Negotiation: Readings, Exercises, and Cases (BOK)

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

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Negotiation is a critical skill needed for effective management. "Negotiation: Readings, Exercises, and Cases, 6e" 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: Negotiation Fundamentals, Negotiation Subprocesses, Negotiation Contexts, Individual Differences, Negotiation across Cultures, Resolving Differences, and 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.

Produktfakta

Språk Engelsk Engelsk Innbinding Innbundet
Utgitt 2010 Forfatter Bruce Barry, David M. Saunders, Roy J. Lewicki
Forlag
MCGRAW-HILL Higher Education
ISBN 9780073530314
Antall sider 720 Dimensjoner 18,5cm x 22,8cm x 2,7cm
Vekt 1016 gram Leverandør Bertram Trading Ltd
Emner og form Business negotiation