Negotiation: Readings, Cases, and Exercises - Softcover

Lewicki

Softcover

ISBN 10: 0071183078 ISBN 13: 9780071183079

Publisher: McGraw-Hill Inc.,US, 2000

Synopsis

Negotiation is a critical skill needed for effective management. This text 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.

About this title

From the Publisher

Complete reorganization of the text from the previous 14 chapters to 13 makes ordering more logical and is responsive to customer feedback, research trends, and the real business community.
Coordinated text and reader around the 13 chapters provides enough material for a full course in negotiation.
New chapter on damage control, or ways that negotiators can bring negotiations "back from the brink" and change distributive negotiations into integrative ones.
Significant topical revision based on the latest research in conflict management and negotiation includes the following additions and enhancements:
the dynamics of conflict "framing" and its role in defining the negotiation, issues, and processes;
expansion of the treatment of cognitive biases;
combining persuasion and power into a new section called "leverage"; describing how negotiators gain and maintain competitive advantage;
an enhanced focus on negotiation in the context of long term relationships;
an enhanced focus on negotiation in teams

About the Author

Roy J. Lewicki is currently a full professor of management at The Ohio State University. He teaches both organizational behavior and negotiation. He received his PhD from Columbia University.

Edition details

• Publisher: McGraw-Hill Inc.,US
• Publication date: 2000
• Language: English
• ISBN 10: 0071183078
• ISBN 13: 9780071183079
• Binding: Paperback
• Edition number: 3