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    Negotiation Readings, Exercises, Cases

    ISBN-10: 0072973102
    ISBN-13: 9780072973105
    Author(s): Roy J. Lewicki, Bruce Barry, David M. Saunders
    Description: Negotiation is a critical skill needed for effective management. This edition explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.
    List price: $117.19
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    List Price: $117.19
    Edition: 5th
    Publisher: McGraw-Hill Higher Education
    Binding: Paperback
    Pages: 720
    Size: 7.00" wide x 8.75" long x 0.75" tall
    Weight: 2.618
    Language: English

    Negotiation is a critical skill needed for effective management. This edition explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.

    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.

    Negotiation Fundamentals
    Three Approaches to Resolving Disputes: Interests, Rights and Power
    Selecting a Strategy
    Making Strategic Moves
    Six Habits of Merely Effective Negotiators
    Successful Negotiating
    The Negotiation Checklist
    Negotiation Techniques: How to Keep Br’er Rabbit Out of the Briar Patch
    Secrets of Power Negotiating
    Defusing the Exploding Offer: The Farpoint Gambit
    Implementing a Collaborative Strategy
    Internet-Based Negotiation: An Engine-Driving Change
    Negotiating Lessons from the Browser Wars
    Negotiation Subprocesses
    Negotiating Rationally: The Power and Impact of the Negotiator’s Frame
    Psychological Traps
    The Behavior of Successful Negotiators
    Staying With No
    Where does Power Come From?
    Harnessing the Science of Persuasion
    Breakthrough Bargaining
    Ethics in Negotiation: Oil and Water or Good Lubrication?
    Three School of Bargaining Ethics
    Deception and Mutual Gains Bargaining: Are They Mutually Exclusive?
    Negotiation Contexts
    Can We Negotiate and Still Be Friends?
    Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation
    The High Cost of Low Trust
    When Should We Use Agents? Direct versus Representative Negotiation
    When a Contract Isn’t Enough: How to Be Sure Your Agent Gets You the Best Deal
    The Closer
    The New Boss
    Get Things Done through Coalitions
    When Interests Collide: Managing Many Parties at the Table
    Negotiating Teams: A Levels of Analysis Approach
    Individual Differences
    The Power of Talk: Who Gets Heard and Why
    Women Don’t Ask
    Should You Be a Negotiator
    Negotiation across Cultures
    Negotiation and Culture
    Intercultural Negotiation in International Business
    Tales of the Bazaar: Interest-Based Negotiation across Cultures
    American Strengths and Weaknesses
    Resolving Differences
    Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia?
    Taking Steps Toward “Getting to Yes” at Blue Cross and Blue Shield of Florida
    Taking the Stress Out of Stressful Conversations
    Renegotiating Existing Agreements: How to Deal with “Life Struggling Against Form”
    Negotiating with Problem People
    When and How to Use Third-Party Help
    The Manager as the Third Party: Deciding How to Intervene in Employee Di

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