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9780077862428

Negotiation: Readings, Exercises, and Cases 7th Edition by Roy J. Lewicki

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Author
Roy J Lewicki Irving Abramowitz Memorial Professor
Edition
7th Revised ed.
Publisher
McGraw-Hill Europe
ISBN
978-0077862428
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Description

Negotiation Readings, Exercises, and Cases 7th Edition

Authors: Roy J Lewicki Irving Abramowitz Memorial Professor, Bruce Barry, and David M. Saunders

Edition: 7th Revised ed.

Publisher: McGraw-Hill Europe

Publication Date: August 1, 2014

ISBN-10: 77862422

ISBN-13: 978-0077862428

This comprehensive resource, Negotiation: Readings, Exercises, and Cases 7e, addresses negotiation as a critical skill essential for effective management. Authored by Roy J. Lewicki, Bruce Barry, and David M. Saunders, it adopts an experiential approach to explore the fundamental concepts and theories underpinning the psychology of bargaining and negotiation, as well as the dynamics involved in interpersonal and inter-group conflict resolution.

The content is highly relevant for a diverse range of management students, extending beyond specific fields like human resource management or industrial relations. The book’s structure is intelligently divided, starting with a comprehensive Readings portion organized into seven key sections:

  • Negotiation Fundamentals
  • Negotiation Subprocesses
  • Negotiation Contexts
  • Individual Differences
  • Negotiation across Cultures
  • Resolving Differences
  • Summary

Following the theoretical foundation, the book transitions to a practical application section. This part offers a rich collection of role-play exercises, engaging cases, and self-assessment questionnaires, all meticulously designed to facilitate the teaching and understanding of negotiation processes and subprocesses in real-world scenarios.