Negotiation / Roy J. Lewicki, David M. Saunders and Bruce Barry.

By:

Lewicki, Roy J

Contributor(s):

Material type: Text

TextLanguage: English Publication details: Chennai: McGraw Hill, 2019.Edition: 7th edDescription: xvii, 654 pages: ill; 23 cmISBN:

9789353167035

Subject(s):

Negotiation in business

DDC classification:

658.4052 LEW

Contents:

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

Summary: 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.

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Holdings
Item type	Current library	Call number	Status	Date due	Barcode
Books	Institute of Public Enterprise, Library S Campus	658.4052 LEW (Browse shelf(Opens below))	Available		48371

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Previous	658.4052 DAW Secrets of power negotiating : 25th anniversary edition /	658.4052 HAR Next-level negotiating /	658.4052 ICO Say less, get more : unconventional negotiation techniques to get what you want /	658.4052 LEW Negotiation /	658.4052 SAN Creative conflict : a practical guide for business negotiators /	658.4056 CRI Crisis leadership : a guide for leaders /	658.4056 HAR.H Building personal and organizational resilence - HBR /	Next

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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.

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Negotiation / Roy J. Lewicki, David M. Saunders and Bruce Barry.

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