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English
McGraw-Hill Education
02 May 2023
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. 

By:   , ,
Imprint:   McGraw-Hill Education
Country of Publication:   United States
Edition:   9th edition
Dimensions:   Height: 231mm,  Width: 185mm,  Spine: 31mm
Weight:   885g
ISBN:   9781266283154
ISBN 10:   1266283153
Pages:   706
Publication Date:  
Audience:   College/higher education ,  Primary
Format:   Paperback
Publisher's Status:   Active
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  

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 Managements 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. Bruce Barry is the Brownlee O. Currey Jr. Professor of Management at the Owen Graduate School of Management at Vanderbilt University. His research on negotiation, ethics, power, influence, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past president of the International Association for Conflict Management and a past chair of the Academy of Management Conflict Management Division. He has been recognized as a Fellow of the International Association for Conflict Management.

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