Negotiation - Softcover

Lewicki, Roy J.; Litterer, Joseph A.; Saunders, David; Minton, John

3.7

121 ratings by Goodreads

Softcover

ISBN 10: 0256208328 ISBN 13: 9780256208320

Publisher: Irwin Professional Publishing, 1998

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Today, a manager cannot be effective without negotiation skills. This guide offers a practical psychological exploration of the major concepts and theories of bargaining and negotiation and the dynamics of interpersonal and intergroup conflict and its resolution. Relevant to a wide range of managers - not only those involved in human resource or industrial relations management - this book is packed with approaches readers can begin to apply at work immediately.

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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:

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.

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