Negotiation by Himanshu Rai

This book is designed to meet the course requirements of undergraduate and graduate courses in Negotiation. The text provides clarity of concepts and theory addressing different approaches to negotiation and its applications. Each chapter consists of a case study, discussion question, activity and exercises to test your knowledge on the concepts studied. The Mahabharata, which gives excellent examples of negotiation strategy and tactics, finds some reflection in this book.

Contents

• Foundations of Negotiation
• Negotiation Performance and Negotiating Ability
• Negotiation Style
• Negotiation Process and Planning
• Communication in Negotiation
• Negotiation Strategy, Tactics and Counter Tactics
• Resolving Impasse in Negotiations
• Closing the Deal
• Third-Party Negotiation
• Influence of Culture and Gender on Negotiations
• Personal Power in Negotiation