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Essentials of negotiation / Roy J. Lewicki, The Ohio State University, Bruce Barry, Vanderbilt University, David M. Saunders, McGill University.

By: Contributor(s): Material type: TextTextPublisher: New York, NY : McGraw Hill LLC, [2024]Copyright date: ©2024Edition: 2024 release, International Student EditionDescription: xvii, 333 pages : illustrations ; 23 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 1266913394
  • 9781266913396
Subject(s): DDC classification:
  • 658.4052 23
LOC classification:
  • HD58.6 .L49 2024
Contents:
1. The Nature of Negotiation -- 2. Strategy and Tactics of Distributive Bargaining -- 3. Strategy and Tactics of Integrative Negotiation -- 4. Negotiation Strategy and Planning -- 5. Ethics in Negotiation -- 6. Perception, Cognition, and Emotion -- 7. Communication -- 8. Power and Influence in NegotiationFinding and Using Negotiation Power -- 9. Relationships in Negotiation -- 10. Multiple Parties and Groups in Negotiations -- 11. International and Cross-Cultural Negotiation -- 12. Best Practices in Negotiations.
Summary: Essentials of Negotiation is a condensed version of the main text, Negotiation. 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. Several chapters from the main text have been condensed for this volume. These condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation sub processes, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.
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Holdings
Item type Current library Call number Status Date due Barcode
Book City Campus City Campus Main Collection 658.4052 LEW (Browse shelf(Opens below)) Available A562352B
Book City Campus City Campus Main Collection 658.4052 LEW (Browse shelf(Opens below)) Available A562364B
SL 3 Day Loan City Campus City Campus Short Loan 3 Day 658.4052 LEW (Browse shelf(Opens below)) Available A535205B

“… this book represents a response to many faculty who wanted a brief version of the longer text, Negotiation (Ninth edition). The objective of this shorter version is to provide the reader with the core concepts of negotiation in a more succinct presentation.”—page v.

Includes bibliographical references and index.

1. The Nature of Negotiation -- 2. Strategy and Tactics of Distributive Bargaining -- 3. Strategy and Tactics of Integrative Negotiation -- 4. Negotiation Strategy and Planning -- 5. Ethics in Negotiation -- 6. Perception, Cognition, and Emotion -- 7. Communication -- 8. Power and Influence in NegotiationFinding and Using Negotiation Power -- 9. Relationships in Negotiation -- 10. Multiple Parties and Groups in Negotiations -- 11. International and Cross-Cultural Negotiation -- 12. Best Practices in Negotiations.

Essentials of Negotiation is a condensed version of the main text, Negotiation. 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. Several chapters from the main text have been condensed for this volume. These condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation sub processes, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

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