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Negotiation: Readings, Exercises, and Cases

Negotiation: Readings, Exercises, and Cases
Author: Roy Lewicki - Bruce Barry - David Saunders
ISBN 13: 9780072973105
ISBN 10: 72973102
Edition: 5
Publisher: McGraw-Hill/Irwin
Publication Date: 2006-02-15
Format: Paperback
Pages: 720
List Price: N/A

Negotiation is a critical skill needed for effective management. NEGOTIATION: 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.