Essentials of Negotiation, 7/e (IE-Paperback)

Roy J. Lewicki , David M. Saunders , Bruce Barry

  • 出版商: McGraw-Hill Education
  • 出版日期: 2020-08-25
  • 售價: $1,140
  • 貴賓價: 9.8$1,117
  • 語言: 英文
  • 頁數: 310
  • ISBN: 1260570452
  • ISBN-13: 9781260570458
  • 下單後立即進貨 (約5~7天)


Essentials of Negotiation, 7e is a condensed version of the main text, Negotiation, 8e. It 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. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume.


Ch 1 The Nature of Negotiation
Ch 2 Strategy and Tactics of Distributive Bargaining
Ch 3 Strategy and Tactics of Integrative Negotiation
Ch 4 Negotiation: Strategy and Planning
Ch 5 Ethics in Negotiation
Ch 6 Perception, Cognition, and Emotion
Ch 7 Communication
Ch 8 Finding and Using Negotiation Power
Ch 9 Relationships in Negotiation
Ch10 Multiple Parties, Groups, and Teams in Negotiation
Ch11 International and Cross-Cultural Negotiation
Ch12 Best Practices in Negotiations