Negotiation: Readings, Exercises, and Cases

Download or read book Negotiation: Readings, Exercises, and Cases written by Roy Lewicki and published by McGraw-Hill/Irwin. This book was released on 2007 with total page 734 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.