Essentials of Negotiation
5th Edition
Published on 16. March 2010
Book
Paperback/Softback
304 pages
978-0-07-353036-9 (ISBN)
Description
Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. It 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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.
More details
Edition
5th edition
Language
English
Place of publication
United States
Publishing group
McGraw-Hill Education - Europe
Target group
College/higher education
Illustrations
Illustrations
Dimensions
Height: 241 mm
Width: 180 mm
Thickness: 13 mm
Weight
433 gr
ISBN-13
978-0-07-353036-9 (9780073530369)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
Deans Distinguished Teaching Professor and Professor of Management and Human Resources at the Max. M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki has served as the president of the International Association of Conflict Management. He received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution.
Professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management (20022003), and a past chair of the Academy of Management Conflict Management Division.
Dean of the School of Business at Queens University, Canada. He has coauthored several articles on negotiation, conflict resolution, employee voice, and organizational justice. Prior to accepting his current appointment, he was director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia, Europe, and South America.
Professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management (20022003), and a past chair of the Academy of Management Conflict Management Division.
Dean of the School of Business at Queens University, Canada. He has coauthored several articles on negotiation, conflict resolution, employee voice, and organizational justice. Prior to accepting his current appointment, he was director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia, Europe, and South America.
Content
Chapter 1 - The Nature of NegotiationChapter 2 - Strategy and Tactics of Distributive BargainingChapter 3 - Strategy and Tactics of Integrative NegotiationChapter 4 - Negotiation: Strategy and PlanningChapter 5 - Perception, Cognition, and EmotionChapter 6 - CommunicationChapter 7 - Finding and Using Negotiation PowerChapter 8 - Ethics in NegotiationChapter 9 - Relationships in NegotiationChapter 10 - Multiple Parties and TeamsChapter 11 - International and Cross-Cultural NegotiationChapter 12 - Best Practices in Negotiations