males. Results also show that emotions mediate regulatory fit effects on intentions. Further, chronic regulatory focus … mediates these effects on emotions. Results inform implications for theory as well as for practitioners who design health …

Negotiation Excellence: Successful Deal Making was written by leading negotiation experts from top-rated universities … negotiation. The book includes chapters ranging from: preparing and planning well for successful negotiations; building … between theory and practice, Negotiation Excellence: Successful Deal Making includes deal examples such as: Renault …

In the recent literature on conflict resolution tends to underline negotiation model based on the argument or dialogue … jurisprudence in cases of conflict and strife. This paper proposes a complementary design to the analysis of the negotiation process … based on debate and dialogue. It advocates a theory of argumentation in negotiation processes for instances where rational …

edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian …Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in … the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation …

Continued attention in both the popular and academic press regarding negotiation and the related concepts of influence … and persuasion is nothing short of astonishing. The topics on which we focus in this article, however, are rarely—if ever …—vetted in such outlets. We venture, with some measure of caution, into the dark side of negotiation: those tactics that may be …

negotiation is planning and preparation. According to Thompson (2009), about 80% of negotiators' efforts should go toward the … preparation stage. However, planning and preparation go beyond what negotiators should do before negotiation. Because negotiation … is a dynamic communication process where new information, concerns, emotions, and goals may arise, negotiators should …

When thinking about the two terms “creativity” and “negotiation,” common sense seems to say that those two do not go … negotiation, which helps us to illustrate the role of creativity. …

The following sections are included:IntroductionDefinition of Negotiation StrategyBasic Negotiation Strategies3D …