Test Bank for Negotiation 7th Edition Lewicki Saunders Barry 0078029449 9780078029448

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Negotiation is a critical skill needed for effective management. Negotiation 7e by Roy J. Lewicki, David M. Saunders, and Bruce Barry 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.

Language: English
ISBN-10 : 0078029449
ISBN-13 : 978-0078029448
ISBN-13 : 9780078029448

Auther: Roy Lewicki, David Saunders, Bruce Barry

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Solution Manual for Negotiation 7th Edition Lewicki Saunders Barry 0078029449 9780078029448

Table of Content:

PART ONE: NEGOTIATION FUNDAMENTALS
Chapter 1: The Nature of Negotiation
Chapter 2: Strategy and Tactics of Distributive Bargaining
Chapter 3: Strategy and Tactics of Integrative Negotiation
Chapter 4: Negotiation: Strategy and Planning
Chapter 5: Ethics in Negotiation
PART TWO: NEGOTIATION SUBPROCESSES
Chapter 6: Perception, Cognition, and Emotion
Chapter 7: Communication
Chapter 8: Finding and Using Negotiation Power
Chapter 9: Influence
PART THREE: NEGOTIATION CONTEXTS
Chapter 10: Relationships in Negotiation
Chapter 11: Agents, Constituencies, Audiences
Chapter 12: Coalitions
Chapter 13: Multiple Parties and Teams in Negotiation
PART FOUR: INDIVIDUAL DIFFERENCES
Chapter 14: Individual Differences I: Gender and Negotiation
Chapter 15: Individual Differences II: Personality and Abilities
PART FIVE: NEGOTIATION ACROSS CULTURES
Chapter 16: International and Cross-Cultural Negotiation
PART SIX: RESOLVING DIFFERENCES
Chapter 17: Managing Negotiation Impasses
Chapter 18: Managing Difficult Negotiations
Chapter 19: Third Party Approaches to Managing Difficult Negotiations
PART SEVEN: SUMMARY
Chapter 20: Best Practices in Negotiations

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