Skip to main content

Humanities, Social Science and Language


Digital Products


Connect®
Course managementreporting, and student learning tools backed by great support.

McGraw Hill GO
Greenlight learning with the new eBook+

ALEKS®
Personalize learning and assessment

ALEKS® Placement, Preparation, and Learning
Achieve accurate math placement

SIMnet
Ignite mastery of MS Office and IT skills

McGraw Hill eBook & ReadAnywhere App
Get learning that fits anytime, anywhere

Sharpen: Study App
A reliable study app for students

Virtual Labs
Flexible, realistic science simulations

Services


Inclusive Access
Reduce costs and increase success

LMS Integration
Log in and sync up

Math Placement
Achieve accurate math placement

Content Collections powered by Create®
Curate and deliver your ideal content

Custom Courseware Solutions
Teach your course your way

Professional Services
Collaborate to optimize outcomes

Remote Proctoring
Validate online exams even offsite

Institutional Solutions
Increase engagement, lower costs, and improve access for your students

Support


General Help & Support Info
Customer Service & Tech Support contact information

Online Technical Support Center
FAQs, articles, chat, email or phone support

Support At Every Step
Instructor tools, training and resources for ALEKS, Connect & SIMnet

Instructor Sample Requests
Get step by step instructions for requesting an evaluation, exam, or desk copy

Platform System Check
System status in real time

Negotiation
Negotiation

Negotiation, 8th Edition

ISBN10: 1260043649 | ISBN13: 9781260043648
By Roy Lewicki, Bruce Barry and David Saunders

Format Options:

* The estimated amount of time this product will be on the market is based on a number of factors, including faculty input to instructional design and the prior revision cycle and updates to academic research-which typically results in a revision cycle ranging from every two to four years for this product. Pricing subject to change at any time.

Instructor Information

Quick Actions (Only for Validated Instructor Accounts):

Negotiation is a critical skill needed for effective management. Negotiation 8e 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. 

PART 1: NEGOTIATION FUNDAMENTALS
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. Ethics in Negotiation
PART 2: NEGOTIATION AND SUB PROCESSES 
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Influence
PART 3: NEGOTIATION CONTEXTS
10. Relationships in Negotiation
11. Agents, Constituencies, Audiences
12. Coalitions
13. Multiple Parties, Groups, and Teams in Negotiation
PART 4: INDIVIDUAL DIFFERENCES 
14. Individual Differences I: Gender and Negotiation
15. Individual Differences II: Personality and Abilities
PART 5: NEGOTIATION AND CULTURES 
16. International and Cross-Cultural Negotiation 
17. Managing Negotiation Impasses
18. Managing Difficult Negotiations
19. Third‐Party Approaches to Managing Difficult Negotiations
20. Best Practices in Negotiations


McGraw Hill Connect Product Logo

Main Features

  • LMS Integration
  • Print/Loose-Leaf Book Add-On Availability
  • Presentation Slides & Instructor Resources
  • Question & Test Banks
  • Adaptive Assignments
  • Student Progress Reporting & Analytics
  • Essay Prompts
  • Polling
  • Prebuilt Courses
  • Interactive Exercises
  • eBook Access (ReadAnywhere App)
  • Remote Proctoring (Proctorio)
  • Subject-Specific Tools

About the Author

Roy Lewicki

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 Management’s 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.

Bruce Barry

Bruce Barry is the Brownlee O. Currey Jr. Professor of Management at the Owen Graduate School of Management at Vanderbilt University. His research on negotiation, ethics, power, influence, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past president of the International Association for Conflict Management and a past chair of the Academy of Management Conflict Management Division. He has been recognized as a Fellow of the International Association for Conflict Management.

David Saunders

David Saunders is currently Professor (Administration) and Director, International at Desautels Faculty of Management, McGill University. He has over 20 years of experience as Dean, leading two business schools to the prestigious Financial Times ranking, and driving the schools' globalization and strategic growth. David has created more than 100 strategic partnerships around the globe. He has served on the board of CEIBS (China), and the International Advisory Boards of SKEMA (France) and Schaffhausen Institute of Technology (Switzerland). David has also forged exclusive strategic relationships with both private (e.g., IBM) and public sector (e.g.. The Canadian Olympic Committee) organizations to provide tailored business education to their needs. He served as Chair of the EQUIS Awarding Body and Vice-Chair of the AACSB Initial Accreditation Committee, as well as a board member of both EFMD and AACSB.


Accessibility

Creating accessible products is a priority for McGraw Hill. We make accessibility and adhering to WCAG AA guidelines a part of our day-to-day development efforts and product roadmaps.

For more information, visit our accessibility page, or contact us at accessibility@mheducation.com

affordability icon

Affordability

Reduce course material costs for your students while still providing full access to everything they need to be successful. It isn't too good to be true - it's Inclusive Access.

Need support?   We're here to help - Get real-world support and resources every step of the way.