Essentials of Negotiation - Brossura

Lewicki, Roy J; Barry, Bruce; Saunders, David M

Brossura

ISBN 10: 0071254277 ISBN 13: 9780071254274

Casa editrice: McGraw-Hill Higher Education, 2006

Riassunto

ESSENTIALS OF NEGOTIATION, 4e is a short paperback derivative from the main text, NEGOTIATION, 5e. 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. Fourteen of the 20 chapters from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact.

Su questo libro

L'autore:

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.

Contenuti:

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 Communication

Chapter 6 – Communication

Chapter 7 – Finding and Using Negotiation Power

Chapter 8 – Influence

Chapter 9 – Ethics in Negotiation

Chapter 10 – Relationships in Negotiation

Chapter 11 – Multiple Parties and Teams

Chapter 12 – International and Cross-cultural Negotiation

Chapter 13 – Managing Negotiation Impasses

Chapter 14 – Best Practices in Negotiations

Su questa edizione

• Editore: McGraw-Hill Higher Education
• Data di pubblicazione: 2006
• ISBN 10: 0071254277
• ISBN 13: 9780071254274
• Rilegatura: Copertina flessibile
• Numero edizione: 4
• Numero di pagine: 307