000			02743nam a22002657a 4500
999			_c1414 _d1414
005			20211102111742.0
008			211102b ||||| |||| 00| 0 eng d
020			_a9789353167035
082			_a158.5 _bLEW
100			_aLewicki, Roy J. _94292
245			_aNegotiation
250			_a7th
260			_bMcGraw Hill Education (India) Pvt. Ltd. _aNew Delhi _c2019
300			_axvii, 654 p.
365			_aINR _b875.00
504			_aTable of content 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 5. Ethics in negotiation Part 2: Negotiation Subprocesses 6. Perception, cognition, and emotion 7. Communication 8. Finding and using negotiation power 9. Influence Part 3: Negotiation Contexts 10. Relationships in negotiation 11. Agents, constituencies, audiences 12. Coalitions 13. Multiple parties, groups and teams in negotiation 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 difficult negotiations 19. Third-party approaches to managing difficult negotiations Part 7: Summary 20. Best practices to negotiation
520			_aOVERVIEW Already established as a seminal textbook on negotiation, this edition continues to take the legacy forward by updating the new edition thoroughly. The text is designed to cover syllabi requirements of graduate students specializing in HR-OB taking up courses on negotiation. A detailed textbook on the area, the title covers all major topics on negotiation and is a highly application-oriented text. The seventh edition of Negotiation is a thoroughly updated version and feedback from readers and academicians have been incorporated. The content has been reorganized and rewritten to present the material more coherently and effectively. FEATURES 1. All chapters have been thoroughly revised and updated to include the latest research and trends on negotiation strategy, tactics and effectiveness 2. Elevated prominence for the section on negotiation ethics 3. Expanded coverage of negotiation within long term relationships 4. Chapter objectives and outlines at the beginning of each chapter
650			_aNegotiation _9353
650			_aConflict management _9719
650			_aNegotiation in business _9428
650			_aPsychology, Applied _94293
700			_aSaunders, David M. _94294
700			_aBarry, Bruce _94295
942			_2ddc _cBK