Negotiation: Readings, Exercises, and Cases / Edition 6 by Roy Lewicki, David Saunders, Bruce Barry | | 9780256026344 | Paperback | Barnes & Noble
Negotiation: Readings, Exercises and Cases

Negotiation: Readings, Exercises and Cases

by Roy J. Lewicki, Joseph A. Litterer
     
 

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Negotiation is a fundamental skill, not only for successful management, but also for successful living. Negotiation: Readings, Exercises and Cases 6e takes an experiential approach to this skill and explores the major concepts and theories of the psychology of bargaining and negotiation, resulting in a text that reflects the very best and most recent work on

Overview

Negotiation is a fundamental skill, not only for successful management, but also for successful living. Negotiation: Readings, Exercises and Cases 6e takes an experiential approach to this skill and explores the major concepts and theories of the psychology of bargaining and negotiation, resulting in a text that reflects the very best and most recent work on negotiation and the related topics of power, influence, and conflict management.

Examples of new readings, exercise, and cases include:

Balancing Act: How to Manage Negotiation Tensions

Negotiation Ethics

Four Strategies for Making Concessions

Become a Master Negotiator

Culture and Negotiation

Investigative Negotiation

Seven Strategies for Negotiating Success

Ridgecrest School Dispute

Bargaining Strategy in Major League Baseball

The authors have carefully organized Negotiation: Readings, Exercises and Cases 6e to coordinate closely with their newly revised text, Negotiation 6e, as well as with the shorter version of the text, Essentials of Negotiation 5e. All three texts in this series can work together to create a comprehensive learning system.

Product Details

ISBN-13:
9780256026344
Publisher:
McGraw-Hill Higher Education
Publication date:
02/28/1985
Series:
The Irwin Series in Management and the Behavioral Sciences
Pages:
633

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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