Negotiation / Roy J. Lewicki,Bruce Barry, Vanderbilt University, David M. Saunders.

By:

Lewicki, Roy J [author]

Contributor(s):

Material type:

TextPublisher: New York, NY : McGraw-Hill Education, 2020Edition: Eighth editionDescription: xviii, 685 pages : illustrations ; 24 cmContent type:

text

Media type:

unmediated

Carrier type:

volume

ISBN:

9781260565591 (alk. paper)

Subject(s):

Negotiation in business

DDC classification:

658.405 23

Contents:

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.

Summary: 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.

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Books	Marbella International University Centre	658.405 LEW neg (Browse shelf(Opens below))	Available	12226

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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.

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