Negotiation
3rd Edition
Published on 3. May 1999
Book
Paperback/Softback
544 pages
978-0-256-20832-0 (ISBN)
Description
Today, a manager cannot be effective without negotiation skills. This guide offers a practical psychological exploration of the major concepts and theories of bargaining and negotiation and the dynamics of interpersonal and intergroup conflict and its resolution. Relevant to a wide range of managers - not only those involved in human resource or industrial relations management - this book is packed with approaches readers can begin to apply at work immediately.
More details
Edition
3rd Revised edition
Language
English
Place of publication
New York
United States
Publishing group
McGraw-Hill Education - Europe
Target group
College/higher education
Edition type
Revised edition
Illustrations
Illustrations
Dimensions
Height: 231 mm
Width: 162 mm
Thickness: 22 mm
Weight
680 gr
ISBN-13
978-0-256-20832-0 (9780256208320)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Persons
Roy J. Lewicki is currently a full professor of management at The Ohio State University. He teaches both organizational behavior and negotiation. He received his PhD from Columbia University.
Content
NEGOTIATION FUNDAMENTALS Chapter 1 The Nature of Negotiation Chapter 2 Negotiation: Framing, Strategizing, and Planning Chapter 3 Strategy and Tactics of Distributive Bargaining Chapter 4 Strategy and Tactics of Integrative Negotiations NEGOTIATION SUBPROCESSES Chapter 5 Communication, Perception, and Cognitive Biases Chapter 6 Finding and Using Negotiation Leverage Chapter 7 Ethics in Negotiation NEGOTIATION CONTEXTS Chapter 8 The Social Context of Negotiation Chapter 9 Multiparty Negotiations: Colaitions and Groups Chapter 10 Individual Differences Chapter 11 Global Negotiation NEGOTIATION REMEDIES Chapter 12 Managing Difficult Negotiations: Individual Approaches Chapter 13 Managing Difficult Negotiations: Third-Party Approaches