Negotiation
Format: Paperback
ISBN13: 9780073530314
Paperback|9780073530314
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Overview
Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e takes an experiential approach and 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. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.
| ISBN-13 | 9780073530314 |
|---|---|
| ISBN-10 | 007353031X |
| Weight | 2.24 Pounds |
| Dimensions | 9.00 x 7.30 x 1.10 In |
| List Price | $170.00 |
| Edition | 6th Edition |
| Format | Paperback |
|---|---|
| Language | English |
| Pages | 720 pages |
| Publisher | Mc Graw Hill |
| Published On | 2009-12-11 |
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