Description
McGraw-Hill Education Negotiation Readings Exercises And Cases by Roy Lewicki, Bruce Barry, David Saunders
Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e takes an experiential approach and 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. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires. Chapter 1 -- The Nature of NegotiationChapter 2 -- Strategy and Tactics of Distributive BargainingChapter 3 -- Strategy and Tactics of Integrative NegotiationChapter 4 -- Negotiation, Strategy and PlanningChapter 5 -- Perception, Cognition, and Communication Chapter 6 -- CommunicationChapter 7 -- Finding and Using Negotiation PowerChapter 8 -- InfluenceChapter 9 -- Ethics in NegotiationChapter 10 -- Relationships in NegotiationChapter 11 -- Multiple Parties and TeamsChapter 12 -- International and Cross-cultural NegotiationChapter 13 -- Managing Negotiation ImpassesChapter 14 -- Best Practices in Negotiations