did-you-know? rent-now

Amazon no longer offers textbook rentals. We do!

did-you-know? rent-now

Amazon no longer offers textbook rentals. We do!

We're the #1 textbook rental company. Let us show you why.

9780078029448

Negotiation

by ; ;
  • ISBN13:

    9780078029448

  • ISBN10:

    0078029449

  • Edition: 7th
  • Format: Paperback
  • Copyright: 2014-01-30
  • Publisher: McGraw-Hill Education
  • View Upgraded Edition

Note: Supplemental materials are not guaranteed with Rental or Used book purchases.

Purchase Benefits

  • Free Shipping Icon Free Shipping On Orders Over $35!
    Your order must be $35 or more to qualify for free economy shipping. Bulk sales, PO's, Marketplace items, eBooks and apparel do not qualify for this offer.
  • eCampus.com Logo Get Rewarded for Ordering Your Textbooks! Enroll Now
List Price: $168.75 Save up to $47.25
  • Buy Used
    $121.50
    Add to Cart Free Shipping Icon Free Shipping

    USUALLY SHIPS IN 24-48 HOURS

Supplemental Materials

What is included with this book?

Summary

Negotiation is a critical skill needed for effective management. Negotiation 7e by Roy J. Lewicki, David M. Saunders, and Bruce Barry 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.

Table of Contents

PART ONE: NEGOTIATION FUNDAMENTALS

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: Ethics in Negotiation

PART TWO: NEGOTIATION SUBPROCESSES

Chapter 6: Perception, Cognition, and Emotion

Chapter 7: Communication

Chapter 8: Finding and Using Negotiation Power

Chapter 9: Influence

PART THREE: NEGOTIATION CONTEXTS

Chapter 10: Relationships in Negotiation

Chapter 11: Agents, Constituencies, Audiences

Chapter 12: Coalitions

Chapter 13: Multiple Parties and Teams in Negotiation

PART FOUR: INDIVIDUAL DIFFERENCES

Chapter 14: Individual Differences I: Gender and Negotiation

Chapter 15: Individual Differences II: Personality and Abilities

PART FIVE: NEGOTIATION ACROSS CULTURES

Chapter 16: International and Cross-Cultural Negotiation

PART SIX: RESOLVING DIFFERENCES

Chapter 17: Managing Negotiation Impasses

Chapter 18: Managing Difficult Negotiations

Chapter 19: Third Party Approaches to Managing Difficult Negotiations

PART SEVEN: SUMMARY

Chapter 20: Best Practices in Negotiations

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

Rewards Program