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. The book includes chapters ranging from: preparing and...

The following sections are included:The Role of Gender in NegotiationSummary

The following sections are included:The ProblemDiagnosisA Strategy to Build CooperationTactics: Applying the Core Concerns FrameworkPreliminary EvaluationSummary

Negotiations take place in a wide array of forms, whether to resolve a dispute, get a better deal, or find new solutions that neither party could realize on their own. The first, and often the most important step toward successful negotiation is planning and preparation. According to Thompson...

When thinking about the two terms “creativity” and “negotiation,” common sense seems to say that those two do not go together well. However, as we will argue below, common sense is not a good counselor in this case. In this chapter, we illustrate that creativity plays a key role in...

The following sections are included:IntroductionDefinition of Negotiation StrategyBasic Negotiation Strategies3D NegotiationNegotiauctionsWhen Not to NegotiateConclusion

Negotiation is one of the most important aspects of selling and buying (Neslin and Greenhalgh, 1983) and is a very effective marketing vehicle (Roman and Iacobucci, 2010). The negotiations conducted while carrying out a sale involve two parties, a seller and a buyer, interacting voluntarily to...

The following sections are included:IntroductionPhysiology PrimerCompetitionCooperationConclusionAppendix: Glossary of the Physiological Terms Used

This chapter focuses on two wide-spread social and organizational phenomena: teams and negotiation. Understanding the intersection between teamwork and negotiation becomes vital in the era of globalization with its mounting competition and concomitant growing interdependencies among individuals,...

Negotiations occur when parties experience or anticipate interdependence. Negotiators may seek to acquire information or resources from others, resolve a dispute, or explore the possibility of creating something new by working together. During a negotiation, the parties use a variety of...