Negotiation is the most important skill anyone in the business
world can have today, because people must continually negotiate
their jobs, responsibilities, and opportunities. Yet, very few
people know strategies for maximizing their outcomes in everyday
and in more formal business situations. People often needlessly
throw away hundreds of thousands of dollars and sour interpersonal
relationships because they do not know how to effectively
negotiate. Negotiation training and research allows opportunity for
managers to assess their negotiation abilities and learn practical
techniques and strategies for improving their ability to negotiate
effectively.
Negotiation is an emerging topic in social psychology and academics
in Business and Management are increasingly looking to
social-psychological theory and research to help understand some of
the fundamental processes occurring during negotiation.
This book will serve as a comprehensive overview of the topic with
original contributions from leaders in social psychology and
negotiation research. All topics covered in this volume are core to
the understanding of the negotiation process and include:
decision-making and judgment, emotion and negotiation, motivation
and game theory. These chapters will strengthen basic knowledge of
the principles and theories of negotiation, as well as illustrate
effective implementation of negotiation strategy and dispute
resolution.
General
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