Essentials of Negotiation

Compartir en:

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

(0 Comentarios)
Comenta y valora este libro

pvp.79,95 €

Disponible entre 11 y 20 dias

ISBN:9781260570458
Editorial: UK-Mcgraw-Hill
Fecha de la edición:2022
Número de la edición: 7
Encuadernación:
Nº Pág.:336
Idiomas:Ingles,Inglés

Materias:

/ Marketing

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. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation sub processes, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

1. The Nature of Negotiation

2. Strategy and Tactics of Distributive Bargaining

3. Strategy and Tactics of Integrative Negotiation

4. Negotiation: Strategy and Planning

5. Ethics in Negotiation

6. Perception, Cognition, and Emotion

7. Communication

8. Finding and Using Negotiation Power

9. Relationships in Negotiation

10. Multiple Parties, Groups, and Teams in Negotiation

11. International and Cross-Cultural Negotiation

12. Best Practices in Negotiations