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1 Burnside Business- Negotiation

Negotiation

by

Negotiation Cover

 

Synopses & Reviews

Publisher Comments:

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.

About the Author

'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.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. 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.'

Table of Contents

'

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

\n

'

Product Details

ISBN:
9780072973075
Author:
Lewicki, Roy
Publisher:
Irwin/McGraw-Hill
Author:
Saunders, David M.
Author:
Saunders, David
Author:
Lewicki, Roy J.
Author:
Barry, Bruce
Author:
Cram101 Textbook Reviews
Subject:
Leadership
Subject:
Negotiating
Subject:
Negotiation in business
Subject:
Business-Negotiation
Subject:
Education-General
Copyright:
Edition Number:
5
Publication Date:
April 2005
Binding:
TRADE PAPER
Grade Level:
College/higher education:
Language:
English
Illustrations:
Y
Pages:
624
Dimensions:
9.04x7.20x.90 in. 2.01 lbs.

Related Subjects

Business » General
Business » Management
Business » Negotiation
Business » Writing
Engineering » Mechanical Engineering » General
History and Social Science » Economics » General
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Textbooks » General

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