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By focusing on the experience of negotiating, the authors break down the artificial barrier between integrative and distributive negotiation. Focusing instead on what negotiators do, that is, understanding and convincing, students will gain deep insight into the processes of negotiation and how to put that knowledge to use.
In focusing on the psychological dynamics underlying tactical choices in negotiations, the authors re-orient the study of negotiation in a way which enables readers to have a more holistic view on the negotiation process and better achieve their desired outcomes.
