BSC466 Negotiation 

Negotiation has been playing a major role in both personal and business context. It is related the people’s life every day. Buying and selling products, the alliances between companies, the disputes within and between individuals and groups, or conflicts between nations; need to seek mutual agreements and solutions throughout negotiation process. Since the changes of structures and characteristics in terms of market situation, economic condition, political status, organization and consumer behavior, natural environment, technology, and society, the negotiation is more

complex and needs to adjust in a new and creative ways. 

This e-book introduces the theories and practice guides from Negotiation Textbook by Lewicki, Barry, and Saunders (2010). It discusses the nature and characteristics of negotiation, interdependence relationships, strategies and tactics of negotiation in different situations. It is suited for undergraduate students for negotiation course. Each chapter will contain the key questions to test the students’ knowledge after learning each chapter.