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Negotiation- Readings, Exercises, and Cases(7ª©)



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1. Paralleling the change in the companion textbook, Negotiation, 7th edition, the readings on the topics of ethics were moved into Section 1. This change was implemented to strengthen the importance of ethics as a core topic in negotiator training and education.

2. Readings from magazines and applied management journals have been selected because of their emphasis on conflict, the negotiation process, or the psychological and sociological dynamics that are related to negotiation. Either as stand-alone assignments or combined with the textbook, the readings offer a rich variety of perspectives, insights, and case examples of negotiation and conflict management processes in social interaction.

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