Negotiation
Synopsis
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.
- Copyright:
- 2010 The McGraw-Hill Companies. Inc.
Book Details
- Book Quality:
- ISBN-13:
- 9780073530314
- Publisher:
- McGraw-Hill Higher Education
- Date of Addition:
- 2018-03-06T18:45:52Z
- Language:
- English
- Categories:
- Usage Restrictions:
- This is a copyrighted book.