Negotiation
"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"
Read More ↓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"
Read More ↓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:1 online resource (xviii, 685 pages) : : illustrations
Edition Identifiers
- ISBN:9781260568455, 1260568458, 9781260565591, 1260565599
- oclc:on1130657084
- 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 -- 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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