CATEGORY

Negotiation is a critical skill in management, law, and public administration. As the leaders in negotiation education, Lewicki, Barry, and Saunders have a book that will fit with your teaching needs and approach.
Negotiation 5/e is our comprehensive text – a guide to major concepts and theories of negotiation, the psychology of bargaining, and the dynamics of interpersonal and intergroup conflict and resolution. The fifth edition adds numerous improvements, among them shorter, more numerous chapters for added instructional flexibility, and a new user-friendly design. All chapters are updated to reflect the latest research findings in negotiation and conflict management, and supplemented with boxes and examples providing real-life perspectives on negotiation dynamics.

Daftar Isi
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 Perception, Cognition, and Emotion
Chapter 6 Communication
Chapter 7 Finding and Using Negotiation Power
Chapter 8 Influence
Chapter 9 Ethics in Negotiation
Chapter 10 Relationships in Negotiation
Chapter 11 Agents, Constituencies, Audiences
Chapter 12 Coalitions
Chapter 13 Multiple Parties and Teams
Chapter 14 Individual Differences I: Gender and Negotiation
Chapter 15 Individual Differences II: Personality and Abilities
Chapter 16 International and Cross-Cultural Negotiation
Chapter 17 Managing Negotiation Impasses
Chapter 18 Managing Negotiation Mismatches
Chapter 19 Managing Difficult Negotiations: Third Party Approaches
Chapter 20 Concluding Comments
Bibliography
Name Index
Subject Index