Negotiation: Readings, Exercises, and Cases

by Roy J. Lewicki, Bruce Barry, David M. Saunders

Negotiation is a critical skill needed for effective management. 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.

Genres: Business, Leadership, Textbooks, Education, Reference, Management

720 pages, Paperback

First published October 1, 1992

Reviews

[Anthony Howard]

good book and case studies. have read this book multiple times

[Marcus Goncalves]

Great resource for teaching negotiation at graduate level and corporate training. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.

[Penny]

Pulled from Library MELCAT
not applicable to my research