(eBook PDF) Negotiation 8th Edition by Roy Lewicki – Digital Ebook – Instant Delivery Download
Product details:
- ISBN-10 : 1260043649
- ISBN-13 : 978-1260043648
- Author: Roy Lewicki, Bruce Barry, David Saunders
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 contents:
Chapter 1 The Nature of Negotiation
Chapter 2 Strategy and Tactics of Distributive Bargaining
Chapter 3 Strategy and Tactics of Integrative Negotiation
Chapter 4 Negotiation: Strategy and Planning
Chapter 5 Ethics in Negotiation
Chapter 6 Perception, Cognition, and Emotion
Chapter 7 Communication
Chapter 8 Finding and Using Negotiation Power
Chapter 9 Influence
Chapter 10 Relationships in Negotiation
Chapter 11 Agents, Constituencies, and Audiences
Chapter 12 Coalitions
Chapter 13 Multiple Parties, Groups, and Teams in Negotiation
Chapter 14 Individual Differences I: Gender and Negotiation
Chapter 15 Individual Differences II: Personality and Abilities
Chapter 16 International and CrossCultural Negotiation
Chapter 17 Managing Negotiation Impasses
Chapter 18 Managing Difficult Negotiations
Chapter 19 Third Party Approaches to Managing Difficult Negotiations
Chapter 20 Best Practices in Negotiations
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