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011 _aZ3950 Search: @attr 1=7 "9781266913396"
011 _aZ3950 Record: 1 of 2
020 _a1266913394
020 _a9781266913396
035 _a(OCoLC)1429892222
040 _aAU@
_beng
_cAU@
_dOCLCO
_dZ5A
050 4 _aHD58.6
_b.L49 2024
082 0 4 _a658.4052
_223
099 _a658.4052 LEW
100 1 _aLewicki, Roy J
_eauthor.
_91030948
245 1 0 _aEssentials of negotiation /
_cRoy J. Lewicki, The Ohio State University, Bruce Barry, Vanderbilt University, David M. Saunders, McGill University.
250 _a2024 release, International Student Edition.
264 1 _aNew York, NY :
_bMcGraw Hill LLC,
_c[2024]
264 4 _c©2024
300 _axvii, 333 pages :
_billustrations ;
_c23 cm
336 _atext
_btxt
_2rdacontent
337 _aunmediated
_bn
_2rdamedia
338 _avolume
_bnc
_2rdacarrier
500 _a“… 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.
504 _aIncludes bibliographical references and index.
505 0 _a1. 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.
520 _aEssentials 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.
588 _aRDA encoding generated via machine conversion from non-ISBD record.
650 0 _aNegotiation in business.
_9321348
650 0 _aNegotiation.
_9321347
700 1 _aSaunders, David M.,
_eauthor.
_91069819
700 1 _aBarry, Bruce,
_d1958-,
_eauthor.
_9439936
942 _cB
999 _c1898689
_d1898689