Autorentext

Roy J. Lewicki is the Irving Abramowitz Memorial Professor of Business Ethics Emeritus and Professor of Management and Human Resources Emeritus at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited over 40 books, as well as numerous research articles and book chapters. Professor Lewicki has served as the president of the International Association for Conflict Management, and he received its Lifetime Achievement Award in 2013. He received the Academy of Management's Distinguished Educator Award in 2005 and has been recognized as a Fellow of the Academy of Management, the International Association of Conflict Management, and the Organizational Behavior Teaching Society for his contributions to the fields of negotiation and dispute resolution.

Klappentext

Essentials of Negotiation is a condensed version of the main text, Negotiation. 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. Several chapters from the main text have been condensed for this volume. These 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.

Inhalt

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 Power and Influence in NegotiationFinding and Using Negotiation Power
9 Relationships in Negotiation
10 Multiple Parties and Groups in Negotiations
11 International and Cross-Cultural Negotiation
12 Best Practices in Negotiations