

Negotiation, 9th Edition
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* 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
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
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