Essentials of Negotiation

Essentials of Negotiation

5th Edition

By Roy Lewicki and Bruce Barry and David Saunders

  • Copyright: 2011

  • Publication Date: Feb 17 2010

  • ISBN 10: 0073530360

  • ISBN 13: 9780073530369

Description

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Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the

Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

  • Language: English – lower case

  • Imprint: Irwin/McGraw-Hill

  • Dimension: 7.1 x 9.5

  • Page Count: 304

New Features

  • New sections of the text include discussions on the relationship between power and BATNA, power relationships in salary negotiation, and conflict resolution in effective and ineffective teams.
  • Learning objectives have been added to each chapter to highlight specific areas of focus and the boxes have been revised to contain current relevant cases and guidelines important to the field of negotiation.

Key Features

  • Expanded sections on framing dynamics and on the planning process. How parties frame the conflict, and how they prepare for negotiation, have been demonstrated as essential for understanding how a dispute evolves.
  • Revised chapters on integrative negotiation, cognitive biases, power, ethics in negotiation, and processes by which negotiating parties can resolve their own disputes.
  • The text explores major concepts and theories of bargaining and negotiation in a succinct format. It is relevant to the broad spectrum of negotiation problems that are traditionally faced by managers.
  • The full chapter on the Nature of Negotiation (chapter 1) provides an important overview and introduction to the topic of negotiation.
  • Application Boxes and cartoons make the text more enjoyable and readable.
  • This book can be used as either a stand-alone text or in combination with its newly-revised companion book, Negotiation: Readings, Exercises and Cases, Sixth Edition, to form a comprehensive learning system.

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Chapter 1 ? The Nature of Negotiation

Chapter 2 ? Strategy and Tactics of Distributive Bargaining

Chapter 3 ? Strategy and Tactics of Integrative Negotiation

Chapter

Table of Contents

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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 ? Perception, Cognition, and Emotion

Chapter 6 ? Communication

Chapter 7 ? Finding and Using Negotiation Power

Chapter 8 ? Ethics in Negotiation

Chapter 9 ? Relationships in Negotiation

Chapter 10 ? Multiple Parties and Teams

Chapter 11 ? International and Cross-Cultural Negotiation

Chapter 12 ? Best Practices in Negotiations

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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.

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.

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.