Negotiation

Behavioral Observation and Manipulation

By: Allen Craddock, Marion M. Reilly

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Paperback | 20 September 2023

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Almost every activity of our lives involves negotiation, and what we get out of each negotiation depends, in large part, on our relationships and interactions with others.

Negotiation: Behavioral Observation and Manipulation helps students better understand the natural interplay between relationships, agreements, and negotiation. The text introduces readers to various types of negotiations and provides them with the knowledge and skillsets they need to cultivate their personal and professional negotiation abilities. Students learn how individuals make choices and form stances, as well as how negotiating parties can achieve mutually satisfactory resolutions. Dedicated chapters cover negotiation foundations, the psychology of negotiation and persuasion, persuasive strategies, the psychology of resistance, critical communication techniques, dealing with obstructive behaviors and deception, and more.

A brief and enlightening primer, Negotiation is an excellent book for courses and programs in law, persuasion, communication, and psychology.

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