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Essentials of Negotiation / Edition 4

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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.
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Product Details

  • ISBN-13: 9780073102764
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 7/7/2006
  • Edition description: Older Edition
  • Edition number: 4
  • Pages: 312
  • Product dimensions: 7.00 (w) x 9.00 (h) x 0.50 (d)

Meet the Author

Roy J. Lewicki is the Dean's Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.

Bruce Barry is a professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, ethics, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management and a past chair of the Academy of Management Conflict Management Division.

David M. Saunders is Dean of the Faculty of Management at the Queen's University in Ontario, Canada. He has co-authored several books and articles on negotiation, conflict resolution, employee voice and organizational justice. He is also the winner of a distinguished teacher award and co-developed the McGill Negotiation Simulator, a computer-based interactive video simulation of negotiation. Prior to his current appointment, David was Director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia and Europe. He and his wife Susan are the proud parents of Basil, a very active Wheaton Terrier puppy.

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Table of Contents

Chapter 1 – The Nature of NegotiationChapter 2 – Strategy and Tactics of Distributive BargainingChapter 3 – Strategy and Tactics of Integrative NegotiationChapter 4 – Negotiation: Strategy and PlanningChapter 5 – Perception, Cognition, and EmotionChapter 6 – CommunicationChapter 7 – Finding and Using Negotiation PowerChapter 8 – Ethics in NegotiationChapter 9 – Relationships in NegotiationChapter 10 – Multiple Parties and TeamsChapter 11 – International and Cross-Cultural NegotiationChapter 12 – Best Practices in Negotiations

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  • Anonymous

    Posted July 11, 2009

    Essentials of Negotiation

    I used this textbook for the class "Negotiation and Conflict Resolution". I found it easy to read, very comprehensive, with real-life and clear examples. I would highly recommend it to students and professionals.

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  • Anonymous

    Posted April 13, 2010

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