Negotiation Theory and Strategy

by Russell Korobkin

Book Overview

Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text's conceptual approach draws on psychology, cutting-edge scholarship, and law to create analytical framework with which students can learn to think about negotiation strategy before applying the framework to specific negotiation problems and contexts.

KEY FEATURES OF THE 3RD EDITION

Restructured treatment of the psychology of persuasion. Part...

• Format: Hardcover
• Language: English
• ISBN: 1454839260
• ISBN13: 9781454839262
• Release Date: March 2014
• Publisher: Aspen Publishing
• Length: 522 Pages
• Weight: 2.60 lbs.
• Dimensions: 1.5" x 7.2" x 9.8"