Negotiation: Science and Practice
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4.8 • 12 Ratings
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- $39.99
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- $39.99
Publisher Description
*Previously ranked the #1 bestselling textbook in any category in Australia; it has also ranked in the top 50 in the UK and in America*
“Negotiation: Science and Practice” is a university-level textbook and lecture series designed to teach effective skills and techniques in negotiation. It provides scientifically tested tools that allow anyone to construct and implement the best possible negotiation strategies, in any negotiation scenario.
From this pack, students, like yourself, learn the art, science and practice of influence, as well as how to construct optimal agreements, whether you are negotiating a settlement in a legal dispute, a contract to sell a business, a ceasefire in a conflict zone, the sale of your own home, a price rise of the goods or services your company provides, a wage dispute with a powerful union or even an amendment to legislation.
The lectures in this textbook are as follows:
Lecture 1: Negotiation dynamics (available in full, for free, in the “sample”)
Lecture 2: Preparation for negotiation
Lecture 3: Evaluation techniques
Lecture 4: Influence
Lecture 5: Cognitive biases, heuristics, errors and effects
Lecture 6: Group dynamics
Lecture 7: Logic and creativity
Lecture 8: Parachutes, problems and tricks
Lecture 9: Culture, human nature and individual difference
Lecture 10: Enforcement mechanisms
Lecture 11: Ethics, lying, the law and why good people do bad things
Lecture 12: Alternative dispute resolution
Lecture 13: Conflict
This book contains:
- A comprehensive lecture series (outlined above)
- Week-by-week multiple choice questions (100+ pages)
- Detailed answers and explanations to all week-by-week questions (50+ pages)
- A mid-semester exam
- A comprehensive reference glossary (200 pages)
- Full academic abstracts to complement critical references (aiding a more detailed understanding and facilitating further exploration of the science behind each technique)
- The most comprehensive examination of the psychology of negotiation available, with clear examples of how it can be used to achieve desired outcomes
- The most comprehensive description of common “dirty tricks” in negotiation and how to respond to them
- Detailed explanations of the law and how it affects you as a negotiator; including important case summaries
- Step-by-step explanations of how to calculate the ‘need-to-know’ numbers in all negotiations
About the author: Quintin Rares is a practicing lawyer and is the (postgraduate) Unit of Study Coordinator of Business Negotiations at the University of Sydney, ranked in the top 25 universities in the world for social sciences and management and in the top 10 universities in the world for law (2012 QS World University Ranking).
Customer Reviews
An invaluable resource
This is a well-written, practical, comprehensive, and accessible resource for students and teachers alike.
Intuitive, Practical & Engaging
Finally, a intuitive and practical negotiations textbook for university students! Packed full of detailed explanations, examples/exercises, this book is a great learning and teaching tool!
The best text I’ve seen in negotiation
This is the text I wished I had when I studied negotiations.
On the plus side it has 1) the most comprehensive coverage of the tricks used in negotiation and the psychological tactics used in negotiation of any text I have seen (which is about 6 or 7 as that is the industry I work in), 2) it gets updated with new tricks and psychology regularly, 3) its pop-up glossary is astounding with detailed definitions, examples and summaries of the academic papers that the concept is based on for almost everything; it also has pop-up abstracts of most of the academic articles it cites, 4) the chapters are very short and lively and are easy to understand (this does not mean they are not highly technical; they are; but the author puts everything as simply as it can be put), 5) the quizzes at the end of each week are not stupid ones attached to the end of most textbooks week-by-week chapters, they are hard and their answers are well explained by an entire chapter after each week’s quiz
On the bad side, 1) the chapters all link to one another which makes flipping between them a little annoying, 2) some of the content will be a bit too hard for high school students or people without any higher education, 3) the difficulty of the multi-choice vary and I would have preferred a consistently more difficult array of questions, 4) there does not seem to be any consistent writing style between chapters, I get that that is because each chapter covers very different topics (some economics, some psyc, some tactics, some law…) but it can get annoying, 5) I would have liked more quotes from the texts cited in the book, or in those pop-up glossary entries — perhaps an addition for the next update Prof?
Overall, if you have any doubts, download the sample, the first chapter that is included in the sample, along with the entire glossary is a very good indication of how the rest of the book is. That’s what I did, as I was not sure what the book would be like as it was not published by any of the majors (not that any of the majors publish interactive university-level iBooks)…