Negotiation : readings, exercises and cases

dc.contributor.author	Lewicki, Roy J.
dc.contributor.author	Barry, Bruce
dc.contributor.author	Saunders, David M.
dc.date.issued	2015
dc.identifier.isbn	0-07-786242-2
dc.identifier.isbn	978-0-07-786242-8
dc.identifier.uri	https://thuvienso.hoasen.edu.vn/handle/123456789/12729
dc.description.abstract	This book 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. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.
dc.format	xi, 724 p. : ill.
dc.language.iso	en
dc.publisher	McGraw-Hill
dc.subject	Negotiation
dc.subject	Negotiation in business
dc.subject	Case studies
dc.title	Negotiation : readings, exercises and cases
dc.type	Book
dc.description.version	7th edition