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New to this edition
1.Completely updated and revised – the authors have reviewed every chapter, utilizing extensive feedback from faculty who have used the book in previous editions.Some of the chapters have been reorganized and rewritten to present the material more coherently and effectively.
2.Improved the graphics format and page layout that make this book more visually interesting and readable.
3.Updated features and cartoon callouts, which enhance the book’s readability and offers lively perspectives on negotiation dynamics.
4.Expanded discussion on topics, such as, alternatives/choosing alternatives; importance of negotiation goals; fundamental nature of power; importance of trust and trust repair; responding to anger; responding to irrationality; and more!
作者簡介
Roy Lewicki
現職：Ohio State University
Bruce Barry
現職：Vanderbilt University
David Saunders
現職：Queens University
PART I: NEGOTIATION FUNDAMENTALS
Ch 1 The Nature of Negotiation
Ch 2 Strategy and Tactics of Distributive Bargaining
Ch 3 Strategy and Tactics of Integrative Negotiation
Ch 4 Negotiation: Strategy and Planning
Ch 5 Ethics in Negotiation
PART II: NEGOTIATION SUBPROCESSES
Ch 6 Perception, Cognition, and Emotion
Ch 7 Communication
Ch 8 Finding and Using Negotiation Power
Ch 9 Influence
PART III: NEGOTIATION CONTEXTS
Ch 10 Relationships in Negotiation
Ch 11 Agents, Constituencies, Audiences
Ch 12 Coalitions
Ch 13 Multiple Parties and Teams in Negotiation
PART IV: INDIVIDUAL DIFFERENCES
Ch 14 Individual Differences I: Gender and Negotiation
Ch 15 Individual Differences II: Personality and Abilities
PART V: NEGOTIATION ACROSS CULTURES
Ch 16 International and Cross-Cultural Negotiation
PART VI: RESOLVING DIFFERENCES
Ch 17 Managing Negotiation Impasses
Ch 18 Managing Difficult Negotiations
Ch 19 Third Party Approaches to Managing Difficult Negotiations
PART VII: SUMMARY
Ch 20 Best Practices in Negotiations
