• $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).

July 12
Quintin Rares
Quintin Rares

Customer Reviews

mrAR12 ,

A true university textbook on negotiation!

In two words: practical and comprehensive.

However, this is a bigger innovation than that. This is the first true university textbook on the iPad, which covers a whole university course - literally.

In terms of advantages it
1. is very comprehensive and has the best glossary of any negotiations book on the market
2. it is written as a learning instrument not just a reference instrument. Becuase of this, it goes through the theory in a way that teaches it to you, but also teaches you how/why the theory is useful
3. it is full of practical strategies and tactics, probably overfull
4. has all the abstracts of all the articles it cites, which is amazing, especially if you care about why a tactic or technique works

In terms of disadvantages it
1. is a bit too complex for people not at a university level, though it explains everything very very simply, high school students may struggle - see the sample if in doubt as that's pretty representative
2. the chapters all interlink, which means that sometimes you need to flip forward or backward to get everything you're supposed to get, though the glossary is very helpful with this, as are the in-book links
3. the multiple choice vary in difficulty, some are insanely easy and others insanely hard. Most are moderately difficult. This means the book may not always be pitched at your level. Though the answers to the multi choice tend to be very comprehensive
4. the chapters are written in different styles, which keeps you awake, but at the same time can be a little annoying to those who think everything should be uniform in a textbook. To be fair, the style of presentation always matches the nature of the content, which is so (necessarily) varied in this book that it is doubtful that there is one best way to represent it.

Anyway I hope that helps. Its the best university textbook i've read and I WISH my teachers prescribed this quality of material when I was learning negotiations!

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