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Negotiation: Readings, Exercises, and Cases

Author Roy Lewicki

Format Paperback

Publisher McGraw-Hill/Irwin

Category Business

Out of Stock

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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.

Authors

Roy Lewicki

Additional Info

  • Publisher: McGraw-Hill/Irwin
  • Format: Paperback
  • ISBN: 9780073530314

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