Negotiation: Readings, Exercises and Cases

by Roy J. Lewicki

Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 7e by Roy J. Lewicki, Bruce Barry, and David M. Saunders 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.

Genres: Business, Leadership, Textbooks, Education, Reference, Management

724 pages, Paperback

First published October 1, 1992

Reviews

[Anthony Howard]

good book and case studies. have read this book multiple times

[Marcus Goncalves]

Great resource for teaching negotiation at graduate level and corporate training. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.

[Penny]

Pulled from Library MELCAT
not applicable to my research