Negotiation / Edition 4

Negotiation / Edition 4

ISBN-10:
0072432551
ISBN-13:
9780072432558
Pub. Date:
12/27/2002
Publisher:
McGraw-Hill Companies, The

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Overview

Negotiation / Edition 4

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: 9780072432558
Publisher: McGraw-Hill Companies, The
Publication date: 12/27/2002
Edition description: Older Edition
Pages: 576
Product dimensions: 6.30(w) x 9.00(h) x 0.90(d)

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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