Negotiation: Readings, Exercises, and Cases, 6 edition
Negotiation: Readings, Exercises, and Cases, 6 edition by Roy Lewicki, Bruce Barry and David Saunders
English | 2009 | ISBN: 007353031X | ISBN-13: 9780073530314 | 720 pages | PDF | 14,6 MB
English | 2009 | ISBN: 007353031X | ISBN-13: 9780073530314 | 720 pages | PDF | 14,6 MB
Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e 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.