Essentials of Negotiation by David M SaundersEssentials of Negotiation by David M Saunders

Essentials of Negotiation

byDavid M Saunders, Kevin Tasa, Bruce Barry

Paperback | February 3, 2014

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Lewicki, Essentials of Negotiation explores the core concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution in a succinct format. Lewicki, Second Canadian Edition is ideal for a one semester course or for an executive program. For users of the US (comprehensive) Lewicki text, 14 of the 20 chapters have been included in the Canadian Second Edition. Chapters are shortened by removing more "academic" material and some of the boxes. This effectively leaves the message and theories of negotiation intact, while adding substantial material such as mediation, arbitration, and managing difficult negotiations - topics deemed imperative by the Canadian market.
Title:Essentials of NegotiationFormat:PaperbackDimensions:9.2 × 7.1 × 0.5 inPublished:February 3, 2014Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071338845

ISBN - 13:9780071338844


Table of Contents

Chapter 1: The Nature of Negotiation

Chapter 2: Strategy and Tactics of Distributive Bargaining

Chapter 3: Strategy and Tactics of Integrative Negotiation

Chapter 4: Negotiation: Planning and Strategy

Chapter 5: Perception, Cognition, and Emotion

Chapter 6: Communication Process and Outcomes

Chapter 7: Negotiation Power and Persuasion

Chapter 8: The Dynamic of Disputes and Third-Party Help

Chapter 9: Confronting the Dark Side: Deception and Ethical Dilemmas

Chapter 10: Multiparty and Team Negotiations

Chapter 11: Managing Difficult Negotiations

Chapter 12: International and Cross-Cultural Negotiation

Chapter 13: Best Practices in Negotiation