Mcgraw Hill Reading See Negotiation: Readings, Exercises, and Cases Details
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Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e 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.
Negotiation: Readings, Exercises, and Cases Reviews
Mcgraw Hill Reading : Negotiation: Readings, Exercises, and Cases Reviews
| 33 of 33 people found the following review helpful  Comprehensive collection of articles and exercises., By A Customer This review is from: Negotiation: Readings, Cases, and Exercises (Paperback) This falls between the average "how to" and academic journal type articles. Great for classroom use, or for enterprising individuals who want to teach themselves about negotiation. Nearly all the authorities in organizational behavior and negotiation are included here. Nice variety of approaches to the subject. Exercises cover the range and include material on natural environment and on international negotiation. International material needs more, but gives good beginning frameworks. Exercises need teacher's manual (forthcoming?). 41 of 45 people found the following review helpful  Academic, By A Customer This review is from: Negotiation: Readings, Cases, and Exercises (Paperback) The articles in this book are great reading. They provide thoughtful insite on many different topics. The cases, however, are completely useless without the instructors' manual. As best I can tell, the instructors' manual is not available for purchase unless you are using this book for a class. Therefore, in my opinion, this book is a poor value outside the academic world. 10 of 10 people found the following review helpful Teaching Review, By This review is from: Negotiation: Readings, Exercises, and Cases (Paperback) The text from Lewicki, Barry, and Saunders is the most complete - and comprehensive - compilation of articles, cases, and exercises I've found in my teaching Negotiations at college, University, and corporate business.The authors/editors have selected excellent articles from some of the foremost writers on Negotiation ... and coupled them with cases which highlight what you've just read. I have recommended it to friends, and continute to select it for graduate level courses in Negotiations. My students like the text, and plan to keep it on their shelves (rather than sell it back to the bookstore). |
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