Items related to Negotiation: Readings, Exercises, and Cases
Synopsis
Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/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 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. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires.
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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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- PublisherMcGraw-Hill Education
- Publication date2006
- ISBN 10 0072973102
- ISBN 13 9780072973105
- BindingPaperback
- LanguageEnglish
- Edition number5
- Number of pages720
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