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Negotiation: Readings, Exercises, and Cases (Int'l Ed) - Softcover

 
9780071267748: Negotiation: Readings, Exercises, and Cases (Int'l Ed)
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Negotiation Negotiation is a critical skill needed for effective management. This title 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 suitable for management students, including human resource management and industrial relations.

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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:
Deans Distinguished Teaching Professor and Professor of Management and Human Resources 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 has served as the president of the International Association of Conflict Management. He 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.

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