- Paperback
- Publisher: McGraw-Hill Higher Education; 5 edition (1 May 2006)
- Language English
- ISBN-10: 0071254285
- ISBN-13: 978-0071254281
- Product Dimensions: 22.8 x 18.2 x 2.6 cm
- Average Customer Review: 4.0 out of 5 stars See all reviews (2 customer reviews)
- Amazon Bestsellers Rank: 898,132 in Books (See Top 100 in Books)
- See Complete Table of Contents
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Product Description
Product Description
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.
From the Publisher
Complete reorganization of the text from the previous 14 chapters to 13 makes ordering more logical and is responsive to customer feedback, research trends, and the real business community.
Coordinated text and reader around the 13 chapters provides enough material for a full course in negotiation.
New chapter on damage control, or ways that negotiators can bring negotiations "back from the brink" and change distributive negotiations into integrative ones.
Significant topical revision based on the latest research in conflict management and negotiation includes the following additions and enhancements:
the dynamics of conflict "framing" and its role in defining the negotiation, issues, and processes;
expansion of the treatment of cognitive biases;
combining persuasion and power into a new section called "leverage"; describing how negotiators gain and maintain competitive advantage;
an enhanced focus on negotiation in the context of long term relationships;
an enhanced focus on negotiation in teams --This text refers to an out of print or unavailable edition of this title.
Coordinated text and reader around the 13 chapters provides enough material for a full course in negotiation.
New chapter on damage control, or ways that negotiators can bring negotiations "back from the brink" and change distributive negotiations into integrative ones.
Significant topical revision based on the latest research in conflict management and negotiation includes the following additions and enhancements:
the dynamics of conflict "framing" and its role in defining the negotiation, issues, and processes;
expansion of the treatment of cognitive biases;
combining persuasion and power into a new section called "leverage"; describing how negotiators gain and maintain competitive advantage;
an enhanced focus on negotiation in the context of long term relationships;
an enhanced focus on negotiation in teams --This text refers to an out of print or unavailable edition of this title.
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Customer Reviews
Most Helpful Customer Reviews
Format:Paperback
I was really excited about buying this book - until it arrived
The readins were really interesting and informative. The exercises sounded Intriguing but unless I am missing something obvious - the exercises and questionnaires section has an accompanying Instructors manual - Which you need if you intend to use the exercises as part of a session on negotiation. As this is why I purchased the book and I cant seem to buy the instructors manual as yet - the book is quite a disappointment as I cant fully use it. Maybe it needed to be titled students edition?
0 of 1 people found the following review helpful
Format:Paperback
"Negotiation" consists of a large number of relatively short essays each illustrating a different perspective on negotiation. The format works extremely well letting you get a feel for the different approaches by reading only a single book. The format lets you choose specific chapters to share a point with colleagues. The structure communicates a large number of ideas making the return on the time invested huge.
I have not studied the case studies, but they allow groups to test what they have learned in a structured fashion.
Highly recommended.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
17 reviews
33 of 33 people found the following review helpful
Comprehensive collection of articles and exercises.
23 July 1998
Format:Paperback
This falls between the average "how to" and academic journal type articles. Great for classroom use, or for enterprising individuals who want to teach themselves about negotiation. Nearly all the authorities in organizational behavior and negotiation are included here. Nice variety of approaches to the subject. Exercises cover the range and include material on natural environment and on international negotiation. International material needs more, but gives good beginning frameworks. Exercises need teacher's manual (forthcoming?).
41 of 45 people found the following review helpful
Academic
23 Jun 2000
Format:Paperback
The articles in this book are great reading. They provide thoughtful insite on many different topics. The cases, however, are completely useless without the instructors' manual. As best I can tell, the instructors' manual is not available for purchase unless you are using this book for a class. Therefore, in my opinion, this book is a poor value outside the academic world.
10 of 10 people found the following review helpful
Teaching Review
28 Feb 2006
Format:Paperback
The text from Lewicki, Barry, and Saunders is the most complete - and comprehensive - compilation of articles, cases, and exercises I've found in my teaching Negotiations at college, University, and corporate business.
The authors/editors have selected excellent articles from some of the foremost writers on Negotiation ... and coupled them with cases which highlight what you've just read. I have recommended it to friends, and continute to select it for graduate level courses in Negotiations. My students like the text, and plan to keep it on their shelves (rather than sell it back to the bookstore).
The authors/editors have selected excellent articles from some of the foremost writers on Negotiation ... and coupled them with cases which highlight what you've just read. I have recommended it to friends, and continute to select it for graduate level courses in Negotiations. My students like the text, and plan to keep it on their shelves (rather than sell it back to the bookstore).
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