Negotiation

Negotiation

by Lewicki, Roy J.

Type Book
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"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."-- From Amazon.

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Title Statements

  • Full title :Negotiation / Roy J. Lewicki, The Ohio State University, David M. Saunders, Queen's University, Bruce Barry, Vanderbilt University.

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."-- From Amazon.

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Edition Statements

  • Publication Date:2020
  • Edition:Eighth edition

Publication Statements

  • Publisher(s):McGraw-Hill Education
  • Place of Publication:New York, NY
  • Language:eng
  • Publication Date:2020

The Physical Object

  • Description:xviii, 685 pages : : illustrations ; : 24 cm

Edition Identifiers

  • ISBN:9781260043648, 1260043649
  • oclc:on1060183232
  • LC Classification:HD58.6
  • Dewey Decimal:658.4/052

Table of Contents

The nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative negotiation -- Negotiation : strategy and planning -- Ethics in negotiation -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Influence -- Relationships in negotiation -- Agents, constituencies and audiences -- Coalitions -- Multiple parties, groups, and teams in negotiation -- Individual differences I : gender and negotiation -- Individual differences II : personality abd abilities -- International and cross-cultural negotiation -- Managing negotiation impasses -- Managing difficult negotiations -- Thord-party approaches to managing difficult negotiations -- Best practices in negotiations.

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Subjects

Négociations (Affaires) Negotiation in business

Writers

Lewicki, Roy J. Barry, Bruce Saunders, David M.

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