Essentials of Negotiation
Autor Roy Lewicki, Bruce Barry, David Saundersen Limba Engleză Paperback – 16 apr 2015
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Specificații
ISBN-13: 9789814577274
ISBN-10: 9814577278
Pagini: 320
Dimensiuni: 188 x 234 x 13 mm
Greutate: 0.52 kg
Ediția:6th edition. International Edition.
Editura: McGraw Hill Education
Colecția McGraw-Hill Education / Asia
Locul publicării:Singapore
ISBN-10: 9814577278
Pagini: 320
Dimensiuni: 188 x 234 x 13 mm
Greutate: 0.52 kg
Ediția:6th edition. International Edition.
Editura: McGraw Hill Education
Colecția McGraw-Hill Education / Asia
Locul publicării:Singapore
Cuprins
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
Descriere
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.