Negotiation

ISBN-10: 0072973072

ISBN-13: 9780072973075

Edition: 5th 2006 (Revised)

List price: $190.67
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Book details

List price: $190.67
Edition: 5th
Copyright year: 2006
Publisher: McGraw-Hill Higher Education
Publication date: 4/26/2005
Binding: Paperback
Pages: 624
Size: 7.25" wide x 8.75" long x 1.00" tall
Weight: 1.980
Language: English

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.

The Nature of Negotiation
Strategy and Tactics of Distributive Bargaining
Strategy and Tactics of Integrative Negotiation
Negotiation Strategy and Planning
Perception, Cognition, and Emotion
Communication
Finding and Using Negotiation Power
Influence
Ethics in Negotiation
Relationships in Negotiation
Agents, Constituencies, Audiences
Coalitions
Multiple Parties and Teams
Individual Differences I: Gender and Negotiation
Individual Differences II: Personality and Abilities
International and Cross-Cultural Negotiation
Managing Negotiation Impasses
Managing Negotiation Mismatches
Managing Difficult Negotiations: Third Party Approaches
Best Practices for Negotiators
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