Research Catalog

Negotiation : readings, exercises, and cases

Title
Negotiation : readings, exercises, and cases / [edited by] Roy J. Lewicki, Bruce Barry, David M. Saunders.
Publication
Boston : McGraw-Hill/Irwin, [2007], ©2007.
Supplementary Content
  • Contributor biographical information
  • Publisher description

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Additional Authors
  • Lewicki, Roy J.
  • Barry, Bruce, 1958-
  • Saunders, David M.
Description
x, 718 pages : illustrations; 24 cm
Summary
Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e 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. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires.
Subject
  • Negotiation in business
  • Negotiation
  • Negotiation > Case studies
  • Négociations (Affaires)
  • Négociations
  • Négociations > Cas, Études de
  • Négociation
  • Formation
  • Autoformation
  • Onderhandelen
  • Unternehmen
  • Verhandlungstechnik
Genre/Form
Case studies.
Bibliography (note)
  • Includes bibliographical references (pages 705-709) and indexes.
Contents
Negotiation Fundamentals -- Negotiation Subprocesses -- Negotiation Contexts -- Individual Differences -- Negotiation across Cultures -- Resolving Differences.
ISBN
  • 0072973102
  • 9780072973105
  • 0071254285
  • 9780071254281
LCCN
2005057677
OCLC
  • ocm62302626
  • 62302626
  • SCSB-13567345
Owning Institutions
Columbia University Libraries