Essentials of Negotiation: 2024 Release ISE （8TH）

Lewicki, Roy/ Barry, Bruce/ Saunders, David

McGraw-Hill Education（2024/03発売）

• 製本 Paperback:紙装版/ペーパーバック版／ページ数 704 p.
• 言語 ENG
• 商品コード 9781266913396
• DDC分類 658.4052

Full Description

Essentials of Negotiation is a condensed version of the main text, Negotiation. 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. Several chapters from the main text have been condensed for this volume. These condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation sub processes, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process. 

Contents

 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 
 6 Perception, Cognition, and Emotion 
 7 Communication
 8 Power and Influence in NegotiationFinding and Using Negotiation Power
 9 Relationships in Negotiation 
 10 Multiple Parties and Groups in Negotiations
 11 International and Cross-Cultural Negotiation 
 12 Best Practices in Negotiations