Negotiation / Edition 7

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Overview

Negotiation is a critical skill needed for effective management. Negotiation 7e by Roy J. Lewicki, David M. Saunders, and Bruce Berry 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.

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Product Details

  • ISBN-13: 9780078029448
  • Publisher: McGraw-Hill Higher Education
  • Publication date: 1/31/2014
  • Edition description: New Edition
  • Edition number: 7
  • Pages: 704
  • Sales rank: 1,221,557
  • Product dimensions: 7.30 (w) x 9.00 (h) x 1.10 (d)

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.

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.

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.

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Table of Contents

PART ONE: NEGOTIATION FUNDAMENTALSChapter 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 SUBPROCESSESChapter 6: Perception, Cognition, and Emotion Chapter 7: Communication Chapter 8: Finding and Using Negotiation Power Chapter 9: Influence PART THREE: NEGOTIATION CONTEXTSChapter 10: Relationships in Negotiation Chapter 11: Agents, Constituencies, AudiencesChapter 12: CoalitionsChapter 13: Multiple Parties and Teams in NegotiationPART FOUR: INDIVIDUAL DIFFERENCESChapter 14: Individual Differences I: Gender and NegotiationChapter 15: Individual Differences II: Personality and AbilitiesPART FIVE: NEGOTIATION ACROSS CULTURESChapter 16: International and Cross-Cultural NegotiationPART SIX: RESOLVING DIFFERENCESChapter 17: Managing Negotiation ImpassesChapter 18: Managing Difficult NegotiationsChapter 19: Third Party Approaches to Managing Difficult NegotiationsPART SEVEN: SUMMARYChapter 20: Best Practices in Negotiations

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