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Lewicki, Roy J.

Negotiation / Roy J. Lewicki, David M. Saunders and Bruce Barry. - 7th ed. - Chennai: McGraw Hill, 2019. - xvii, 654 pages: ill; 23 cm.

include Bibliography references.

Part 1: Negotiation Fundamentals
1. The nature of negotiation
2. Strategy and tactics of distributive bargaining
3. Strategy and tactics of integrative negotiation
4. Negotiation: strategy and planning
5. Ethics in negotiation
Part 2: Negotiation Subprocesses
6. Perception, cognition, and emotion
7. Communication
8. Finding and using negotiation power
9. Influence
Part 3: Negotiation Contexts
10. Relationships in negotiation
11. Agents, constituencies, audiences
12. Coalitions
13. Multiple parties, groups and teams in negotiation
Part 4: Individual Differences
14. Individual differences I: gender and negotiation
15. Individual differences II: personality and abilities
Part 5: Negotiation across Cultures
16. International and cross-cultural negotiation
Part 6: Resolving Differences
17. Managing negotiation impasses
18. Managing difficult negotiations
19. Third-party approaches to managing difficult negotiations
Part 7: Summary
20. Best practices to negotiation

Already established as a seminal textbook on negotiation, this edition continues to take the legacy forward by updating the new edition thoroughly. The text is designed to cover syllabi requirements of graduate students specializing in HR-OB taking up courses on negotiation. A detailed textbook on the area, the title covers all major topics on negotiation and is a highly application-oriented text.
The seventh edition of Negotiation is a thoroughly updated version and feedback from readers and academicians have been incorporated. The content has been reorganized and rewritten to present the material more coherently and effectively.

ISBN: 9789353167035

Subjects--Topical Terms:
Negotiation in business

Dewey Class. No.: 658.4052 / LEW