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Negotiation / Edition 6
     

Negotiation / Edition 6

2.0 4
by Roy Lewicki
 

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ISBN-10: 0073381209

ISBN-13: 2900073381205

Pub. Date: 03/23/2009

Publisher: McGraw-Hill Professional Publishing

Negotiation is a critical skill needed for effective management. NEGOTIATION 3/e explores the major concepts and theories of the psychology of bargaining and negotiation,and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students,not only human resource management or industrial relations

Overview

Negotiation is a critical skill needed for effective management. NEGOTIATION 3/e explores the major concepts and theories of the psychology of bargaining and negotiation,and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students,not only human resource management or industrial relations candidates.

Product Details

ISBN-13:
2900073381205
Publisher:
McGraw-Hill Professional Publishing
Publication date:
03/23/2009
Edition description:
Older Edition
Pages:
640

Table of Contents

NEGOTIATION FUNDAMENTALS
Chapter 1 The Nature of Negotiation
Chapter 2 Negotiation: Framing, Strategizing, and Planning
Chapter 3 Strategy and Tactics of Distributive Bargaining
Chapter 4 Strategy and Tactics of Integrative Negotiations
NEGOTIATION SUBPROCESSES
Chapter 5 Communication, Perception, and Cognitive Biases
Chapter 6 Finding and Using Negotiation Leverage
Chapter 7 Ethics in Negotiation
NEGOTIATION CONTEXTS
Chapter 8 The Social Context of Negotiation
Chapter 9 Multiparty Negotiations: Colaitions and Groups
Chapter 10 Individual Differences
Chapter 11 Global Negotiation
NEGOTIATION REMEDIES
Chapter 12 Managing Difficult Negotiations: Individual Approaches
Chapter 13 Managing Difficult Negotiations: Third-Party Approaches

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Negotiation 2 out of 5 based on 0 ratings. 4 reviews.
Anonymous 6 months ago
Do not order from this vendor - they sent the wrong book. Very unreliable.
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