ESSENTIALS OF NEGOTIATION

LEWICKI R., BARRY B., SAUNDERS D.

wydawnictwo: MCGRAW-HILL , rok wydania 2007, wydanie IV

cena netto: ~~226.00~~ Twoja cena 214,70 zł + 5% vat - dodaj do koszyka

ESSENTIALS OF NEGOTIATION, 4e is a short paperback derivative from the main text, NEGOTIATION, 5e. 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. Fourteen of the 20 chapters from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact.

Table of contents

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 Communication
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

Paperback
312 pages

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