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.

Table of Contents

Part 1: Negotiation Fundamentals 1. 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 Subprocesses 5. Perception, Cognition, and Emotion 6. Communication 7. Finding and Using Negotiation Power 8. Influence 9. Ethics in Negotiation Part 3: Negotiation Contexts 10. Relationships in Negotiation 11. Agents, Constituencies, Audiences 12. Coalitions 13. Multiple Parties and Teams Part 4: Individual Differences 14. Individual Differences I: Gender and Negotiation 15. Individual Differences II: Personality and Abilities Part 5: Negotiation across Cultures 16. International and Cross-Cultural Negotiation Part 6: Resolving Differences 17. Managing Negotiation Impasses 18. Managing Negotiation Mismatches 19. Third Party Approaches to Managing Difficult Negotiations Part 7: Summary 20. Best Practices in Negotiations Bibliography Name Index Subject Index

About the Author

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 University of Calgary in Calgary, 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.