Negotiation /
Lewicki, Roy J.
Negotiation / Roy J. Lewicki,Bruce Barry, Vanderbilt University, David M. Saunders. - Eighth edition. - xviii, 685 pages : illustrations ; 24 cm
Ch. 1. The Nature of Negotiation --
Ch. 2. Strategy and Tactics of Distribute Bargaining --
Ch. 3. Strategy and Tactics of Integrative Negotiation --
Ch. 4. Negotiation: Strategy and Planning --
Ch. 5. Ethics in Negotiation --
Ch. 6. Perception, Cognition, and Emotion --
Ch. 7. Communication --
Ch. 8. Finding and Using negotiation Power --
Ch. 9. Influence --
Ch. 10.Relationship in Negotiation --
Ch. 11. Agents, Constituencies, and Audiences --
Ch. 12. Coalitions --
Ch. 13. Multiple Parties, Groups and Teams in Negotiation --
Ch. 14. Individual Differences I: Gender and Negotiation --
Ch. 15. Individual Differences II: Personality and Abilities --
Ch. 16. International and Cross-Cultural Negotiation --
Ch. 17. Managing Negotiation Impasses --
Ch. 18. Managing Difficult Negotiations --
Ch. 19. Third-Party Approaches to Managing Difficult Negotiations --
Ch. 20. Best Practices in Negotiations.
Negotiation is a critical skill needed for effective management. Negotiation 8e 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.
9781260565591 (alk. paper)
Negotiation in business
658.405
Negotiation / Roy J. Lewicki,Bruce Barry, Vanderbilt University, David M. Saunders. - Eighth edition. - xviii, 685 pages : illustrations ; 24 cm
Ch. 1. The Nature of Negotiation --
Ch. 2. Strategy and Tactics of Distribute Bargaining --
Ch. 3. Strategy and Tactics of Integrative Negotiation --
Ch. 4. Negotiation: Strategy and Planning --
Ch. 5. Ethics in Negotiation --
Ch. 6. Perception, Cognition, and Emotion --
Ch. 7. Communication --
Ch. 8. Finding and Using negotiation Power --
Ch. 9. Influence --
Ch. 10.Relationship in Negotiation --
Ch. 11. Agents, Constituencies, and Audiences --
Ch. 12. Coalitions --
Ch. 13. Multiple Parties, Groups and Teams in Negotiation --
Ch. 14. Individual Differences I: Gender and Negotiation --
Ch. 15. Individual Differences II: Personality and Abilities --
Ch. 16. International and Cross-Cultural Negotiation --
Ch. 17. Managing Negotiation Impasses --
Ch. 18. Managing Difficult Negotiations --
Ch. 19. Third-Party Approaches to Managing Difficult Negotiations --
Ch. 20. Best Practices in Negotiations.
Negotiation is a critical skill needed for effective management. Negotiation 8e 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.
9781260565591 (alk. paper)
Negotiation in business
658.405