Negotiation | 8th Edition | Roy J. Lewicki & David M. Saunders
$13.04
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$13.04
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Negotiation | 8th Edition | Roy J. Lewicki & David M. Saunders
$13.04
Sale price
$13.04
Regular price
$13.04
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Description
About the BookNegotiation is a critical skill needed for effective management. This book 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.Salient Features Complete book revised, updated and enhanced. Content reorganized and rewritten. Features offering lively perspective updated. Pedagogical features enhanced with addition of Learning Objectives at the beginning of every chapter and outline of key sectionsTable of Contents1. The Nature of Negotiation2. Strategy and Tactics of Distributive Bargaining3. Strategy and Tactics of Integrative Negotiation4. Negotiation: Strategy and Planning5. Ethics in Negotiation6. Perception, Cognition, and Emotion7. Communication8. Finding and Using Negotiation Power9. Influence10. Relationships in Negotiation11. Agents, Constituencies, and Audiences12. Coalitions13. Multiple Parties, Groups, and Teams in Negotiation14. Individual Differences I: Gender and Negotiation15. Individual Differences II: Personality and Abilities16. International and CrossCultural Negotiation17. Managing Negotiation Impasses18. Managing Difficult Negotiations19. ThirdParty Approaches to Managing Difficult Negotiations20. Best Practices in NegotiationsBibliographyName IndexSubject Inde
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