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Negotiation(7版)

Negotiation(7版)

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內容簡介

  New to this edition

  1.Completely updated and revised – the authors have reviewed every chapter, utilizing extensive feedback from faculty who have used the book in previous editions.Some of the chapters have been reorganized and rewritten to present the material more coherently and effectively.

  2.Improved the graphics format and page layout that make this book more visually interesting and readable.

  3.Updated features and cartoon callouts, which enhance the book’s readability and offers lively perspectives on negotiation dynamics.

  4.Expanded discussion on topics, such as, alternatives/choosing alternatives; importance of negotiation goals; fundamental nature of power; importance of trust and trust repair; responding to anger; responding to irrationality; and more!
 

作者介紹

作者簡介

Roy Lewicki


  現職:Ohio State University

Bruce Barry

  現職:Vanderbilt University

David Saunders

  現職:Queens University
 

目錄

PART I: NEGOTIATION FUNDAMENTALS
Ch 1 The Nature of Negotiation
Ch 2 Strategy and Tactics of Distributive Bargaining
Ch 3 Strategy and Tactics of Integrative Negotiation
Ch 4 Negotiation: Strategy and Planning
Ch 5 Ethics in Negotiation

PART II: NEGOTIATION SUBPROCESSES
Ch 6 Perception, Cognition, and Emotion
Ch 7 Communication
Ch 8 Finding and Using Negotiation Power
Ch 9 Influence

PART III: NEGOTIATION CONTEXTS
Ch 10 Relationships in Negotiation
Ch 11 Agents, Constituencies, Audiences
Ch 12 Coalitions
Ch 13 Multiple Parties and Teams in Negotiation

PART IV: INDIVIDUAL DIFFERENCES
Ch 14 Individual Differences I: Gender and Negotiation
Ch 15 Individual Differences II: Personality and Abilities

PART V: NEGOTIATION ACROSS CULTURES
Ch 16 International and Cross-Cultural Negotiation

PART VI: RESOLVING DIFFERENCES
Ch 17 Managing Negotiation Impasses
Ch 18 Managing Difficult Negotiations
Ch 19 Third Party Approaches to Managing Difficult Negotiations

PART VII: SUMMARY
Ch 20 Best Practices in Negotiations
 

詳細資料

  • ISBN:9781259254390
  • 叢書系列:談判
  • 規格:平裝 / 685頁 / 普通級 / 單色印刷 / 7版
  • 出版地:台灣

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