Negotiation 5E

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Negotiation 5E

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Negotiation is a critical skill needed for effective management. Negotiation 5/e explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.Table of Contents: PART I : NEGOTIATION FUNDAMENTALS Chapter 1. The Nature of Negotiation Chapter 2. Strategy and Tactics of Distributive Bargaining Chapter 3. Strategy and Tactics of Integrative Negotiation Chapter 4. Negotiation Strategy and Planning PART II : NEGOTIATION SUBPROCESS Chapter 5. Perception, Cognition, and Emotion Chapter 6. Communication Chapter 7. Finding and Using Negotiation Power Chapter 8. Influence Chapter 9. Ethics in Negotiation PART III : NEGOTIATION CONTEXT Chapter 10. Relationships in Negotiation Chapter 11. Agents, Constituencies, Audiences Chapter 12. Coalitions Chapter 13. Multiple Parties and Teams PART IV :INDIVIDUAL DIFFERENCES Chapter 14. Individual Differences I: Gender and Negotiation Chapter 15. Individual Differences II: Personality and Abilities PART V :INTERNATIONAL ACROSS-CULTURAL Chapter 16. International and Cross-Cultural Negotiation PART VI :RESOLVING DIFFERENCES Chapter 17. Managing Negotiation Impasses Chapter 18. Managing Negotiation Mismatches Chapter 19. Managing Difficult Negotiations: Third Party Approaches PART VII :SUMMARY Chapter 20. Best Practices for Negotiators

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Negotiation is a critical skill needed for effective management. Negotiation 5/e explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.Table of Contents: PART I : NEGOTIATION FUNDAMENTALS Chapter 1. The Nature of Negotiation Chapter 2. Strategy and Tactics of Distributive Bargaining Chapter 3. Strategy and Tactics of Integrative Negotiation Chapter 4. Negotiation Strategy and Planning PART II : NEGOTIATION SUBPROCESS Chapter 5. Perception, Cognition, and Emotion Chapter 6. Communication Chapter 7. Finding and Using Negotiation Power Chapter 8. Influence Chapter 9. Ethics in Negotiation PART III : NEGOTIATION CONTEXT Chapter 10. Relationships in Negotiation Chapter 11. Agents, Constituencies, Audiences Chapter 12. Coalitions Chapter 13. Multiple Parties and Teams PART IV :INDIVIDUAL DIFFERENCES Chapter 14. Individual Differences I: Gender and Negotiation Chapter 15. Individual Differences II: Personality and Abilities PART V :INTERNATIONAL ACROSS-CULTURAL Chapter 16. International and Cross-Cultural Negotiation PART VI :RESOLVING DIFFERENCES Chapter 17. Managing Negotiation Impasses Chapter 18. Managing Negotiation Mismatches Chapter 19. Managing Difficult Negotiations: Third Party Approaches PART VII :SUMMARY Chapter 20. Best Practices for Negotiators
Additional Information
Title Negotiation 5E Height
Bruce Barry , David Saunders , Roy Lewicki Width
ISBN-13 9780070611146 Binding Paperback
ISBN-10 #0070611149 Spine Width
Publisher Tata McGraw-Hill Pages 617
Edition 2010 Availability Out Of Stock

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