Negotiation

Negotiation

6th Edition | See Newer Edition

By Roy Lewicki and David Saunders and Bruce Barry

  • Copyright: 2010

  • Publication Date: Mar 23 2009

  • ISBN 10: 0073381209

  • ISBN 13: 9780073381206

Description

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Negotiation is a critical skill needed for effective management. Negotiation 6/e explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpers

Negotiation is a critical skill needed for effective management. Negotiation 6/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.

  • Language: English – lower case

  • Imprint: Irwin/McGraw-Hill

  • Dimension: 7.3 x 9

  • Page Count: 640

New Features

  • Updated boxes and examples throughout the text provide students with real-life perspectives on negotiation dynamics.
  • All chapters have been revised to reflect the latest research findings and scholarly work in negotiation and conflict management.
  • New design with enhanced exhibits and graphics!
  • Learning Objectives have been added to each chapter to highlight specific areas of focus.

Key Features

  • Coordinated text and reader (Negotiation: Readings, Exercises, and Cases 5e) provides a fully-integrated learning system.
  • Comprehensive treatment of a wealth of behavioral science research on negotiation strategy, tactics, and effectiveness.
  • The 20 shorter chapters ensure that each chapter focuses on a narrower domain and lends more extensive coverage to important areas of negotiation.

Format

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Negotiation

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Part 1: Negotiation Fundamentals

1. The Nature of Negotiation

2. Strategy and Tactics of Distributive Bargaining

3. Strategy and Tactics of Integrative Negotiation<

Table of Contents

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Part 1: Negotiation Fundamentals

1. The Nature of Negotiation

2. Strategy and Tactics of Distributive Bargaining

3. Strategy and Tactics of Integrative Negotiation

4. Negotiation: Strategy and Planning

Part 2: Negotiation Subprocesses

5. Perception, Cognition, and Emotion

6. Communication

7. Finding and Using Negotiation Power

8. Influence

9. Ethics in Negotiation

Part 3: Negotiation Contexts

10. Relationships in Negotiation

11. Agents, Constituencies, Audiences

12. Coalitions

13. Multiple Parties and Teams

Part 4: Individual Differences

14. Individual Differences I: Gender and Negotiation

15. Individual Differences II: Personality and Abilities

Part 5: Negotiation across Cultures

16. International and Cross-Cultural Negotiation

Part 6: Resolving Differences

17. Managing Negotiation Impasses

18. Managing Negotiation Mismatches

19. Third Party Approaches to Managing Difficult Negotiations

Part 7: Summary

20. Best Practices in Negotiations

Bibliography

Name Index

Subject Index

More

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About the Authors

Roy Lewicki

Roy J. Lewicki is the Dean's Distinguished Teaching Professor 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 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. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.

David Saunders

David M. Saunders is Dean of the Faculty of Management at the Queen's University in Ontario, Canada. He has co-authored several books and articles on negotiation, conflict resolution, employee voice and organizational justice. He is also the winner of a distinguished teacher award and co-developed the McGill Negotiation Simulator, a computer-based interactive video simulation of negotiation. Prior to his current appointment, David was Director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia and Europe. He and his wife Susan are the proud parents of Basil, a very active Wheaton Terrier puppy.

Bruce Barry

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