(Ebook) Negotiation 4th Edition by Roy Lewicki, Bruce Barry, David Saunders, John Minton, Bruce Barry, John Minton ISBN 9780072432558 0072432551

(Ebook) Negotiation 4th Edition by Roy Lewicki, Bruce Barry, David Saunders, John Minton, Bruce Barry, John Minton ISBN 9780072432558 0072432551

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Product details:

ISBN 10: 0072432551
ISBN 13: 9780072432558
Author: Roy Lewicki, Bruce Barry, David Saunders, John Minton, Bruce Barry, John Minton

(Ebook) Negotiation 4th Edition Table of contents:

Section 1: Negotiation Fundamentals

1.1 Three Approaches to Resolving Disputes: Interests, Rights, and Power – William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg
1.2 Selecting a Strategy – Roy J. Lewicki, Alexander Hiam, and Karen W. Olander
1.3 NEW! Balancing Act: How to Manage Negotiation Tensions – Susan Hackley
1.4 The Negotiation Checklist – Tony Simons and Thomas Tripp
1.5 NEW! Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions – Gerard I. Nierenberg and Henry H. Calero
1.6 NEW! Closing Your Business Negotiations – Claude Cellich
1.7 Defusing the Exploding Offer: The Farpoint Gambit – Robert J. Robinson
1.8 Implementing a Collaborative Strategy – Roy J. Lewicki, Alexander Hiam, and Karen W. Olander
1.9 NEW! Solve Joint Problems to Create and Claim Value – David A. Lax and James K. Sebenius
1.10 NEW! Even at Megastores, Hagglers Find No Price Is Set in Stone – Matt Richtel

Section 2: Negotiation Subprocesses

2.1 Negotiating Rationally: The Power and Impact of the Negotiator's Frame – Margaret A. Neale and Max H. Bazerman
2.2 NEW! Managers and Their Not-So Rational Decisions – S. Trevis Certo, Brian L. Connelly, and Laszlo Tihanyi
2.3 NEW! When Your Thoughts Work Against You – Program on Negotiation Newsletter
2.4 NEW! Untapped Power: Emotions in Negotiation – Daniel L. Shapiro
2.5 Staying with No – Holly Weeks
2.6 NEW! Risks of E-Mail – Anita D. Bhappu and Zoe I. Barsness
2.7 Where Does Power Come From? – Jeffrey Pfeffer
2.8 Harnessing the Science of Persuasion – Robert B. Cialdini
2.9 NEW! The Six Channels of Persuasion – G. Richard Shell
2.10 NEW! Negotiating With Liars – Robert S. Adler
2.11 NEW! Negotiation Ethics – Charles B. Craver
2.12 Three Schools of Bargaining Ethics – G. Richard Shell
2.13 NEW! A Painful Close – Leonard Greenhalgh

Section 3: Negotiation Contexts

3.1 Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation – Margaret A. Neale and Max H. Bazerman
3.2 NEW! The Soft Sell – Chuck Salter
3.3 NEW! Bargaining in the Shadow of the Tribe – John H. Wade
3.4 NEW! Four Strategies for Making Concessions – Deepak Malhotra
3.5 The High Cost of Low Trust – Keith G. Allred
3.6 NEW! Consequences of Principal and Agent – Jayne Seminare Docherty and Marcia Caton Campbell
3.7 NEW! The Tension between Principals and Agents – Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello
3.8 When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal – James K. Sebenius
3.9 NEW! This is Not a Game – Alix Stuart
3.10 The New Boss – Matt Bai
3.11 NEW! Can't Beat Them? Then Join a Coalition – Program on Negotiation Newsletter
3.12 NEW! Building and Maintaining Coalitions and Allegiances Throughout Negotiations – Lisa Bracken
3.13 NEW! The Surprising Benefits of Conflict in Negotiating Teams – Program on Negotiation Newsletter

Section 4: Individual Differences

4.1 Women Don't Ask – Linda Babcock and Sara Laschever
4.2 NEW! Become a Master Negotiator – Michael Benoliel with Linda Cashdan
4.3 Should You Be a Negotiator? – Ray Friedman and Bruce Barry

Section 5: Negotiation Across Cultures

5.1 NEW! Culture and Negotiation – Jeanne M. Brett
5.2 Intercultural Negotiation in International Business – Jeswald W. Salacuse
5.3 American Strengths and Weaknesses – Tommy T. B. Koh

Section 6: Resolving Differences

6.1 Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia – Chris Huxham and Siv Vangen
6.2 Taking Steps toward "Getting to Yes" at Blue Cross and Blue Shield of Florida – Bridget Booth and Matt McCredie
6.3 Taking the Stress Out of Stressful Conversations – Holly Weeks
6.4 Renegotiating Existing Agreements: How to Deal with "Life Struggling against Form" – Jeswald W. Salacuse
6.5 NEW! Negotiating with Disordered People – Elizabeth L. Jeglic and Alexander A. Jeglic
6.6 When and How to Use Third-Party Help – Roy J. Lewicki, Alexander Hiam, and Karen W. Olander
6.7 NEW! Investigative Negotiation – Deepak Malhotra and Max H. Bazerman

Section 7: Summary

7.1 Best Practices in Negotiation – Roy J. Lewicki, Bruce Barry, and David M. Saunders
7.2 NEW! 'Getting Past Yes': Negotiating as if Implementation Mattered – Danny Ertel
7.3 NEW! Seven Strategies for Negotiating Success – Max Messmer
7.4 Six Habits of Merely Effective Negotiators – James K. Sebenius

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Tags: Roy Lewicki, Bruce Barry, David Saunders, John Minton, Bruce Barry, John Minton, Negotiation