Negotiation: Readings, Exercises, and Cases

Roy Lewicki, Bruce Barry, David Saunders

McGraw-Hill/Irwin

2006

720 páginas

1d 0h 0m

ISBN-13: 9780072973105

Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e 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. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires.