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Negotiation is a critical skill needed for effective management. Negotiation 9e by Roy J. Lewicki, David M. Saunders, and Bruce Barry explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.
Inhaltsverzeichnis
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
Über den Autor / die Autorin
Roy J. Lewicki is the Irving Abramowitz Memorial Professor of Business Ethics Emeritus and Professor of Management and Human Resources Emeritus at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited over 40 books, as well as numerous research articles and book chapters. Professor Lewicki has served as the president of the International Association for Conflict Management, and he received its Lifetime Achievement Award in 2013. He received the Academy of Management's Distinguished Educator Award in 2005 and has been recognized as a Fellow of the Academy of Management, the International Association of Conflict Management, and the Organizational Behavior Teaching Society for his contributions to the fields of negotiation and dispute resolution.
