01680nam a22002534a 45000010006000000050017000060080041000230200018000640200015000820500023000971000019001202450104001392500010002432600041002533000010002945050941003046500029012456500029012746500025013036500027013286500032013557000017013877000022014043416020230531230959.0151109s2009    cauaf         001 0 eng d  a9789814577281  a9814577286  aHD37.T5bL493 20151 aLewicki, Roy J10aNegotiation: readings, exercises, and cases/cRoy J Lewicki; Bruce Barry; David M; Saundersh[book]  a7. ed  aNew York, NY :bMcGraw-Hill,cc2015.  a724 P0 aNegotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 7e by Roy J. Lewicki, Bruce Barry, and David M. Saunders 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 0aNegotiation Fundamentals 4aNegotiation Subprocesses 4aNegotiation Contexts 0aIndividual Differences 4aNegotiation across Cultures0 aBarry, Bruce0 aSaunders, David M