Negotiation
Published on 1. July 1999
Book
Paperback/Softback
480 pages
978-0-07-116504-4 (ISBN)
Description
Negotiation is a critical skill needed for effective management. This text explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of inter-personal and inter-group conflict and resolution. Concepts may be applied to a range of management areas.
More details
Edition
International 2 Revised ed
Language
English
Place of publication
London
United Kingdom
Publishing group
McGraw-Hill Education - Europe
Target group
College/higher education
Professional and scholarly
Dimensions
Height: 230 mm
Weight
450 gr
ISBN-13
978-0-07-116504-4 (9780071165044)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
Roy J. Lewicki | John Minton | David M. Saunders
Negotiation
Book
01/2003
4th Edition
McGraw-Hill Publishing Co.
€45.79
Article is exhausted; no reprint
Previous edition
Roy J. Lewicki | Joseph A. Litterer | David Saunders
Negotiation
Book
03/1994
McGraw-Hill Education (ISE Editions)
€27.22
Article exhausted; check for reprint
Persons
Content
Negotiation fundamentals - the nature of negotiation; negotiation - framing, strategizing and planning; strategy and tactics of distributive bargaining; strategy and tactics of integrative negotiations; negotiation sub-processes -communication, perception and cognitive biases; finding and using negotiation leverage; ethics in negotiation; negotiation contexts - the social context of negotiation; multiparty negotiations -coalitions and groups; individual differences; global negotiation; negotiation remedies - managing difficult negotiations -individual approaches; managing difficult negotiations - third-party approaches.