Negotiation / Lewicki, Roy J. 

Public ISBD Titre : Negotiation : readings, exercises, and cases Type de document : texte imprimé Auteurs : Lewicki, Roy J., Auteur ; Bruce Barry (1958-), Auteur ; Saunders, David M., Auteur Editeur : Boston, Mass. : McGraw-Hill Irwin Année de publication : ©2007 Importance : x, 718 p. Présentation : illustrations Format : 23 cm ISBN/ISSN/EAN : 978-0-07-297310-5 Langues : Anglais (eng) Langues originales : Anglais (eng) Catégories : Negotiation Negotiation in business Index. décimale : HD 58.6 Résumé : Negotiation is a critical skill needed for effective management. This book takes an experiential approach and 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. Note de contenu : The Nature of Negotiation -- Prenegotiation Planning -- Strategy and Tactics of Distributive Bargaining -- Strategy and Tactics of Integrative Negotiation -- Communication and Cognitive Biases -- Finding Negotiation Leverage -- Ethics in Negotiation -- Social Context -- Coalitions, Multiple Parties, and Teams -- Individual Differences -- Global Negotiations -- Managing Difficult Negotiation Situations: Individual Approaches -- Managing Difficult Negotiation Situations: Third-Party Approaches -- Applications of Negotiation. Negotiation : readings, exercises, and cases [texte imprimé] / Lewicki, Roy J., Auteur ; Bruce Barry (1958-), Auteur ; Saunders, David M., Auteur . - Boston, Mass. : McGraw-Hill Irwin, ©2007 . - x, 718 p. : illustrations ; 23 cm. ISBN : 978-0-07-297310-5 Langues : Anglais (eng) Langues originales : Anglais (eng) Catégories : Negotiation Negotiation in business Index. décimale : HD 58.6 Résumé : Negotiation is a critical skill needed for effective management. This book takes an experiential approach and 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. Note de contenu : The Nature of Negotiation -- Prenegotiation Planning -- Strategy and Tactics of Distributive Bargaining -- Strategy and Tactics of Integrative Negotiation -- Communication and Cognitive Biases -- Finding Negotiation Leverage -- Ethics in Negotiation -- Social Context -- Coalitions, Multiple Parties, and Teams -- Individual Differences -- Global Negotiations -- Managing Difficult Negotiation Situations: Individual Approaches -- Managing Difficult Negotiation Situations: Third-Party Approaches -- Applications of Negotiation.

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Code-barres	Cote	Support	Localisation	Section	Disponibilité
100051706	HD 58.6 .N45 2007	Book	Bibliothèque principale	English Books	Disponible

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