Negotiation : readings, exercises and cases / Roy J. Lewicki, Bruce Barry and David M. Saunders.
By: Lewicki, Roy J [author]
.
Contributor(s): Barry, Bruce [author] | Saunders, David M [author].
Material type: 
BookPublisher: New York, NY : McGraw-Hill Education, [2015]Copyright date: ©2015Edition: Seventh edition.Description: xi, 724 pages : illustrations ; 23 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 9780077862428 (paperback); 0077862422 (paperback).Subject(s): Negotiation in business | Negotiation | Negotiation -- Case studiesDDC classification: 302.3 | Item type | Current library | Call number | Status | Notes | Barcode | |
|---|---|---|---|---|---|---|
| 3 day loan | MTU Bishopstown Library Desk Loan | 302.3 (Browse shelf(Opens below)) | Available | CIT Module MGMT 9039 - Core reading. | 00162722 |
Enhanced descriptions from Syndetics:
Additional information and teaching resources to support this text are available from www.mhhe.com/lewickinegotiation
Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 7e by Roy J. Lewicki, Bruce Barry, and David M. Saunders 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.
Includes bibliographical references and index.
Section 1: Negotiation fundamentals -- Section 2: Negotiation subprocesses -- Section 3: Negotiation contexts -- Section 4: Individual differences -- Section 5: Negotiation across cultures -- Section 6: Resolving differences -- Section 7: Summary -- Exercises -- Cases -- Questionnaires.