Essentials of Negotiation

Essentials of Negotiation

by Roy J. Lewicki, David M. Saunders, John W. Minton, David M. Saunders
     
 

ISBN-10: 0256241686

ISBN-13: 9780256241686

Pub. Date: 09/28/1996

Publisher: Irwin/Mirror Press

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:
9780256241686
Publisher:
Irwin/Mirror Press
Publication date:
09/28/1996
Edition description:
Older Edition
Pages:
273
Product dimensions:
5.94(w) x 8.94(h) x 0.43(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

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