Negotiation https://www.mheducation.com/cover-images/Jpeg_400-high/0078029449.jpeg 7 9780078029448 Additional information and teaching resources to support this text are available from www.mhhe.com/lewickinegotiation Negotiation is a critical skill needed for effective management. Negotiation 7e 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.
Negotiation

Negotiation

7th Edition
By Roy Lewicki and David Saunders and Bruce Barry
ISBN10: 0078029449
ISBN13: 9780078029448
Copyright: 2015
09780078029448

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Program Details

PART ONE: NEGOTIATION FUNDAMENTALS

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

PART TWO: NEGOTIATION SUBPROCESSES

Chapter 6: Perception, Cognition, and Emotion

Chapter 7: Communication

Chapter 8: Finding and Using Negotiation Power

Chapter 9: Influence

PART THREE: NEGOTIATION CONTEXTS

Chapter 10: Relationships in Negotiation

Chapter 11: Agents, Constituencies, Audiences

Chapter 12: Coalitions

Chapter 13: Multiple Parties and Teams in Negotiation

PART FOUR: INDIVIDUAL DIFFERENCES

Chapter 14: Individual Differences I: Gender and Negotiation

Chapter 15: Individual Differences II: Personality and Abilities

PART FIVE: NEGOTIATION ACROSS CULTURES

Chapter 16: International and Cross-Cultural Negotiation

PART SIX: RESOLVING DIFFERENCES

Chapter 17: Managing Negotiation Impasses

Chapter 18: Managing Difficult Negotiations

Chapter 19: Third Party Approaches to Managing Difficult Negotiations

PART SEVEN: SUMMARY

Chapter 20: Best Practices in Negotiations