Negotiations and Decision Making 3rd edition

The negotiation discipline is described including the history of negotiations, negotiation strategies, concepts such ZOPA, BATNA, anchoring and negotiation tricks. The importance of culture, emotions and negotiator profiles for negotiations are outlined. Special descriptions of our decision making processes and influencing factors are included. A number of negotiation tools are outlined in the book. Finally the book includes two historical case stories with analytical tools included as well as small fictional stories providing examples of negotiation paradoxes.