Negotiation

ISBN-10: 0073381209

ISBN-13: 9780073381206

Edition: 6th 2010

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Book details

List price: $219.33
Edition: 6th
Copyright year: 2010
Publisher: McGraw-Hill Higher Education
Publication date: 3/23/2009
Binding: Paperback
Pages: 640
Size: 7.25" wide x 9.00" long x 1.00" tall
Weight: 2.354
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.

Negotiation Fundamentals
The Nature of Negotiation
Strategy and Tactics of Distributive Bargaining
Strategy and Tactics of Integrative Negotiation
Negotiation: Strategy and Planning
Negotiation Subprocesses
Perception, Cognition, and Emotion
Communication
Finding and Using Negotiation Power
Influence
Ethics in Negotiation
Negotiation Contexts
Relationships in Negotiation
Agents, Constituencies, Audiences
Coalitions
Multiple Parties and Teams
Individual Differences
Individual Differences I: Gender and Negotiation
Individual Differences II: Personality and Abilities
Negotiation across Cultures
International and Cross-Cultural Negotiation
Resolving Differences
Managing Negotiation Impasses
Managing Negotiation Mismatches
Third Party Approaches to Managing Difficult Negotiations
Summary
Best Practices in Negotiations
Bibliography
Name Index
Subject Index
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