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Full Description
Additional information and teaching resources to support this text are available from www.mhhe.com/lewickinegotiation Negotiation is a critical skill needed for effective management. Negotiation 7e 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.
Contents
PART ONEChapter 2: Strategy and Tactics of Distributive Bargaining Chapter 3: Strategy and Tactics of Integrative Negotiation Chapter 4: Negotiation: Strategy and Planning Chapter 5: Ethics in Negotiation PART TWO: NEGOTIATION SUBPROCESSESChapter 6: Perception, Cognition, and Emotion Chapter 7: Communication Chapter 8: Finding and Using Negotiation Power Chapter 9: Influence PART THREE: NEGOTIATION CONTEXTSChapter 10: Relationships in Negotiation Chapter 11: Agents, Constituencies, AudiencesChapter 12: CoalitionsChapter 13: Multiple Parties and Teams in NegotiationPART FOUR: INDIVIDUAL DIFFERENCESChapter 14: Individual Differences I: Gender and NegotiationChapter 15: Individual Differences II: Personality and AbilitiesPART FIVE: NEGOTIATION ACROSS CULTURESChapter 16: International and Cross-Cultural NegotiationPART SIX: RESOLVING DIFFERENCESChapter 17: Managing Negotiation ImpassesChapter 18: Managing Difficult NegotiationsChapter 19: Third Party Approaches to Managing Difficult NegotiationsPART SEVEN: SUMMARYChapter 20: Best Practices in NegotiationsNER(01): WOW
