Negotiation: Readings, Exercises, and Cases
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Beschreibung
Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e 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. von Lewicki, Roy;Barry, Bruce;Saunders, David;
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![NEGOTIATIONS [Negotiations Skills - Negotiations Language - Evaluation Checklists] (Business Skills Series)](https://d3k2uuz9r025mk.cloudfront.net/media/image/fd/70/78/1728628321_790316787410.jpg "NEGOTIATIONS [Negotiations Skills - Negotiations Language - Evaluation Checklists] (Business Skills Series)")
