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Informationen zum Autor Dean's Distinguished Teaching Professor and Professor of Management and Human Resources at the Max. M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki has served as the president of the International Association of Conflict Management. He received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution. Klappentext Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e 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. Inhaltsverzeichnis
Readings
Section 1
Negotiation Fundamentals
1.1Three Approaches to Resolving Disputes: Interests, Rights, and Power by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg
1.2Selecting a Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander
1.3NEW! Balancing Act: How to Manage Negotiation Tensions by Susan Hackley
1.4The Negotiation Checklist by Tony Simons and Thomas Tripp
1.5NEW! Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions by Gerard I. Nierenberg and Henry H. Calero
1.6NEW! Closing Your Business Negotiations by Claude Cellich
1.7Defusing the Exploding Offer: The Farpoint Gambit by Robert J. Robinson
1.8Implementing a Collaborative Strategy by Roy J. Lewicki, Alexander Hiam, and Karen W. Olander
1.9NEW! Solve Joint Problems to Create and Claim Value by David A. Lax and James K. Sebenius
1.10NEW! Even at Megastores, Hagglers Find No Price Is Set in Stone by Matt Richtel
Section 2
Negotiation Subprocesses
2.1Negotiating Rationally: The Power and Impact of the Negotiator's Frame by Margaret A. Neale and Max H. Bazerman.
2.2NEW! Managers and Their Not-So Rational Decisions by S. Trevis Certo, Brian L. Connelly, and Laszlo Tihanyi
2.3NEW! When Your Thoughts Work Against You from the Program on Negotiation Newsletter
2.4NEW! Untapped Power: Emotions in Negotiation by Daniel L. Shapiro
2.5Staying with No by Holly Weeks
2.6NEW! Risks of E-Mail by Anita D. Bhappu and Zoe I. Barsness
2.7Where Does Power Come From? by Jeffrey Pfeffer
2.8Harnessing the Science of Persuasion by Robert B. Cialdini
2.9NEW! The Six Channels of Persuasion by G. Richard Shell
2.10 NEW! Negotiating With Liars by Robert S. Adler
2.11 NEW! Negotiation Ethics by Charles B. Craver
2.12 Three Schools of Bargaining Ethics by G. Richard Shell
2.13 NEW! A Painful Close by Leonard Greenhalgh
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