Negotiation
by Roy J. Lewicki, David M. Saunders, Bruce Barry
9th Edition
Publisher: McGraw-Hill Higher Education
Book Details
| Print ISBN | 9781265608750 |
| eText ISBN | 9781265832513 |
| Publisher | McGraw-Hill Higher Education |
| Publishing Year | 2024 |
| Edition | 9th Edition |
| Language | English |
| Pages | 706 |
Negotiation, 9th Edition, is a textbook co-authored by Roy J. Lewicki, David M. Saunders, and Bruce Barry. The volume explores the psychology of bargaining and negotiation alongside the dynamics of interpersonal and intergroup conflict resolution.
Designed for a broad spectrum of management students, the text examines core strategies and planning methods for distributive bargaining and integrative negotiation. It also addresses foundational psychological factors, including perception, cognition, emotion, communication, and the application of power and influence.
Additional coverage explores complex negotiation settings, such as multi-party situations, international and cross-cultural interactions, and third-party interventions for managing impasses.
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: Finding and Using Negotiation Power
Chapter 9: Influence
Chapter 10: Relationships in Negotiation
Chapter 11: Agents, Constituencies, and Audiences
Chapter 12: Coalitions
Chapter 13: Multiple Parties and Groups in Negotiations
Chapter 14: Individual Differences I: Gender and Negotiation
Chapter 15: Individual Differences II: Personality and Abilities
Chapter 16: International and Cross‐Cultural Negotiation
Chapter 17: Managing Negotiation Impasses
Chapter 18: Managing Difficult Negotiations
Chapter 19: Third‐Party Approaches to Managing Difficult Negotiations
Chapter 20: Best Practices in Negotiations
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