Negotiation 3ed
Roy Lewicki

Negotiation is a critical skill needed for effective management. NEGOTIATION 3/e explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.Complete reorganization of the text from the previous 14 chapters to 13 makes ordering more logical and is responsive to customer feedback, research trends, and the real business community.Coordinated text and reader around the 13 chapters provides enough material for a full course in negotiation.New chapter on damage control, or ways that negotiators can bring negotiations back from the brink and change distributive negotiations into integrative ones.Significant topical revision based on the latest research in conflict management and negotiation includes the following additions and enhancements: the dynamics of conflict framing and its role in defining the negotiation, issues, and processes;expansion of the treatment of cognitive biases;combining persuasion and power into a new section called leverage; describing how negotiators gain and maintain competitive advantage;an enhanced focus on negotiation in the context of long term relationships;an enhanced focus on negotiation in teams

Informacje dodatkowe o Negotiation 3ed:

Wydawnictwo: angielskie
Data wydania: b.d
Kategoria: Ekonomia
ISBN: 978-0-07-116504-4
Liczba stron: 0