Negotiation Practice (Second Edition)

Author: Roy Lewicki
Publisher:
Publish Date: 2004-01-01
Features: This book reveals the main concepts and theories of negotiation and negotiation psychology, clarifies the principles and methods of conflict resolution between individuals and groups in negotiation; the content is comprehensively updated; a large number of new cases and new media materials are adopted to enhance practicality and readability. It can be used for short-term college courses and training programs, and also serves as a teaching and reference book for courses such as negotiation, labor relations, and conflict management. The main content of this book includes the nature of negotiation, negotiation steps, strategies and tactics of adversarial negotiation, strategies and tactics of integrative negotiation, communicating perceptual and cognitive errors, discovering and leveraging negotiation levers, ethical norms in business negotiation, global negotiation, and how to handle difficult negotiations. The book reveals the main concepts and theories of business negotiation and negotiation psychology, clarifies the principles and methods of conflict resolution between individuals and groups in negotiation, and enables readers to understand the core content of negotiation through concise narration. It is accompanied by a large number of new cases and new media materials that are both practical and readable.