En savoir plus
Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. 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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.
Table des matières
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 - Perception, Cognition, and Emotion
Chapter 6 - Communication
Chapter 7 - Finding and Using Negotiation Power
Chapter 8 - Ethics in Negotiation
Chapter 9 - Relationships in Negotiation
Chapter 10 - Multiple Parties and Teams
Chapter 11 - International and Cross-Cultural Negotiation
Chapter 12 - Best Practices in Negotiations
A propos de l'auteur
Roy J. Lewicki is the Dean's Distinguished Teaching Professor 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 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. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.
