Description

Additional information and teaching resources to support this text are available from www.mhhe.com/lewickinegotiation

Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 7e by Roy J. Lewicki, Bruce Barry, and David M. Saunders 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. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.

Negotiation: Readings, Exercises, and Cases

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Paperback / softback by Roy Lewicki , Bruce Barry

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Additional information and teaching resources to support this text are available from www.mhhe.com/lewickinegotiation Negotiation is a critical skill needed for... Read more

    Publisher: McGraw-Hill Education - Europe
    Publication Date: 16/10/2014
    ISBN13: 9780077862428, 978-0077862428
    ISBN10: 0077862422

    Number of Pages: 736

    Non Fiction , Business, Finance & Law

    • Tell a unique detail about this product6

    Description

    Additional information and teaching resources to support this text are available from www.mhhe.com/lewickinegotiation

    Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 7e by Roy J. Lewicki, Bruce Barry, and David M. Saunders 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. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.

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