Negotiation - Lewicki, Roy J.; Saunders, David M.; Barry, Bruce
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Negotiation is a critical skill needed for effective management. NEGOTIATION 5/e 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.
Table of 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. Perception, Cognition and…mehr

Produktbeschreibung
Negotiation is a critical skill needed for effective management. NEGOTIATION 5/e 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.

Table of 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. Perception, Cognition and Emotion 6. Communication 7. Finding and Using Negotiation Power 8. Influence 9. Ethics in Negotiation 10. Relationships in Negotiation 11. Audiences, Constituencies, Agents 12. Coalitions 13. Multiple Parties and Teams 14. Individual Differences I: Gender and Negotiation 15. Individual Differences II: Personality and Abilities 16. International and Cross-Cultural Negotiation 17. Managing Negotiation Impasses 18. Managing Negotiation Mismatches 19. Managing Difficult Negotiations: Third Party Approaches 20. Concluding Comments
Autorenporträt
Roy J. Lewicki is the Dean''s Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.