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Negotiation https://www.mheducation.com/cover-images/Jpeg_400-high/126560875X.jpeg 9 2024 9781265608750 <span data-contrast="auto" xml:lang="EN-US" lang="EN-US" class="TextRun SCXW4116585 BCX8" style="margin: 0px; padding: 0px; user-select: text; -webkit-user-drag: none; -webkit-tap-highlight-color: transparent; white-space: pre-wrap; background-color: rgb(255, 255, 255); font-size: 11pt; line-height: 20.5042px; font-family: Calibri, Calibri_EmbeddedFont, Calibri_MSFontService, sans-serif; font-variant-ligatures: none !important;"><span class="NormalTextRun SCXW4116585 BCX8" style="margin: 0px; padding: 0px; user-select: text; -webkit-user-drag: none; -webkit-tap-highlight-color: transparent;">Negotiation is a critical skill needed for effective management.</span></span><span data-contrast="auto" xml:lang="EN-US" lang="EN-US" class="TextRun SCXW4116585 BCX8" style="margin: 0px; padding: 0px; user-select: text; -webkit-user-drag: none; -webkit-tap-highlight-color: transparent; white-space: pre-wrap; background-color: rgb(255, 255, 255); font-size: 11pt; font-style: italic; line-height: 20.5042px; font-family: Calibri, Calibri_EmbeddedFont, Calibri_MSFontService, sans-serif; font-variant-ligatures: none !important;"><span class="NormalTextRun SCXW4116585 BCX8" style="margin: 0px; padding: 0px; user-select: text; -webkit-user-drag: none; -webkit-tap-highlight-color: transparent;"> Negotiation</span></span><span data-contrast="auto" xml:lang="EN-US" lang="EN-US" class="TextRun SCXW4116585 BCX8" style="margin: 0px; padding: 0px; user-select: text; -webkit-user-drag: none; -webkit-tap-highlight-color: transparent; white-space: pre-wrap; background-color: rgb(255, 255, 255); font-size: 11pt; line-height: 20.5042px; font-family: Calibri, Calibri_EmbeddedFont, Calibri_MSFontService, sans-serif; font-variant-ligatures: none !important;"><span class="NormalTextRun SCXW4116585 BCX8" style="margin: 0px; padding: 0px; user-select: text; -webkit-user-drag: none; -webkit-tap-highlight-color: transparent;"> 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.</span></span><span class="EOP SCXW4116585 BCX8" data-ccp-props="{&quot;201341983&quot;:0,&quot;335559740&quot;:259}" style="margin: 0px; padding: 0px; user-select: text; -webkit-user-drag: none; -webkit-tap-highlight-color: transparent; white-space: pre-wrap; background-color: rgb(255, 255, 255); font-size: 11pt; line-height: 20.5042px; font-family: Calibri, Calibri_EmbeddedFont, Calibri_MSFontService, sans-serif;">&nbsp;</span>
09781265608750
Negotiation
Negotiation

Negotiation, 9th Edition

ISBN10: 126560875X | ISBN13: 9781265608750
By Roy Lewicki, David Saunders and Bruce Barry
© 2024

Purchase 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 Details

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  



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About the Author

Roy Lewicki

Dean’s Distinguished Teaching Professor and Professor of Management and Human Resources at the Max. M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki has served as the president of the International Association of Conflict Management. He received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution.

David Saunders

Dean of the School of Business at Queens University, Canada. He has coauthored several articles on negotiation, conflict resolution, employee voice, and organizational justice. Prior to accepting his current appointment, he was director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia, Europe, and South America.

Bruce Barry

Professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management (2002–2003), and a past chair of the Academy of Management Conflict Management Division.

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