Negotiation: Science and Practice

From this pack you will 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