ESCP Europe

This book represents a compilation of articles on negotiation and related topics: conflict, conflict resolution, power, influence, and persuasion. Most of the articles were selected from newspapers, magazines, and management journals. We chose them because they made very good points, were very readable, and were not unnecessarily theoretical or technical. One purpose of this bookand the related practice activities (role plays and simulations)is to help the student overcome the fear of negotiating. This fear can be overcome through mastery of the concepts presented here and practice of the related skills. (PsycINFO Database Record (c) 2012 APA, all rights reserved)