FAQs

    • Instant Access!

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 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.

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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