Negotiation Studies: Reading, Practice, and Cases: 4th Edition

Author: Roy J. Lewicki David M. Saunders John W. Minton
Publisher:
Publish Date: 2005-12-01
Features: In real life, negotiation is everywhere. Negotiation skills are a capability that allows for both horizontal and vertical development of oneself. The acquisition of this capability can not only be achieved through long social experience; it also requires a certain foundation of rational understanding. This book is a supplementary guide for the textbook "Negotiation Theory" (4th Edition), summarizing rational knowledge related to negotiation. The reading section of this book consists of 14 chapters, including the nature of negotiation; preparation before negotiation; strategies and tactics of competitive negotiation; strategies and tactics of cooperative negotiation; communication and perceptual biases; discovering negotiation levers; ethics in negotiation; social context; joint, multi-party, and group negotiations; individual differences; global negotiation; dealing with difficult negotiations: personal intervention; dealing with difficult negotiations: third-party intervention, as well as the application of negotiation. The exercise section provides a series of role-playing exercises, cases, and self-assessment questionnaires, which allows readers to deepen their understanding of the negotiation process and sub-processes. This book is suitable for a wide range of audiences, including senior and middle-level managers in enterprises, business professionals, faculty and students of business management and trade-related majors in higher education institutions; government officials and administrative personnel, as well as individuals from various fields who wish to improve their negotiation skills.