Negotiation

by Lewicki, Roy; Saunders, David; Barry, Bruce

• ISBN13: 9780073381206
• ISBN10: 0073381209
• Edition: 6th
• Format: Paperback
• Copyright: 2009-03-23
• Publisher: McGraw-Hill/Irwin

Summary

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.

Table of Contents

Negotiation Fundamentals

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Negotiation Subprocesses

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Ethics in Negotiation

Negotiation Contexts

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams

Individual Differences

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

Negotiation across Cultures

International and Cross-Cultural Negotiation

Resolving Differences

Managing Negotiation Impasses

Managing Negotiation Mismatches

Third Party Approaches to Managing Difficult Negotiations

Summary

Best Practices in Negotiations

Bibliography

Name Index

Subject Index

Table of Contents provided by Publisher. All Rights Reserved.