Negotiation
著者
書誌事項
Negotiation
Irwin/McGraw-Hill, c1999
3rd ed.
- : pbk.
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注記
Companion vol. to: Negotiation : reading, exercises, and cases
Includes bibliographical references (p. 478-516) and indexes
内容説明・目次
内容説明
Today, a manager cannot be effective without negotiation skills. This guide offers a practical psychological exploration of the major concepts and theories of bargaining and negotiation and the dynamics of interpersonal and intergroup conflict and its resolution. Relevant to a wide range of managers - not only those involved in human resource or industrial relations management - this book is packed with approaches readers can begin to apply at work immediately.
目次
NEGOTIATION FUNDAMENTALS Chapter 1 The Nature of Negotiation Chapter 2 Negotiation: Framing, Strategizing, and Planning Chapter 3 Strategy and Tactics of Distributive Bargaining Chapter 4 Strategy and Tactics of Integrative Negotiations NEGOTIATION SUBPROCESSES Chapter 5 Communication, Perception, and Cognitive Biases Chapter 6 Finding and Using Negotiation Leverage Chapter 7 Ethics in Negotiation NEGOTIATION CONTEXTS Chapter 8 The Social Context of Negotiation Chapter 9 Multiparty Negotiations: Colaitions and Groups Chapter 10 Individual Differences Chapter 11 Global Negotiation NEGOTIATION REMEDIES Chapter 12 Managing Difficult Negotiations: Individual Approaches Chapter 13 Managing Difficult Negotiations: Third-Party Approaches
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