Negotiation Theory and Research

1st Edition

Leigh L. Thompson

Psychology Press
Published September 11, 2014
Reference - 237 Pages - 5 B/W Illustrations
ISBN 9781138006089 - CAT# Y164027
Series: Frontiers of Social Psychology

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Summary

Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations.

This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.

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