Negotiation

Negotiation

6th Edition | See Newer Edition

By Roy Lewicki and David Saunders and Bruce Barry

  • Copyright: 2010

  • Publication Date: March 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 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

  • Imprint: Irwin/McGraw-Hill

  • Dimension: 7.3 x 9 IN

  • Page Count: 640

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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

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.

Features

x

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.

More

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About the Authors

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.