Negotiation / Edition 6

Negotiation / Edition 6

2.3 3
by Roy Lewicki, David Saunders, Bruce Barry
     
 

View All Available Formats & Editions

ISBN-10: 0073381209

ISBN-13: 9780073381206

Pub. Date: 03/23/2009

Publisher: McGraw-Hill Professional Publishing

Negotiation is a critical skill needed for effective management. Negotiation 6/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 6/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:
9780073381206
Publisher:
McGraw-Hill Professional Publishing
Publication date:
03/23/2009
Edition description:
Older Edition
Pages:
640
Product dimensions:
7.30(w) x 9.00(h) x 1.00(d)

Table of Contents

Part 1: Negotiation Fundamentals

1.The Nature of Negotiation
2.Strategy and Tactics of Distributive Bargaining
3.Strategy and Tactics of Integrative Negotiation
4.Negotiation: Strategy and Planning

Part 2: Negotiation Subprocesses

5.Perception, Cognition, and Emotion
6.Communication
7.Finding and Using Negotiation Power
8.Influence
9.Ethics in Negotiation

Part 3: Negotiation Contexts

10.Relationships in Negotiation
11.Agents, Constituencies, Audiences
12.Coalitions
13.Multiple Parties and Teams

Part 4: Individual Differences

14.Individual Differences I: Gender and Negotiation
15.Individual Differences II: Personality and Abilities

Part 5: Negotiation across Cultures

16.International and Cross-Cultural Negotiation

Part 6: Resolving Differences

17.Managing Negotiation Impasses
18.Managing Negotiation Mismatches
19.Third Party Approaches to Managing Difficult Negotiations

Part 7: Summary

20.Best Practices in Negotiations

Bibliography
Name Index
Subject Index

Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >

Negotiation 2.3 out of 5 based on 0 ratings. 3 reviews.
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Anonymous More than 1 year ago