Negotiation: Science and Practice

Negotiation: Science and Practice

By Quintin Rares

  • Release Date : 2013-07-12
  • Genre : Reference
  • FIle Size : 78.18 MB
Score: 5
From 12 Ratings
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Negotiation: Science and Practice *Previously ranked the #1 bestselling textbook in any category in Australia; it has also ranked in the top 50 in the UK and in America*

“Negotiation: Science and Practice” is a university-level textbook and lecture series designed to teach effective skills and techniques in negotiation. It provides scientifically tested tools that allow anyone to construct and implement the best possible negotiation strategies, in any negotiation scenario. 

From this pack, students, like yourself, 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

About the author: Quintin Rares is a practicing lawyer and is the (postgraduate) Unit of Study Coordinator of Business Negotiations at the University of Sydney, ranked in the top 25 universities in the world for social sciences and management and in the top 10 universities in the world for law (2012 QS World University Ranking).


  • An extraordinary resource for teachers, students and practitioners

    By Ronny.7
    Many of the texts on negotiations that are currently available are topical and often too all-encompassing. This book is reductive with an emphasis on the retention of key concepts. The reader will be well-equipped to observe psychological biases and experiment with negotiation techniques in practice.
  • Comprehensive and well written

    By Natasha 83
    Overall: One of the best textbooks I've had. It has convinced me to take this class this year! Advantages: Very well written, with a huge glossary and a comprehensive annotated bibliography for those who like to be close to the research. The iBooks features incorporated in the book are easy to use, highly interactive and capable of bringing advanced concepts down to basics. The multiple choice exams each week are very well written and his detailed explanation of all the answers is excellent. Disadvantages: It is not really aimed at high school students, which might find this book too hard; it's a real university course which represents an entire semester's learning. Because it's written as a series of lectures, sometimes the styles the author writes in changes (due to the nature of the content) which is unlike a normal textbook and some may find annoying.
  • Useful for University

    By Benjamin.c.aus
    This is exactly the sort of book that I would have loved in my negotiations class. It is easy to read and highly relevant. The graphics are highly useful and make the experience all the better. I highly recommend this for anyone taking a university course in negotiations.
  • An invaluable resource

    By Asdf_24
    This is a well-written, practical, comprehensive, and accessible resource for students and teachers alike.
  • Intuitive, Practical & Engaging

    By willma88
    Finally, a intuitive and practical negotiations textbook for university students! Packed full of detailed explanations, examples/exercises, this book is a great learning and teaching tool!