000 02252cam a2200277 i 4500
003 MIUC
005 20211025141325.0
008 210921s2019 nyua 000 0 eng
020 _a9781260565591 (alk. paper)
040 _aDLC
_beng
_cDLC
_erda
_dDLC
_dMIUC
082 0 0 _a658.405
_223
100 1 _aLewicki, Roy J.
_eauthor
_91729
245 1 0 _aNegotiation /
_cRoy J. Lewicki,Bruce Barry, Vanderbilt University, David M. Saunders.
250 _aEighth edition.
264 1 _aNew York, NY :
_bMcGraw-Hill Education,
_c2020.
300 _axviii, 685 pages :
_billustrations ;
_c24 cm
336 _atext
_2rdacontent
337 _aunmediated
_2rdamedia
338 _avolume
_2rdacarrier
505 0 _aCh. 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.
520 _aNegotiation 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.
650 0 _aNegotiation in business
_9672
700 1 _aSaunders, David M.
_eauthor
_95432
700 1 _aBarry, Bruce,
_d1958-
_eauthor
_95433
942 _2ddc
_cBK