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Negotiation : Readings, Exercises and Cases by David M. Saunders, Bruce Barry and Roy J. Lewicki (2009, Trade Paperback)
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About this product
Product Identifiers
PublisherMcGraw-Hill Higher Education
ISBN-10007353031X
ISBN-139780073530314
eBay Product ID (ePID)13038283189
Product Key Features
Number of Pages720 Pages
Publication NameNegotiation : Readings, Exercises and Cases
LanguageEnglish
Publication Year2009
SubjectNegotiating
TypeTextbook
Subject AreaBusiness & Economics
AuthorDavid M. Saunders, Bruce Barry, Roy J. Lewicki
FormatTrade Paperback
Dimensions
Item Height1.1 in
Item Weight35.9 Oz
Item Length9 in
Item Width7.3 in
Additional Product Features
Edition Number6
Intended AudienceCollege Audience
LCCN2009-039281
Dewey Edition19
Grade FromCollege Freshman
IllustratedYes
Grade ToCollege Freshman
Dewey Decimal658.4
SynopsisNegotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e 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.
LC Classification NumberHD58.6.N45 2009
