Negotiation
著者
書誌事項
Negotiation
（McGraw-Hill higher education）
McGraw-Hill/Irwin, c2010
6th ed
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注記
Includes bibliographical references (p. 565-613) and indexes
内容説明・目次
内容説明
Negotiation is a critical skill needed for effective management. Negotiation 6/e explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.
目次
Part 1: Negotiation Fundamentals1.The Nature of Negotiation 2.Strategy and Tactics of Distributive Bargaining 3.Strategy and Tactics of Integrative Negotiation 4.Negotiation: Strategy and Planning Part 2: Negotiation Subprocesses5.Perception, Cognition, and Emotion 6.Communication 7.Finding and Using Negotiation Power 8.Influence 9.Ethics in Negotiation Part 3: Negotiation Contexts10.Relationships in Negotiation 11.Agents, Constituencies, Audiences12.Coalitions13.Multiple Parties and TeamsPart 4: Individual Differences14.Individual Differences I: Gender and Negotiation15.Individual Differences II: Personality and AbilitiesPart 5: Negotiation across Cultures16.International and Cross-Cultural NegotiationPart 6: Resolving Differences17.Managing Negotiation Impasses18.Managing Negotiation Mismatches19.Third Party Approaches to Managing Difficult NegotiationsPart 7: Summary20.Best Practices in NegotiationsBibliographyName IndexSubject Index
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