Negotiation / Edition 7

Negotiation / Edition 7

by Roy Lewicki, David Saunders, Bruce Barry
     
 

View All Available Formats & Editions

ISBN-10: 0078029449

ISBN-13: 9780078029448

Pub. Date: 01/31/2014

Publisher: McGraw-Hill Education

Additional information and teaching resources to support this text are available from www.mhhe.com/lewickinegotiation

Negotiation is a critical skill needed for effective management. Negotiation 7e by Roy J. Lewicki, David M. Saunders, and Bruce Barry explores the major concepts and theories of the

Overview

Additional information and teaching resources to support this text are available from www.mhhe.com/lewickinegotiation

Negotiation is a critical skill needed for effective management. Negotiation 7e by Roy J. Lewicki, David M. Saunders, and Bruce Barry 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:
9780078029448
Publisher:
McGraw-Hill Education
Publication date:
01/31/2014
Edition description:
New Edition
Pages:
704
Sales rank:
259,565
Product dimensions:
7.30(w) x 9.00(h) x 1.10(d)
Age Range:
18 Years

Table of Contents

PART ONE: NEGOTIATION FUNDAMENTALS


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: Ethics in Negotiation

PART TWO: NEGOTIATION SUBPROCESSES


Chapter 6: Perception, Cognition, and Emotion


Chapter 7: Communication


Chapter 8: Finding and Using Negotiation Power


Chapter 9: Influence

PART THREE: NEGOTIATION CONTEXTS


Chapter 10: Relationships in Negotiation


Chapter 11: Agents, Constituencies, Audiences


Chapter 12: Coalitions


Chapter 13: Multiple Parties and Teams in Negotiation

PART FOUR: INDIVIDUAL DIFFERENCES


Chapter 14: Individual Differences I: Gender and Negotiation


Chapter 15: Individual Differences II: Personality and Abilities

PART FIVE: NEGOTIATION ACROSS CULTURES


Chapter 16: International and Cross-Cultural Negotiation

PART SIX: RESOLVING DIFFERENCES


Chapter 17: Managing Negotiation Impasses


Chapter 18: Managing Difficult Negotiations


Chapter 19: Third Party Approaches to Managing Difficult Negotiations

PART SEVEN: SUMMARY


Chapter 20: Best Practices in Negotiations


Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >