ISBN 9780073530314 | 007353031X Textbooks - "Negotiation Readings Exercises and Cases" by Bruce Barry Roy Lewicki David Saunders Saunders and Barry Lewicki

Authors: Bruce Barry - Roy Lewicki - David Saunders - Saunders and Barry Lewicki
ISBN 10: 007353031X
ISBN 13: 9780073530314
Edition: 6
Release: December 11, 2009
Format: Paperback (720 pages)
List Price: Unknown
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Book Description:
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.

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Negotiation: Readings, Exercises, and Cases