Negotiation
by Roy J. Lewicki, David M. Saunders, Bruce Barry
ISBN-10: 007353031X
ISBN-13: 9780073530314
$170.00
Book Specs
Binding
Trade Paper
Publisher
Mc Graw Hill
Published on
Dec 11, 2009
Edition
6th Edition
Dimensions
9.00x7.30x1.10 Inches
Weight
2.24 Pounds
About the Book
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.