Negotiation: readings, exercises and cases (Record no. 29)
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| fixed length control field | 04419nam a22002417a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20190902114450.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 190902b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9789352602117 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.4052 |
| Item number | LEW |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Lewicki, Roy J. |
| 245 ## - TITLE STATEMENT | |
| Title | Negotiation: readings, exercises and cases |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 6th |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | McGraw Hill Education (India) Pvt. Ltd. |
| Place of publication, distribution, etc. | New Delhi |
| Date of publication, distribution, etc. | 2016 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | x, 708 p. |
| 365 ## - TRADE PRICE | |
| Price type code | INR |
| Price amount | 745.00 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc. note | Section 1: Negotiation Fundamentals<br/>1.1 Three Approaches to Resolving Disputes: Interests, Rights, and Power <br/>1.2 Selecting a Strategy <br/>1.3 Balancing Act: How to Manage Negotiation Tensions <br/>1.4 The Negotiation Checklist <br/>1.5 Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions <br/>1.6 Closing Your Business Negotiations <br/>1.7 Defusing the Exploding Offer: The Farpoint Gambit <br/>1.8 Implementing a Collaborative Strategy <br/>1.9 Solve Joint Problems to Create and Claim Value <br/>1.10 Even at Megastores, Hagglers Find No Price Is Set in Stone<br/><br/>Section 2: Negotiation Sub processes<br/>2.1 Negotiating Rationally: The Power and Impact of the Negotiator’s Frame <br/>2.2 Managers and Their Not-So Rational Decisions <br/>2.3 When Your Thoughts Work Against You <br/>2.4 Untapped Power: Emotions in Negotiation <br/>2.5 Staying with No <br/>2.6 Risks of E-Mail <br/>2.7 Where Does Power Come From? <br/>2.8 Harnessing the Science of Persuasion <br/>2.9 The Six Channels of Persuasion <br/>2.10 Negotiating with Liars <br/>2.11 Negotiation Ethics <br/>2.12 Three Schools of Bargaining Ethics <br/>2.13 A Painful Close<br/><br/>Section 3: Negotiation Contexts<br/>3.1 Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation <br/>3.2 The Soft Sell <br/>3.3 Bargaining in the Shadow of the Tribe <br/>3.4 The Fine Art of Making Concessions <br/>3.5 The High Cost of Low Trust <br/>3.6 Consequences of Principal and Agent <br/>3.7 The Tension between Principals and Agents <br/>3.8 When a Contract Isn’t Enough: How to Be Sure Your Agent Gets You the Best Deal <br/>3.9 This Is Not a Game: Top Sports Agents Share Their Negotiating Secrets <br/>3.10 The New Boss <br/>3.11 Can’t Beat Them? Then Join a Coalition <br/>3.12 Building and Maintaining Coalitions and Allegiances throughout Negotiations <br/>3.13 The Surprising Benefits of Conflict in Negotiating Teams<br/><br/>Section 4: Individual Differences<br/>4.1 Women Don’t Ask <br/>4.2 Become a Master Negotiator <br/>4.3 Should You Be a Negotiator?<br/><br/>Section 5: Negotiation across Cultures<br/>5.1 Culture and Negotiation <br/>5.2 Intercultural Negotiation in International Business <br/>5.3 American Strengths and Weaknesses<br/><br/>Section 6: Resolving Differences<br/>6.1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia? <br/>6.2 Taking Steps toward “Getting to Yes” at Blue Cross and Blue Shield of Florida <br/>6.3 Taking the Stress Out of Stressful Conversations <br/>6.4 Renegotiating Existing Agreements: How to Deal with “Life Struggling against Form” <br/>6.5 Negotiating with Disordered People <br/>6.6 When and How to Use Third-Party Help <br/>6.7 Investigative Negotiation<br/><br/>Section 7: Summary<br/>7.1 Best Practices in Negotiation <br/>7.2 Getting Past Yes: Negotiating as if Implementation Mattered <br/>7.3 Seven Strategies for Negotiating Success: Some Fancy Footwork for the Salary Pas de Deux <br/>7.4 Six Habits of Merely Effective Negotiators |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | 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: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) 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. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Negotiation in business |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Negotiation |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Barry, Bruce |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Saunders, David M. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Book |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Bill No | Bill Date | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Full call number | Accession Number | Date last seen | Date checked out | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Human Resource and Organization Behvaiour | 19-20/7450 | 25-06-2019 | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 06/28/2019 | Bharat Book Distributors | 558.01 | 2 | 658.4052 LEW | 000624 | 09/21/2023 | 09/04/2023 | 745.00 | 09/02/2019 | Book |