Negotiation » (6th Edition)

Roy J. Lewicki is the Dean's Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.

David M. Saunders is Dean of the Faculty of Management at the Queen's University in Ontario, Canada. He has co-authored several books and articles on negotiation, conflict resolution, employee voice and organizational justice. He is also the winner of a distinguished teacher award and co-developed the McGill Negotiation Simulator, a computer-based interactive video simulation of negotiation. Prior to his current appointment, David was Director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia and Europe. He and his wife Susan are the proud parents of Basil, a very active Wheaton Terrier puppy.

Bruce Barry is a professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, ethics, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management and a past chair of the Academy of Management Conflict Management Division.

Negotiation is a critical skill needed for effective management. Negotiation 6/e 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.

Part 1: Negotiation Fundamentals1. The Nature of Negotiation 2. Strategy and Tactics of Distributive Bargaining 3. Strategy and Tactics of Integrative Negotiation 4. Negotiation: Strategy and Planning Part 2: Negotiation Subprocesses5. Perception, Cognition, and Emotion 6. Communication 7. Finding and Using Negotiation Power 8. Influence 9. Ethics in Negotiation Part 3: Negotiation Contexts10. Relationships in Negotiation 11. Agents, Constituencies, Audiences12. Coalitions13. Multiple Parties and TeamsPart 4: Individual Differences14. Individual Differences I: Gender and Negotiation15. Individual Differences II: Personality and AbilitiesPart 5: Negotiation across Cultures16. International and Cross-Cultural NegotiationPart 6: Resolving Differences17. Managing Negotiation Impasses18. Managing Negotiation Mismatches19. Third Party Approaches to Managing Difficult NegotiationsPart 7: Summary20. Best Practices in NegotiationsBibliographyName IndexSubject Index