MTU Library Catalogue

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Essentials of negotiation / Roy J. Lewicki, Bruce Barry and David M. Saunders.

By: Lewicki, Roy J [author].
Contributor(s): Saunders, David M [author] | Barry, Bruce, 1958- [author].
Material type: materialTypeLabelBookPublisher: New York : McGraw-Hill Education, 2016Copyright date: ©2016Edition: Sixth Edition.Description: xv, 317 pages : illustrations ; 23 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 9789814577274 (paperback); 9814577278 (paperback).Subject(s): Negotiation in business | NegotiationDDC classification: 158.5
Contents:
The nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative negotiation -- Negotiation: strategy and planning -- Ethics in negotiation -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Relationships in negotiation -- Multiple parties, groups, and teams in negotiation -- International and cross-cultural negotiation -- Best practices in negotiations.
Holdings
Item type Current library Call number Status Notes Date due Barcode
General lending MTU Bishopstown Library Lending 158.5 (Browse shelf(Opens below)) Checked out CIT Module MGMT 9039 - Core reading. 24/01/2022 00162552
Total holds: 0

Enhanced descriptions from Syndetics:

"Essentials of Negotiation," 6e is a condensed version of the main text, Negotiation, Seventh Edition. 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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

Bibliography: (pages 283-306) and index.

The nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative negotiation -- Negotiation: strategy and planning -- Ethics in negotiation -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Relationships in negotiation -- Multiple parties, groups, and teams in negotiation -- International and cross-cultural negotiation -- Best practices in negotiations.

CIT module MGMT 9039 - Core reading.