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Negotiation : Readings, Exercises and Cases

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Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 7e by Roy J. Lewicki, Bruce Barry, and David M. Saunders takes an experiential approach and 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. 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.

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Availability

Detail Information

Series Title

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Call Number

658.4052 LEW n

Publisher

Singapura : McGraw Hill., 2015

Collation

xi+724p.;18,5x23,5cm

Language

English

ISBN/ISSN

978-981-4577-28-1

Classification

658.4052

Content Type

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Media Type

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Carrier Type

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Edition

7

Subject(s)

Negotiation in business
Negotiation
Negotiation - Case Studies

Specific Detail Info

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Statement of Responsibility

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