ESCP Europe

"Essentials of Negotiation, Fifth Edition, a condensed version of the main text, Negotiation, Sixth Edition, explores the major concepts and theories of the psychology of bargaining and negotiation and presents the best and most recent work on negotiation and the related topics of power, influence, and conflict management. New sections of the text include discussions on the relationship between power and BATNA, power relationships in salary negotiation, and conflict resolution in effective and ineffective teams. Learning objectives have been added to each chapter to highlight specific areas of focus and the boxes have been revised to contain current relevant cases and guidelines important to the field of negotiation. from back cover.

1. The nature of negotiation --- 2. Strategy and tactics of distributive bargaining --- 3. Strategy and tactics of integrative negotiation --- 4. Negotiation: strategy and planning --- 5. Perception, cognition, and emotion --- 6. Communication --- 7. Finding and using negotiation power --- 8. Ethics in negotiation --- 9. Relationships in negotiation --- 10. Multiple parties and teams --- 11. International and cross-cultural negotiation --- 12. Best practices in negotiations..