Essentials of Negotiation / Edition 6

by David M. Saunders, Bruce Barry, Roy J. Lewicki Irving Abramowitz Memorial Professor

Overview

Additional Information and teaching resources to support this text are available from www.mhhe.com/lewickinegotiation.

Essentials of Negotiation, 6e is a condensed version of the main text, Negotiation, Seventh Edition. It 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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

Product Details

ISBN-13:	9780077862466
Publisher:	McGraw-Hill Higher Education
Publication date:	01/14/2015
Edition description:	Net
Pages:	336
Product dimensions:	7.30(w) x 9.10(h) x 1.70(d)
Age Range:	18 Years

About the Author

Dean of the School of Business at Queens University, Canada. He has coauthored several articles on negotiation, conflict resolution, employee voice, and organizational justice. Prior to accepting his current appointment, he was director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia, Europe, and South America.


Professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management (2002–2003), and a past chair of the Academy of Management Conflict Management Division.


Dean’s Distinguished Teaching Professor and Professor of Management and Human Resources at the Max. M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki has served as the president of the International Association of Conflict Management. He received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution.

Table of Contents

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

Chapter 5: Ethics in Negotiation

Chapter 6: Perception, Cognition, and Emotion

Chapter 7: Communication

Chapter 8: Finding and Using Negotiation Power

Chapter 9: Relationships in Negotiation

Chapter 10: Multiple Parties, Groups, and Teams in Negotiation

Chapter 11: International and Cross-Cultural Negotiation

Chapter 12: Best Practices in Negotiations