ESCP Europe

The content of this edition is substantially new. About half of the readings are new to this edition, and there are approximately ten new exercises and cases. Almost all exercises and cases have been revised and updated. Section 1 : Negotiation fundamentals, Section 2 : Negotiation subprocesses, Section 3 : Negotiation contexts, Section 4 : Individual differences, Section 5 : Negotiation across cultures, Section 6 : Resolving differences, Section 7 : Summary, exercises, and cases.