Essentials of Negotiation - Softcover

Lewicki, Roy J.; Minton, John; Barry, Bruce; Saunders, David M.

Softcover

ISBN 10: 0071232540 ISBN 13: 9780071232548

Publisher: McGraw Hill Higher Education, 2003

Synopsis

Lewicki, Barry, Saunders, and Minton's: "Essentials of Negotiations, 3e" is a short paperback derivative from the main text, Negotiation. It 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. Nine of the 13 chapters from the main text have been shortened by about 1/3 for this volume. The other four chapters of the main text have also been shortened and are downloadable from the book website.

About this title

From the Publisher:

The content has been extensively revised and updated. Every chapter was completely revised for this 2nd Edition. Major new sections include the material on: dispute framing (chapter 2); types of relationships between negotiators and the effects of each (chapter 8); and coalitions (chapter 9).
Re-vamped organization breaks the book into four parts: Negotiation Fundamentals, Negotiation Subprocesses, Negotiation Contexts, and Negotiation Remedies.
A full and separate chapter has been written on the Framing, Strategizing, and Planning (chapter 2).
The discussions of negotiator ethics and global differences have been moved forward in the new organization to emphasize the importance of both in the world of negotiation.
Based on reviewer feedback, the chapter on Individual Differences has been eliminated from the 2nd Edition.
Current events and contemporary media have been interspersed throughout the text to add to readability and student interest.
The text explores major concepts and theories of bargaining and negotiation in a succinct format. It is relevant to the broad spectrum of negotiation problems that are traditionally faced by mangers.
The full chapter on the Nature of Negotiation (chapter 1) provides an important overview and introduction to the topic of negotiation.

About the Author:

Roy J. Lewicki is the Dean's Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University. David M. Saunders is Dean of the Faculty of Management at the University of Calgary in Calgary, Canada. He has co-authored several books and articles on negotiation, conflict resolution, employee voice and organizational justice. He is also the winner of a distinguished teacher award and co-developed the McGill Negotiation Simulator, a computer-based interactive video simulation of negotiation. Prior to his current appointment, David was Director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia and Europe. He and his wife Susan are the proud parents of Basil, a very active Wheaton Terrier puppy.

About this edition

• Publisher: McGraw Hill Higher Education
• Publication date: 2003
• ISBN 10: 0071232540
• ISBN 13: 9780071232548
• Binding: Paperback
• Number of pages: 260