Negotiating Essentials: Theory, Skills, and Practices

Series
Prentice Hall
Author
Michael R. Carrell / Christina Heavrin, J.D.  
Publisher
Pearson
Cover
Softcover
Edition
1
Language
English
Total pages
288
Pub.-date
December 2006
ISBN13
9780131868663
ISBN
0131868667
Related Titles


Product detail

Product Price CHF Available  
9780131868663
Negotiating Essentials: Theory, Skills, and Practices
166.70 approx. 7-9 days

Free evaluation copy for lecturers


Description

For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or Labor Relations, which can be found in various departments such as business, law, education, engineering, psychology, and public administration. 

 

With its unique and appealing student-centered focus, Carrell & Heavrin helps students of all disciplines master the concepts, skills, and practices of effective negotiations.

Features

For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or Labor Relations, which can be found in various departments such as business, law, education, engineering, psychology, and public administration. 

 

With its unique and appealing student-centered focus, Carrell & Heavrin helps students of all disciplines master the concepts, skills, and practices of effective negotiations.

 

 

How universal is the art of negotiation? How do you show students that becoming a successful negotiator will benefit them throughout their lives, no matter what the future holds for them?

 

Appealing Student-Centered Focus-A major goal of the authors was to write a book that could be easily utilized in a variety of courses and would be universally appealing to students of all majors. To enhance the readability, they intentionally chose a “conversational writing style” rather than a traditional “textbook style” to engage students of various different backgrounds. The book has a lively and interesting approach and incorporates several unique features that focus on “real world” negotiation cases. These features include cartoons like the popularZits series, offering the reader a humorous but realistic viewpoint as well as many practical bargaining tactics and tips. All chapters include many boxed items and discussions of actual negotiations to illustrate major concepts and make them more accessible to students.

  • Zits Cartoon, page 59

 

Is negotiating a talent that comes naturally to people, or is it something one can master through study and practice?

 

Negotiation Skills- Everyone has the opportunity to become an effective negotiator by mastering and routinely applying a certain set of concepts, skills, and practices, which are presented throughout the book.  Each chapter opens with the description of a set of Negotiation Skills which are presented three times in the chapter: defined at the beginning; explained and applied within the chapter; and applied to the Learning Exercise at the end of each chapter.

  • Skills for Distributive Bargaining, page 55

 

OTHER POINTS OF DISTINCTION

 

How do you show students examples of successful negotiations, as well as examples of negotiating tactics and situations to avoid?

 

Tactics for Success and Traps to Avoid are practical, time-tested pointers that are presented in boxes throughout the book. These features provide students with many critical “tools” that can be applied during a negotiation.

  • Tactics for Success: Silence is Golden, page 75
  • Traps to Avoid: How to Avoid Harming Future Relationships, page 66

 

How do you make sure your students have absorbed the skills presented in the chapter and are ready to apply them in real negotiating situations?

 

Summing Up features, located at the end of every chapter, challenge the reader to apply each of the skills presented to a negotiation situation in their own professional or personal life. This immediate application of new skills cements students' understanding and brings the concepts to life for students.

  • Pages 79-80

 

Learning Exercise features conclude each chapter. These exercises enable the student to apply the negotiation skills presented in the chapter to an actual negotiation situation that they will most likely encounter in the future, either personally or professionally.

  • Buying a House, page 80

 

Author Experience -This is the only textbook on the market written by a practicing negotiator, offering students an inside perspective of current knowledge and many applied skills and practices. Coauthor Michael Carrell also provides many years of negotiation experience, in addition to a career in academia.

 

 

 

 

 

 

Table of Contents

Chapter One

An Introduction To Negotiation

 

Chapter Two

The Negotiation Process: Four Stages

 

Chapter Three

Distributive Bargaining

 

Chapter Four

Integrative Bargaining

 

Chapter Five  

Gaining Leverage Through Power And Persuasion  

 

Chapter Six            

Strategy

 

Chapter Seven

Impasse And Alternative Dispute Resolution (ADR)

 

Chapter Eight

Ethics, Fairness, And Trust In Negotiation

 

Chapter Nine

The Influence Of Culture And Gender On Negotiations

 

Chapter Ten

Closing The Deal


Instructor Resources