NEGOTIATION LEWICKI R.J. SAUDERS D.M. BARRY B. Księgarnia

Negotiation is a critical skill needed for effective management. Negotiation 6/e 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.

Part 1: Negotiation Fundamentals

1.
The Nature of Negotiation

2.
Strategy and Tactics of Distributive Bargaining

3.
Strategy and Tactics of Integrative Negotiation

4.
Negotiation: Strategy and Planning

Part 2: Negotiation Subprocesses

5.
Perception, Cognition, and Emotion

6.
Communication

7.
Finding and Using Negotiation Power

8.
Influence

9.
Ethics in Negotiation

Part 3: Negotiation Contexts

10.
Relationships in Negotiation

11.
Agents, Constituencies, Audiences

12.
Coalitions

13.
Multiple Parties and Teams

Part 4: Individual Differences

14.
Individual Differences I: Gender and Negotiation

15.
Individual Differences II: Personality and Abilities

Part 5: Negotiation across Cultures

16.
International and Cross-Cultural Negotiation

Part 6: Resolving Differences

17.
Managing Negotiation Impasses

18.
Managing Negotiation Mismatches

19.
Third Party Approaches to Managing Difficult Negotiations

Part 7: Summary

20.
Best Practices in Negotiations

Bibliography

Name Index

Subject Index

640 pages, Paperback

Po otrzymaniu zamówienia poinformujemy,
czy wybrany tytuł polskojęzyczny lub anglojęzyczny jest aktualnie na półce księgarni.

NEGOTIATION

LEWICKI R.J. SAUDERS D.M. BARRY B.

Table of Contents