Negotiation: Readings, Exercises, and Cases

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9780072429657: Negotiation: Readings, Exercises, and Cases

Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 4/e, 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.

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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

From the Publisher:

Coordinated text and reader around the 13 chapters provides enough material for a full course in negotiation.
Website with Online Learning Center, student and instructor resources, and more.

"About this title" may belong to another edition of this title.

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