Negotiation | 8th Edition | Roy J. Lewicki & David M. Saunders

About the Book Negotiation is a critical skill needed for effective management. This book explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. Salient Features • Complete book revised, updated and enhanced. • Content reorganized and re-written. • Features offering lively perspective updated. • Pedagogical features enhanced with addition of Learning Objectives at the beginning of every chapter and outline of key sections Table of Contents 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. Influence 10. Relationships in Negotiation 11. Agents, Constituencies, and Audiences 12. Coalitions 13. Multiple Parties, Groups, and Teams in Negotiation 14. Individual Differences I: Gender and Negotiation 15. Individual Differences II: Personality and Abilities 16. International and Cross‐Cultural Negotiation 17. Managing Negotiation Impasses 18. Managing Difficult Negotiations 19. Third‐Party Approaches to Managing Difficult Negotiations 20. Best Practices in Negotiations Bibliography Name Index Subject Inde

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