Negotiation: An Artful Science - Paperback

by David H. Henard (Author)

Negotiation: An Artful Science (3rd Ed.) by Dr. David H. Henard blends leading-edge research insights with practical, real-world applications to create a book that is both insightful and easy to read. The book takes a comprehensive "Total Intelligence" approach to negotiation combining aspects of negotiation intelligence, emotional intelligence, and cultural intelligence to address both the art and science of the negotiation process. Useful as a negotiation course textbook or as an individual guide.

The 3rd edition is a comprehensive update that includes expanded chapters on artificial intelligence (AI), gender-related negotiation issues, and an exposition on several negotiation biases. This edition covers the gamut from core negotiation concepts to overcoming objections to successful negotiation strategies and tactics. Insights from psychology, sociology, and behavioral development complement the discussion of negotiation strategy and tactics.

The content is applicable to a wide variety of professionals in industries such as Business, Sales, Law, and Real Estate and has benefitted global reading audiences for years. Individual and multi-party negotiation dynamics are explored. Special negotiation situations such as salary negotiations, unique issues for women, prejudice & bias, negotiating via technology, family negotiations, cross-cultural insights, and lie detection are also covered. This affordable and approachable book provides perspectives not found in other negotiation books.