About the Book
Negotiation: Theory and Strategy
Second Edition
Russell Korobkin
University of California, Los Angeles
2009. Approx. 480 pages. ISBN: 978-0-7355-7067-2. With Teacher’s Manual.
About the Book
Negotiation: Theory and Strategy combines narrative text, materials from the social sciences, and cutting-edge legal scholarship. Organized into a logical analytic framework, Korobkin's conceptual approach provides students with an effective structure for understanding the negotiation process and improving their skills. This concise casebook, along with simulations included in the teacher's manual, teaches students how to analyze and apply strategic concepts through analysis and problem solving.
Negotiation: Theory and Strategy, Second Edition, features:
- introductions to theoretical perspectives that provide different avenues for approaching negotiation
- economics and game theory
- cognitive and social psychology
- legal and business analysis - excerpts from leading negotiation scholars that reflect a variety of fields, such as law, business, psychology, and economics
- complete teaching materials that will support a two-, three-, or four-unit negotiation course and include
- narrative text and excerpted materials
- questions and problems for in-class discussion
- negotiation simulation exercises (in the Teacher's Manual) - a modular chapter design that adapts to a variety of teaching objectives
- clear and engaging writing
- generous use of hypotheticals and examples
Updated throughout, the Second Edition offers:
- expanded discussion of the role of emotions and aspirations
- additional coverage of multiparty negotiation, gender, trust, and the use of mediation
- additional negotiation simulations to encourage students to practice on core topics
With its flexible organization that is easily adapted to a variety of teaching objectives, Negotiation: Theory and Strategy, Second Edition, promises a stimulating class experience along with generous teaching support.
