• 商品コード 9781260565591

Full Description

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. 

Contents

PART 1: NEGOTIATION FUNDAMENTALS
1. The Nature of Negotiation
2. Strategy and tactics of Distributive Bargaining
3. Strategy and tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
5. Ethics in Negotiation
PART 2: NEGOTIATION AND SUB PROCESSES 
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Influence
PART 3: NEGOTIATION CONTEXTS
10. Relationships in Negotiation
11. Agents, Constituencies, Audiences
12. Coalitions
13. Multiple Parties, Groups, and Teams in Negotiation
PART 4: INDIVIDUAL DIFFERENCES 
14. Individual Differences I: Gender and Negotiation
15. Individual Differences II: Personality and Abilities
PART 5: NEGOTIATION AND CULTURES 
16. International and Cross-Cultural Negotiation 
17. Managing Negotiation Impasses
18. Managing Difficult Negotiation
19. Third-PartyApproaches to Managing Difficult Negotiations
20. Best Practices inNegotiations