Essentials of Negotiation - Brossura

Lewicki, Roy; Barry, Bruce; Saunders, David

Brossura

ISBN 10: 0073530360 ISBN 13: 9780073530369

Casa editrice: McGraw-Hill Education, 2010

Riassunto

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.

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:

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

Su questa edizione

• Editore: McGraw-Hill Education
• Data di pubblicazione: 2010
• ISBN 10: 0073530360
• ISBN 13: 9780073530369
• Rilegatura: Paperback
• Numero edizione: 5
• Numero di pagine: 290