We have great pleasure in presenting First edition “Negotiation Skills” written for students of UG courses. The related matters are written in a simple and easily understandable.
This volume is an attempt to provide the students with thorough understanding of Negotiation Skills. We have presented the subject matter in a systematic manner with liberal use of charts and diagrams where ever necessary so as to make it interesting and sustain students’ interest.
Contents –
Unit 1. Negotiation and Types of Negotiations
Introduction
Negotiation
Concept of Negotiation
Key Negotiation
Perception in Negotiation
Cognition in Negotiation
Negotiation Process
Conflict and Negotiation Strategy
Types
Distributive Negotiation
Integrative Negotiation
Multiple Phases
Multiple Parties
Preparation for a Deal
Table Tactics
Frequently Asked Tactical Questions
Barriers to Agreement
Mental Errors in Reaching an Agreement
Case Study
Points to Remember
Matching Concept
Fill in the Blanks
True/false
Multiple Choice Questions (MCQ)
Review Questions
Unit 2. Negotiation Skills
Introduction
Negotiation Skills
Negotiating as an Organizational Capability
Skills of an Effective Negotiator
Negotiation and IT
Ethics in Negotiation
Cultural Differences in Negotiation Styles
Gender in Negotiations
Context of Mediation
Negotiation as Persuasion
Developing Power
Decision Trees
Psychological Tools
Practical Practice of Negotiation
Case Study
Points to Remember
Matching Concept
Fill in the Blanks
True/false
Multiple Choice Questions (MCQ)
Review Questions
