Essentials of Negotiation
Roy J. Lewicki
McGraw-Hill/Irwin, 2004 - Business & Economics - 274 pages
Lewicki, Barry, Saunders, and Mintonā€™s: Essentials of Negotiation Third Edition is a short paperback derivative from the main text, Negotiation. 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.
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1 The Nature of Negotiation
GoalsThe Objectives that Drive a Negotiation Strategy
Deﬁning the IssuesThe Process of Framing the Problem
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accept achieve agreement altemative American negotiators anchoring and adjustment approach arguments bargaining mix BATNA Bazerman behavior beneﬁts buyer Chapter cognitive commitment communication competitive concems concessions conﬂict management context cop/bad cop create culture deal deception decision deﬁne deﬁnition difﬁcult discussion dispute distributive bargaining effective emotions endowment effect ethical evaluate example factors feel ﬁnal ﬁnd ﬁrm ﬁrst Fisher ﬂexibility frames goals govemment important inﬂuence integrative negotiation intemational interdependence interests involves issues Joumal Journal Larry leam less Lewicki logrolling negative negotiation outcomes negotiation process negotiator’s negotiators need occur one’s opening offer options Organizational Organizational Behavior Oslo accords other’s party party’s perceived perceptions person persuasive position power distance preferences problem Pruitt questions reﬂect reframing relationship resistance point resolve respond retum settlement side situation social social proof Social Psychology solution speciﬁc statement strategy suggests tactics target threats tiation tiators tion trust understand