Essentials of Negotiation （6TH）

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

Irwin Professional Pub（2015/01発売）

• 製本 Paperback:紙装版/ペーパーバック版／ページ数 317 p.
• 言語 ENG
• 商品コード 9780077862466
• DDC分類 658.4052

Full Description

Additional Information and teaching resources to support this text are available from www.mhhe.com/lewickinegotiation.Essentials of Negotiation, 6e is a condensed version of the main text, Negotiation, Seventh Edition. 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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

Contents

Chapter 1Distributive BargainingChapter 3: Strategy and Tactics of Integrative NegotiationChapter 4: Negotiation: Strategy and PlanningChapter 5: Ethics in NegotiationChapter 6: Perception, Cognition, and EmotionChapter 7: CommunicationChapter 8: Finding and Using Negotiation PowerChapter 9: Relationships in NegotiationChapter 10: Multiple Parties, Groups, and Teams in NegotiationChapter 11: International and Cross-Cultural NegotiationChapter 12: Best Practices in NegotiationsNER(01): WOW