Essentials of negotiation / Roy J. Lewicki, The Ohio State University, Bruce Barry, Vanderbilt University, David M. Saunders, McGill University.
Material type: TextPublisher: New York, NY : McGraw Hill LLC, [2024]Copyright date: ©2024Edition: 2024 release, International Student EditionDescription: xvii, 333 pages : illustrations ; 23 cmContent type:- text
- unmediated
- volume
- 1266913394
- 9781266913396
- 658.4052 23
- HD58.6 .L49 2024
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 |
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3 Day 172 APP Cosmopolitanism : Ethics in a world of Strangers / | 3 Day 172 APP Cosmopolitanism : Ethics in a world of Strangers / | 3 DAY 338.5 VAR Intermediate microeconomics : a modern approach / | 3 Day 658.4052 LEW Essentials of negotiation / | 3 DAY 741 DRA The drawing book : a survey of drawing : the primary means of expression / | 3 DAY 741 DRA The drawing book : a survey of drawing : the primary means of expression / | 3 Day172 APP Cosmopolitanism : Ethics in a world of Strangers / |
“… 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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