Negotiation: Readings, Exercises, and Cases Author: Bruce Barry | Language: English | ISBN:
007353031X | Format: PDF
Negotiation: Readings, Exercises, and Cases Description
Negotiation is a critical skill needed for effective management. Negotiation: Readings, Exercises, and Cases 6e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. The Readings portion of the book is ordered into seven sections: (1) Negotiation Fundamentals, (2) Negotiation Subprocesses, (3) Negotiation Contexts, (4) Individual Differences, (5) Negotiation across Cultures, (6) Resolving Differences, and (7) Summary. The next section of the book presents a collection of role-play exercises, cases, and self-assessment questionnaires that can be used to teach negotiation processes and subprocesses.
- Paperback: 720 pages
- Publisher: McGraw-Hill/Irwin; 6 edition (December 11, 2009)
- Language: English
- ISBN-10: 9780073530314
- ISBN-13: 978-0073530314
- ASIN: 007353031X
- Product Dimensions: 9.1 x 7.3 x 1 inches
- Shipping Weight: 2.2 pounds (View shipping rates and policies)
This falls between the average "how to" and academic journal type articles. Great for classroom use, or for enterprising individuals who want to teach themselves about negotiation. Nearly all the authorities in organizational behavior and negotiation are included here. Nice variety of approaches to the subject. Exercises cover the range and include material on natural environment and on international negotiation. International material needs more, but gives good beginning frameworks. Exercises need teacher's manual (forthcoming?).
By A Customer
The articles in this book are great reading. They provide thoughtful insite on many different topics. The cases, however, are completely useless without the instructors' manual. As best I can tell, the instructors' manual is not available for purchase unless you are using this book for a class. Therefore, in my opinion, this book is a poor value outside the academic world.
By A Customer
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