Essentials of Negotiation / Edition 4

Essentials of Negotiation / Edition 4

by Roy J. Lewicki, Bruce Barry, David M. Saunders
     
 

Lewicki ESSENTIALS is a short paperback derivative from the main text,Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation,and the dynamics of interpersonal and intergroup conflict and its resolution. In this revision,the organization more closely follows both Negotiation and Negotiation: Readings,Cases,and… See more details below

Overview

Lewicki ESSENTIALS is a short paperback derivative from the main text,Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation,and the dynamics of interpersonal and intergroup conflict and its resolution. In this revision,the organization more closely follows both Negotiation and Negotiation: Readings,Cases,and Exercises. With the low cost and short length of Essentials,it makes a great package with Negotiation RCE.

Product Details

ISBN-13:
9780073102764
Publisher:
McGraw-Hill Companies, The
Publication date:
07/07/2006
Edition description:
Older Edition
Pages:
312
Product dimensions:
7.00(w) x 9.00(h) x 0.50(d)

Table of Contents

Chapter 1 – The Nature of Negotiation

Chapter 2 – Strategy and Tactics of Distributive Bargaining

Chapter 3 – Strategy and Tactics of Integrative Negotiation

Chapter 4 – Negotiation: Strategy and Planning

Chapter 5 – Perception, Cognition, and Emotion

Chapter 6 – Communication

Chapter 7 – Finding and Using Negotiation Power

Chapter 8 – Ethics in Negotiation

Chapter 9 – Relationships in Negotiation

Chapter 10 – Multiple Parties and Teams

Chapter 11 – International and Cross-Cultural Negotiation

Chapter 12 – Best Practices in Negotiations

Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >