Synopses & Reviews
Lewicki ESSENTIALS is a short paperback derivative from the main text, Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. In this revision, the organization more closely follows both Negotiation and Negotiation: Readings, Cases, and Exercises. With the low cost and short length of Essentials, it makes a great package with Negotiation RCE.
Description
Includes bibliographical references (p. 227-249) and index.
Table of Contents
Negotiation Fundamentals 1. The Nature of Negotiation 2. Negotiation Framing: Strategizing and Planning 3. Strategy and Tactics of Distributive Negotiation 4. Strategy and Tactics of Integrative Negotiation Negotiation Subprocesses 5. Communication, Perception, and Cognitive Biases 6. Finding and Using Negotiation Leverage 7. Ethics in Negotiation Negotiation Contexts 8. The Social Context of Negotiation 9. Multiparty Negotiations: Groups and Coalitions 10. Global Negotiation Negotiation Remedies 11. Managing Difficult Negotiations: Individual Approaches 12. Managing Difficult Negotiations: Third Party Approaches