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Negotiation 8th Edition Roy Lewicki, ISBN-13: 978-1260043648

Negotiation 8th Edition Roy Lewicki, ISBN-13: 978-1260043648

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Negotiation 8th Edition by Roy Lewicki, ISBN-13: 978-1260043648

[PDF eBook eTextbook]

  • Publisher: ‎ McGraw Hill; 8th edition (February 1, 2019)
  • Language: ‎ English
  • 704 pages
  • ISBN-10: ‎ 1260043649
  • ISBN-13: ‎ 978-1260043648

Negotiation is a critical skill needed for effective management. Negotiation 8e by Roy J. Lewicki, David M. Saunders, and Bruce Barry explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.

Table of Contents:

PART 1: NEGOTIATION FUNDAMENTALS

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

PART 2: NEGOTIATION AND SUB PROCESSES

6. Perception, Cognition, and Emotion

7. Communication

8. Finding and Using Negotiation Power

9. Influence

PART 3: NEGOTIATION CONTEXTS

10. Relationships in Negotiation

11. Agents, Constituencies, Audiences

12. Coalitions

13. Multiple Parties, Groups, and Teams in Negotiation

PART 4: INDIVIDUAL DIFFERENCES

14. Individual Differences I: Gender and Negotiation

15. Individual Differences II: Personality and Abilities

PART 5: NEGOTIATION AND CULTURES

16. International and Cross-Cultural Negotiation

17. Managing Negotiation Impasses

18. Managing Difficult Negotiations

19. Third Party Approaches to Managing Difficult Negotiations

20. Best Practices in Negotiations

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