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Viser: ISE Negotiation

ISE Negotiation

Roy J. Lewicki, David M. Saunders og Bruce Barry

(2019)

Sprog: Engelsk

McGraw-Hill Education

736,00 kr.

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Detaljer om varen

8. Udgave
Paperback: 706 sider
Udgiver: McGraw-Hill Education (Marts 2019)
Forfattere: Roy J. Lewicki, David M. Saunders og Bruce Barry
ISBN: 9781260565591

Beskrivelse
Indhold

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.

PART 1: NEGOTIATION FUNDAMENTALS
1. The Nature of Negotiation2. Strategy and tactics of Distributive Bargaining3. Strategy and tactics of Integrative Negotiation4. Negotiation: Strategy and Planning5. Ethics in Negotiation
PART 2: NEGOTIATION AND SUB PROCESSES
6. Perception, Cognition, and Emotion7. Communication8. Finding and Using Negotiation Power9. Influence
PART 3: NEGOTIATION CONTEXTS
10. Relationships in Negotiation11. Agents, Constituencies, Audiences12. Coalitions13. Multiple Parties, Groups, and Teams in Negotiation
PART 4: INDIVIDUAL DIFFERENCES
14. Individual Differences I: Gender and Negotiation15. Individual Differences II: Personality and Abilities
PART 5: NEGOTIATION AND CULTURES
16. International and Cross-Cultural Negotiation
17. Managing Negotiation Impasses18. Managing Difficult Negotiation19. Third-PartyApproaches to Managing Difficult Negotiations20. Best Practices inNegotiations

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