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.
|Publisher:||McGraw-Hill Professional Publishing|
|Edition description:||Older Edition|
|Product dimensions:||6.00(w) x 1.25(h) x 9.00(d)|
About the Author
Dean’s Distinguished Teaching Professor and Professor of Management and Human Resources 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 has served as the president of the International Association of Conflict Management. He 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.
Professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management (2002–2003), and a past chair of the Academy of Management Conflict Management Division.
Dean of the School of Business at Queens University, Canada. He has coauthored several articles on negotiation, conflict resolution, employee voice, and organizational justice. Prior to accepting his current appointment, he was director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia, Europe, and South America.
Table of ContentsNEGOTIATION 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
Chapter 5 Communication, Perception, and Cognitive Biases
Chapter 6 Finding and Using Negotiation Leverage
Chapter 7 Ethics in Negotiation
Chapter 8 The Social Context of Negotiation
Chapter 9 Multiparty Negotiations: Colaitions and Groups
Chapter 10 Individual Differences
Chapter 11 Global Negotiation
Chapter 12 Managing Difficult Negotiations: Individual Approaches
Chapter 13 Managing Difficult Negotiations: Third-Party Approaches
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