Negotiation: readings, exercises and cases (Record no. 29)

MARC details
000 -LEADER
fixed length control field 04419nam a22002417a 4500
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20190902114450.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
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020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9789352602117
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.4052
Item number LEW
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Lewicki, Roy J.
245 ## - TITLE STATEMENT
Title Negotiation: readings, exercises and cases
250 ## - EDITION STATEMENT
Edition statement 6th
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Name of publisher, distributor, etc. McGraw Hill Education (India) Pvt. Ltd.
Place of publication, distribution, etc. New Delhi
Date of publication, distribution, etc. 2016
300 ## - PHYSICAL DESCRIPTION
Extent x, 708 p.
365 ## - TRADE PRICE
Price type code INR
Price amount 745.00
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc. note Section 1: Negotiation Fundamentals<br/>1.1 Three Approaches to Resolving Disputes: Interests, Rights, and Power <br/>1.2 Selecting a Strategy <br/>1.3 Balancing Act: How to Manage Negotiation Tensions <br/>1.4 The Negotiation Checklist <br/>1.5 Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions <br/>1.6 Closing Your Business Negotiations <br/>1.7 Defusing the Exploding Offer: The Farpoint Gambit <br/>1.8 Implementing a Collaborative Strategy <br/>1.9 Solve Joint Problems to Create and Claim Value <br/>1.10 Even at Megastores, Hagglers Find No Price Is Set in Stone<br/><br/>Section 2: Negotiation Sub processes<br/>2.1 Negotiating Rationally: The Power and Impact of the Negotiator’s Frame <br/>2.2 Managers and Their Not-So Rational Decisions <br/>2.3 When Your Thoughts Work Against You <br/>2.4 Untapped Power: Emotions in Negotiation <br/>2.5 Staying with No <br/>2.6 Risks of E-Mail <br/>2.7 Where Does Power Come From? <br/>2.8 Harnessing the Science of Persuasion <br/>2.9 The Six Channels of Persuasion <br/>2.10 Negotiating with Liars <br/>2.11 Negotiation Ethics <br/>2.12 Three Schools of Bargaining Ethics <br/>2.13 A Painful Close<br/><br/>Section 3: Negotiation Contexts<br/>3.1 Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation <br/>3.2 The Soft Sell <br/>3.3 Bargaining in the Shadow of the Tribe <br/>3.4 The Fine Art of Making Concessions <br/>3.5 The High Cost of Low Trust <br/>3.6 Consequences of Principal and Agent <br/>3.7 The Tension between Principals and Agents <br/>3.8 When a Contract Isn’t Enough: How to Be Sure Your Agent Gets You the Best Deal <br/>3.9 This Is Not a Game: Top Sports Agents Share Their Negotiating Secrets <br/>3.10 The New Boss <br/>3.11 Can’t Beat Them? Then Join a Coalition <br/>3.12 Building and Maintaining Coalitions and Allegiances throughout Negotiations <br/>3.13 The Surprising Benefits of Conflict in Negotiating Teams<br/><br/>Section 4: Individual Differences<br/>4.1 Women Don’t Ask <br/>4.2 Become a Master Negotiator <br/>4.3 Should You Be a Negotiator?<br/><br/>Section 5: Negotiation across Cultures<br/>5.1 Culture and Negotiation <br/>5.2 Intercultural Negotiation in International Business <br/>5.3 American Strengths and Weaknesses<br/><br/>Section 6: Resolving Differences<br/>6.1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia? <br/>6.2 Taking Steps toward “Getting to Yes” at Blue Cross and Blue Shield of Florida <br/>6.3 Taking the Stress Out of Stressful Conversations <br/>6.4 Renegotiating Existing Agreements: How to Deal with “Life Struggling against Form” <br/>6.5 Negotiating with Disordered People <br/>6.6 When and How to Use Third-Party Help <br/>6.7 Investigative Negotiation<br/><br/>Section 7: Summary<br/>7.1 Best Practices in Negotiation <br/>7.2 Getting Past Yes: Negotiating as if Implementation Mattered <br/>7.3 Seven Strategies for Negotiating Success: Some Fancy Footwork for the Salary Pas de Deux <br/>7.4 Six Habits of Merely Effective Negotiators
520 ## - SUMMARY, ETC.
Summary, etc. Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e takes an experiential approach and 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. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Negotiation in business
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Negotiation
700 ## - ADDED ENTRY--PERSONAL NAME
Personal name Barry, Bruce
700 ## - ADDED ENTRY--PERSONAL NAME
Personal name Saunders, David M.
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme Dewey Decimal Classification
Koha item type Book
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Collection code Bill No Bill Date Home library Current library Shelving location Date acquired Source of acquisition Cost, normal purchase price Total Checkouts Full call number Accession Number Date last seen Date checked out Cost, replacement price Price effective from Koha item type
    Dewey Decimal Classification     Human Resource and Organization Behvaiour 19-20/7450 25-06-2019 Indian Institute of Management LRC Indian Institute of Management LRC General Stacks 06/28/2019 Bharat Book Distributors 558.01 2 658.4052 LEW 000624 09/21/2023 09/04/2023 745.00 09/02/2019 Book

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