Negotiation, 6/e
Roy J. Lewicki,
The Ohio State University Bruce Barry,
Vanderbilt University David M. Saunders,
Queens University
ISBN: 0073381209 Copyright year: 2010 Table of 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
Part 2: Negotiation Subprocesses - 5. Perception, Cognition, and Emotion
- 6. Communication
- 7. Finding and Using Negotiation Power
- 8. Influence
- 9. Ethics in Negotiation
Part 3: Negotiation Contexts - 10. Relationships in Negotiation
- 11. Agents, Constituencies, Audiences
- 12. Coalitions
- 13. Multiple Parties and Teams
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 Negotiation Mismatches
- 19. Third Party Approaches to Managing Difficult Negotiations
Part 7: Summary - 20. Best Practices in Negotiations
Bibliography Name Index Subject Index |
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