Negotiation Readings Exercises and Cases by Roy J Lewicki

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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.

Contents

  • Three Approaches to Resolving Disputes: Interests, Rights, and Power 
  • Selecting a Strategy 
  • Balancing Act: How to Manage Negotiation Tensions 
  • The Negotiation Checklist 
  • Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions 
  • Closing Your Business Negotiations 
  • Defusing the Exploding Offer: The Farpoint Gambit 
  • Implementing a Collaborative Strategy 
  • Solve Joint Problems to Create and Claim Value 
  • Even at Megastores, Hagglers Find No Price Is Set in Stone
More Information
Product NameNegotiation Readings Exercises and Cases by Roy J Lewicki
ISBN / Product Code9789352602117
AuthorRoy J Lewicki, Bruce Barry and David M Saunders
Entrance & College BooksText Books
BindingPaperback
PublisherTata Mcgraw Hill
Subject : College BooksBusiness Management/Trade
HSN Code4901
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