Negotiation
(Sprache: Englisch)
Negotiation is a critical skill needed for effective management. Negotiation 6/e 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...
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Negotiation is a critical skill needed for effective management. Negotiation 6/e 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.
Klappentext zu „Negotiation “
Negotiation is a critical skill needed for effective management. Negotiation 6/e 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.
Inhaltsverzeichnis zu „Negotiation “
Part 1: Negotiation Fundamentals1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
Part 2: Negotiation Subprocesses
5. Perception, Cognition, and Emotion
6. Communication
7. Finding and Using Negotiation Power
8. Influence
9. Ethics in Negotiation
Part 3: Negotiation Contexts
10. Relationships in Negotiation
11. Agents, Constituencies, Audiences
12. Coalitions
13. Multiple Parties and Teams
Part 4: Individual Differences
14. Individual Differences I: Gender and Negotiation
15. Individual Differences II: Personality and Abilities
Part 5: Negotiation across Cultures
16. International and Cross-Cultural Negotiation
Part 6: Resolving Differences
17. Managing Negotiation Impasses
18. Managing Negotiation Mismatches
19. Third Party Approaches to Managing Difficult Negotiations
Part 7: Summary
20. Best Practices in Negotiations
Bibliography
Name Index
Subject Index
Autoren-Porträt von Roy J. Lewicki, Bruce Barry, David M. Saunders
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.
Bibliographische Angaben
- Autoren: Roy J. Lewicki , Bruce Barry , David M. Saunders
- 2009, 6. Aufl., 608 Seiten, Maße: 18,7 x 23 cm, Kartoniert (TB), Englisch
- Verlag: McGraw-Hill Higher Education
- ISBN-10: 0071263640
- ISBN-13: 9780071263641
Sprache:
Englisch
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