| Negotiation: Readings, Exercises and Cases Revised Edition Contributor(s): Lewicki, Roy J. (Author) |
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ISBN: 0077862422 ISBN-13: 9780077862428 Publisher: McGraw-Hill Europe OUR PRICE: $156.51 Product Type: Paperback - Other Formats Published: August 2014 |
| Additional Information |
| BISAC Categories: - Business & Economics | Conflict Resolution & Mediation |
| Dewey: 658.405 |
| LCCN: 2014023694 |
| Physical Information: 1.1" H x 7.3" W x 9" (2.80 lbs) 724 pages |
| Descriptions, Reviews, Etc. |
| Publisher Description: Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 7e by Roy J. Lewicki, Bruce Barry, and David M. Saunders 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. |