000 02217nam a22002177a 4500
020 _a9789353167035
041 _aENG
082 _a658.4052
_bLEW
100 _aLewicki, Roy J.
245 _aNegotiation /
_cRoy J. Lewicki, David M. Saunders and Bruce Barry.
250 _a7th ed.
260 _aChennai:
_bMcGraw Hill,
_c2019.
300 _axvii, 654 pages:
_bill;
_c23 cm.
504 _ainclude Bibliography references.
505 _aPart 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
520 _aAlready 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.
650 _aNegotiation in business
700 _aSaunders, David M.
700 _aBarry, Bruce.
942 _2ddc
_cBK
999 _c23172
_d23172