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Negotiation

Negotiation - 4th edition

ISBN13: 978-0072432558

Cover of Negotiation 4TH 03 (ISBN 978-0072432558)
ISBN13: 978-0072432558
ISBN10: 0072432551
Edition: 4TH 03
Copyright: 2003
Publisher: Richard D. Irwin, Inc.
Published: 2003
International: No

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Negotiation - 4TH 03 edition

ISBN13: 978-0072432558

Roy J. Lewicki, Bruce, David M. Saunders and John W. Minton

ISBN13: 978-0072432558
ISBN10: 0072432551
Edition: 4TH 03
Copyright: 2003
Publisher: Richard D. Irwin, Inc.
Published: 2003
International: No
Summary

Negotiation is a critical skill needed for effective management. NEGOTIATION 4/e 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.

New to This Edition :

  • Instructor package has been dramatically improved with this edition to include: PowerPoint, Testbank, and Computerized Testing.
  • Each chapter has been completely revised and updated to reorganize the content, add new and developing areas of research, and improve student readability at all levels.
  • All chapters include new "box examples" and cartoons
  • Significant changes include:
  • -improved treatment of how conflicts and negotiations are framed
  • -significantly enhanced treatment of the planning process in negotiation
  • -improved treatment of communication and cognitive biases in negotiation
  • -discussion of intractable conflicts and how they may be negotiated
  • -enhanced treatment of international and cross cultural negotiations


Features :

  • Coordinated text and reader provides fully integrated learning system
  • Comprehensive treatment of a wealth of behavioral science research on negotiation strategy, tactics, and effectiveness
  • "Essentials of Negotiation" (2e) offers a brief overview of the text material

Author Bio

Lewicki, Roy J. : Ohio State University


Barry, Bruce : Vanderbilt University--Nashville


Saunders, David M. : University of Calgary


Minton, John W. : Havatar Associates


Table of Contents

NEGOTIATION FUNDAMENTALS
1 The Nature of Negotiation
2 Strategy and Planning in Negotiation
3 Distributive Bargaining
4 Integrative Negotiation
NEGOTIATION SUBPROCESSES
5 Perceptions, Cognition and Communication
6 Finding and Using Negotiation Leverage
7 Negotiation Ethics
NEGOTIATION CONTEXTS
8 Relationships and Representatives
9 Coalitions and Groups
10 Individual Differences and Gender
11 Global Negotiations
NEGOTIATION REMEDIES
12 Managing Difficult Negotiations: Individual Approaches
13 Managing Difficult Negotiations: Third Party Approaches

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Cover of Negotiation 5th edition

Negotiation - 5th edition

ISBN13: 978-0072973075
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