Negotiation Readings, Exercises and Cases |
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| Author:
| Lewicki, Roy J.
Saunders, David M.
Barry, Bruce |
| ISBN: | 978-0-07-353031-4 |
| Publication Date: | Dec 2009 |
| Publisher: | McGraw-Hill Higher Education
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| Imprint: | McGraw-Hill/Irwin |
| Book Format: | Paperback |
| List Price: | USD $127.50USD $170.00 |
Book Description:
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Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e takes an experiential approach and 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. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. The Readings portion of the book is ordered...
More DescriptionNegotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e takes an experiential approach and 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. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.