Negotiation
Behavioral Observation and Manipulation
(First Edition)
©2023, 262 pages
Paperback list price: $79.95
Cognella Direct Ebook: $68.95
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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.
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.
Allen Craddock, J.D., Ph.D. graduated cum laude from St. Mary’s University School of Law in 1997 and completed a Ph.D. in social psychology in 2009. In addition to being a deputy commissioner at the Texas Department of Insurance, Craddock has served as an adjunct professor of law at St. Mary's University School of Law since 1999. He has also served as a visiting professor of law at Pepperdine University Law School. He is an active behavioral consultant for law enforcement agencies, providing onsite crisis negotiation intervention and specializing in behavioral manipulation, interpretation, and interrogation.
Marion M. Reilly, J.D. is an alumna of St. Mary’s University School of Law and serves as a personal injury attorney with Hilliard Munoz Gonzalez, LLP in San Antonio, Texas. Before joining the firm, Reilly served as a judicial intern for the Honorable Emilio M. Garza of the United States Court of Appeals for the Fifth Circuit and the Honorable Rebecca Simmons of the Texas Fourth Court of Appeals.
Formats and Bulk Order Pricing for Confirmed Adoptions
Publisher Direct Versions — Available through the Cognella Student Store for confirmed adoptions |
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$68.95
Best Value! |
Publisher Direct Ebook | Publisher Direct ebooks are available in your Cognella account immediately after purchase and provide access for 180 days. Our ebooks run on VitalSource and RedShelf with perpetual/annual options available. |
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$75.95
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Publisher Direct Paperback | These special, discounted paperback editions are sold exclusively through the Cognella Student Store (store.cognella.com) for confirmed adoptions. They are not available through other retailers. The books are printed on demand, do not have an ISBN, and are not intended for resale, which results in savings we pass along to students. Most Publisher Direct Paperbacks also come with free, immediate access to the first 30% of the ebook and shipping included. |
Higher Education Bookstore Pricing — These suggested retail prices include a total projected mark-up of 25% |
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Inclusive Access Available!
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Ebook 979-8-8233-0598-3 |
We partner with VitalSource, Kortext, and RedShelf to provide day-one access to students through campus bookstores. Bookstores and these vendors share in the total projected mark-up. Learn more about Inclusive Access at cognella.com/inclusive-access. Contact us for details. |
| $79.95 | Paperback 978-1-7935-1708-1 |
Standard paperback version. Contact us for course adoptions; also available for individual purchase through national wholesalers and retailers — and from our website directly — see Purchase button above. |
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Other formats (perforated, hardcover, etc.) may be available. Contact us for course adoptions; specialty formats are not available for individual purchase. | |
