My Account Details

ISBN10: 126560875X | ISBN13: 9781265608750

* 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 9e 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.
Chapter 1: The Nature of Negotiation
Chapter 2: Strategy and Tactics of Distributive Bargaining
Chapter 3: Strategy and Tactics of Integrative Negotiation
Chapter 4: Negotiation: Strategy and Planning
Chapter 5: Ethics in Negotiation
Chapter 6: Perception, Cognition, and Emotion
Chapter 7: Communication
Chapter 8: Finding and Using Negotiation Power
Chapter 9: Influence
Chapter 10: Relationships in Negotiation
Chapter 11: Agents, Constituencies, and Audiences
Chapter 12: Coalitions
Chapter 13: Multiple Parties and Groups in Negotiations
Chapter 14: Individual Differences I: Gender and Negotiation
Chapter 15: Individual Differences II: Personality and Abilities
Chapter 16: International and Cross‐Cultural Negotiation
Chapter 17: Managing Negotiation Impasses
Chapter 18: Managing Difficult Negotiations
Chapter 19: Third‐Party Approaches to Managing Difficult Negotiations
Chapter 20: Best Practices in Negotiations
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
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.