Negotiation is a critical skill needed for effective management. Negotiation 9e 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.
Negotiation is a critical skill needed for effective management. Negotiation 9e 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.
Roy J. Lewicki is the Irving Abramowitz Memorial Professor of Business Ethics Emeritus and Professor of Management and Human Resources Emeritus at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited over 40 books, as well as numerous research articles and book chapters. Professor Lewicki has served as the president of the International Association for Conflict Management, and he received its Lifetime Achievement Award in 2013. He received the Academy of Managements Distinguished Educator Award in 2005 and has been recognized as a Fellow of the Academy of Management, the International Association of Conflict Management, and the Organizational Behavior Teaching Society for his contributions to the fields of negotiation and dispute resolution.
Inhaltsangabe
Chapter 1: The Nature of Negotiation Chapter 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 Chapter 6: Perception, Cognition, and Emotion Chapter 7: Communication Chapter 8: Finding and Using Negotiation Power Chapter 9: Influence Chapter 10: Relationships in Negotiation Chapter 11: Agents, Constituencies, and Audiences Chapter 12: Coalitions Chapter 13: Multiple Parties and Groups in Negotiations Chapter 14: Individual Differences I: Gender and Negotiation Chapter 15: Individual Differences II: Personality and Abilities Chapter 16: International and Cross-Cultural Negotiation Chapter 17: Managing Negotiation Impasses Chapter 18: Managing Difficult Negotiations Chapter 19: Third-Party Approaches to Managing Difficult Negotiations Chapter 20: Best Practices in Negotiations
Chapter 1: The Nature of Negotiation Chapter 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 Chapter 6: Perception, Cognition, and Emotion Chapter 7: Communication Chapter 8: Finding and Using Negotiation Power Chapter 9: Influence Chapter 10: Relationships in Negotiation Chapter 11: Agents, Constituencies, and Audiences Chapter 12: Coalitions Chapter 13: Multiple Parties and Groups in Negotiations Chapter 14: Individual Differences I: Gender and Negotiation Chapter 15: Individual Differences II: Personality and Abilities Chapter 16: International and Cross-Cultural Negotiation Chapter 17: Managing Negotiation Impasses Chapter 18: Managing Difficult Negotiations Chapter 19: Third-Party Approaches to Managing Difficult Negotiations Chapter 20: Best Practices in Negotiations
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