Author: Roy Lewicki
Edition: 6
Publisher: McGraw-Hill/Irwin
Binding: Paperback
ISBN: 007353031X
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Negotiation: Readings, Exercises, and Cases
Negotiation is a critical skill needed for effective management.Negotiation review. Negotiation: Readings, Exercises, and Cases 6e 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. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocessesRead full reviews of Beyond Reason: Using Emotions as You Negotiate.
Read Multilateral Conferences: Purposeful International Negotiation (Studies in Diplomacy) reviews by
About the Author Ronald A. Walker has participated in well over a hundred multilateral conferences during his 37 years as a diplomat. He now teaches Diplomacy and International Relations from a practitioner's perspective.
In 'Getting to Yes,' renowned educator and negotiator Roger Fisher presented a universally applicable method for effectively negotiating personal and professional disputes. Building on his work as director of the Harvard Negotiation Project, Fisher now teams with Harvard psychologist Daniel Shapiro, an expert on the emotional dimension of negotiation. In 'Beyond Reason,' they show readers how to use emotions to turn a disagreement-big or small, professional or personal-into an opportunity for mutual gain.
How do you negotiate with Wal-Mart? With America's President over going to war? Your survival if you're taken hostage? One of the world's leading negotiation experts, Peter Johnston, surprises us with answers to these far-flung questions. Through dozens of real-life David and Goliath negotiation stories, the Harvard MBA and former journalist lays out unique strategies we can all use to handle the growing number of giants in our personal and professional lives.
Categories: Conflict management, Negotiation, Conflict management. Contributors: Roger Fisher - Author. Format: Hardcover
Negotiation of Contingent Talk: The Japanese Interactional Particles Ne And Sa (Pragmatics and Beyond New Series) - Emi Morita
Negotiation Reviews
Negotiation: Readings, Exercises, and Cases 6e 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. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.
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