Negotiation: Readings, Exercises, And Cases

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Brand: McGraw-Hill Education
SKU: DADAX007353031X
ISBN : 007353031X

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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.
Author : Roy Lewicki
ISBN : 007353031X
Language : English
No of Pages : 720
Edition : 6
Publication Date : 12/11/2009
Format/Binding : Paperback
Book dimensions : 9.1x7.3x1.2
Book weight : 0.02

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