Negotiation: Readings, Exercises, And Cases

Publisher: Joanna Cotler Books
SKU: DADAX007353031X
ISBN : 9780073530314
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Negotiation: Readings, Exercises, and Cases

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.

Specifications of Negotiation: Readings, Exercises, and Cases

AuthorRoy Lewicki, Bruce Barry, David Saunders
PublisherMcGraw-Hill Education
Number Of Pages720
Publication Date2009-12-11
Height9 inch.
Length7.3 inch.
Width1.1 inch.
Weight2.25 pounds.

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