Negotiation - Brossura

Lewicki, Roy; Saunders, David; Barry, Bruce

Brossura

ISBN 10: 0073381209 ISBN 13: 9780073381206

Casa editrice: McGraw-Hill Education, 2009

Riassunto

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.

Su questo libro

L'autore:

Deans 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.

Contenuti:

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

Su questa edizione

• Editore: McGraw-Hill Education
• Data di pubblicazione: 2009
• ISBN 10: 0073381209
• ISBN 13: 9780073381206
• Rilegatura: Copertina flessibile
• Numero edizione: 6
• Numero di pagine: 632