Essentials of Negotiation: 2024 Release
by Roy J. Lewicki, Bruce Barry, David M. Saunders
Publisher: McGraw-Hill Higher Education
Book Details
| Print ISBN | 9781266634932 |
| eText ISBN | 9781260512595 |
| Publisher | McGraw-Hill Higher Education |
| Publishing Year | 2021 |
| Language | English |
| Pages | 336 |
Essentials of Negotiation: 2024 Release is a textbook that explores the psychology of bargaining and the resolution of interpersonal and intergroup conflict. Serving as a condensed adaptation of the primary text, Negotiation, it emphasizes fundamental concepts by streamlining several research-oriented chapters from the broader work.
Core coverage introduces foundational bargaining frameworks, examining strategy and planning alongside distinct tactics for distributive bargaining and integrative negotiation. The text also investigates how communication practices, perception, and ethical considerations influence bargaining engagements.
Further discussion addresses broader bargaining environments, examining personal relationships, the dynamics of multiparty groups, and the impact of cross-cultural factors on negotiation outcomes.
Table of Contents
Chapter 1: The Nature of Negotiation
Chapter 2: Strategy and Tactics of Distributive Bargaining
Chapter 3: Strategy and Tactics of Integrative Negotiation
Chapter 4: Negotiation Strategy and Planning
Chapter 5: Ethics in Negotiation
Chapter 6: Perception, Cognition, and Emotion
Chapter 7: Communication
Chapter 8: Power and Influence in NegotiationFinding and Using Negotiation Power
Chapter 9: Relationships in Negotiation
Chapter 10: Multiple Parties and Groups in Negotiations
Chapter 11: International and Cross-Cultural Negotiation
Chapter 12: Best Practices in Negotiations
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