Welcome to Negotiation Strategy and Process
This course is about analysis and application of the key factors that shape and characterize different negotiation situations; the analytical skill to diagnose potential areas of difference and select appropriate strategies to address them; the interpersonal skills to tactically manage the specific communication and decision-making behaviors during bargaining; and the ability to recognize how one's own personality, value system and perceptions affect the choice of tactics and behavior.
Negotiation by David S. Hames, Sage Press ISBN 978-1-4129-7399-1
(Available as an e-book in Google Books)
