Negotiation

Negotiation

2.3 3
by Roy J. Lewicki, Joseph A. Litterer
     
 

ISBN-10: 0256026335

ISBN-13: 9780256026337

Pub. Date: 04/28/1985

Publisher: McGraw-Hill Higher Education

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…  See more details below

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:
9780256026337
Publisher:
McGraw-Hill Higher Education
Publication date:
04/28/1985
Series:
The Irwin Series in Management and the Behavioral Sciences
Pages:
368

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 2.3 out of 5 based on 0 ratings. 3 reviews.
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