Negotiation: Readings, Exercises, and Cases 9780077862428 | 9781259192029 Milwaukee School of Engineering

Negotiation: Readings, Exercises, and Cases

Roy Lewicki
eISBN-13: 9781259192029

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Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 7e by Roy J. Lewicki, Bruce Barry, and David M. Saunders 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.

Sold By McGraw-Hill Higher Education
ISBNs 9781259321672, 0077862422, 1259192024, 9780077862428, 9780077862428, 9781259192029
Language eng
Number of Pages 736