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.
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.
David M. Saunders is Dean of the Faculty of Management at the University
of Calgary in Calgary, Canada. He has co-authored several books and articles on
negotiation, conflict resolution, employee voice and organizational justice. He is also
the winner of a distinguished teacher award and co-developed the McGill Negotiation
Simulator, a computer-based interactive video simulation of negotiation. Prior to his
current appointment, David was Director of the McGill MBA Japan program in Tokyo, and he
has traveled extensively throughout Asia and Europe. He and his wife Susan are the proud
parents of Basil, a very active Wheaton Terrier puppy.
Table of Contents:
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
608 pages, Paperback
