交渉の要点（第４版・テキスト） Essentials of Negotiation 4e

LEWICKI

McGraw-Hill College（2008/06発売）

• 製本 Paperback:紙装版/ペーパーバック版
• 商品コード 9780071254274

Full Description

"Essentials of Negotiation, 4e" is a short paperback derivative from the main text, "Negotiation, 5e". It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Fourteen of the 20 chapters from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact.

Contents

Chapter 1 -- The Nature of NegotiationChapter 2 -- Strategy and Tactics of Distributive BargainingChapter 3 -- Strategy and Tactics of Integrative NegotiationChapter 4 -- Negotiation, Strategy and PlanningChapter 5 -- Perception, Cognition, and Communication Chapter 6 -- CommunicationChapter 7 -- Finding and Using Negotiation PowerChapter 8 -- InfluenceChapter 9 -- Ethics in NegotiationChapter 10 -- Relationships in NegotiationChapter 11 -- Multiple Parties and TeamsChapter 12 -- International and Cross-cultural NegotiationChapter 13 -- Managing Negotiation ImpassesChapter 14 -- Best Practices in Negotiations