Negotiation

By: Lewicki, Roy J Contributor(s): Saunders, David M | Barry, Bruce Material type: Text

TextPublication details: New Delhi McGraw Hill Education (India) Pvt. Ltd. 2019 Edition: 7thDescription: xvii, 654 pISBN: 9789353167035Subject(s): Negotiation | Conflict management | Negotiation in business | Psychology, AppliedDDC classification: 158.5 Summary: OVERVIEW 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. FEATURES 1. All chapters have been thoroughly revised and updated to include the latest research and trends on negotiation strategy, tactics and effectiveness 2. Elevated prominence for the section on negotiation ethics 3. Expanded coverage of negotiation within long term relationships 4. Chapter objectives and outlines at the beginning of each chapter

List(s) this item appears in: HR & OB | Operation & quantitative Techniques

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
Book	Indian Institute of Management LRC General Stacks	Human Resource and Organization Behvaiour	158.5 LEW (Browse shelf(Opens below))	1	Available		001601

Table of content

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

OVERVIEW
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.

FEATURES
1. All chapters have been thoroughly revised and updated to include the latest research and trends on negotiation strategy, tactics and effectiveness
2. Elevated prominence for the section on negotiation ethics
3. Expanded coverage of negotiation within long term relationships
4. Chapter objectives and outlines at the beginning of each chapter

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