Essentials of negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders.

Format:

Book

Author/Creator:

Lewicki, Roy J., author.

Saunders, David M., author.

Barry, Bruce, 1958- author.

Language:

English

Subjects (All):

Negotiation in business.

Negotiation.

Genre:

Textbooks

Textbooks.

Physical Description:

xvii, 333 pages : illustrations ; 23 cm

illustration

Edition:

International student edition, 2024 release.

Place of Publication:

New York, NY : McGraw Hill LLC, [2024]

Summary:

Essentials of Negotiation is a condensed version of the main text, Negotiation. It 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. Several chapters from the main text have been condensed for this volume. These condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation sub processes, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

"Welcome to the 2024 Release of Essentials of Negotiation! Again, this book represents our response to many faculty who wanted a brief version of the longer text. Negotiation (Ninth Edition). The objective of this shorter version is to provide the reader with the core concepts of negotiation in a more succinct presentation. Many faculty requested such a book for use in shorter academic courses, executive education programs, or as a companion to other resource materials. It is suitable for courses in negotiation, labor relations, conflict management, human resource management, and the like"-- Provided by publisher.

Contents:

1. The Nature of Negotiation

2. Strategy and Tactics of Distributive Bargaining

3. Strategy and Tactics of Integrative Negotiation

4. Negotiation Strategy and Planning

5. Ethics in Negotiation

6. Perception, Cognition, and Emotion

7. Communication

8. Power and Influence in NegotiationFinding and Using Negotiation Power

9. Relationships in Negotiation

10. Multiple Parties and Groups in Negotiations

11. International and Cross-Cultural Negotiation

12. Best Practices in Negotiations.

Notes:

Abridged version of: Negotiation / Roy J. Lewicki ... [et al.]. 9th ed. c2024.

Includes bibliographical references and index.

Related Work:

abridgement of: Lewicki, Roy J. Negotiation.

ISBN:

1266913394

9781266913396

OCLC:

1429892222

Publisher Number:

CIPO000058163