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Negotiation Roy J. Lewicki, Bruce
Barry, David M. Saunders, John W. Minton (Fourth edition) |
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"Welcome to the
fourth edition of Negotiation. We delighted to present this new
and updated revision to you. (…) For those of you who
are familiar with the third edition, you will note little change in the
fundamental chapter organization of the book. For those of you who are not
familiar with previous editions, a brief overview is appropriate. The text is
organized into 13 chapters. The first four chapters introduce the reader to
negotiation fundamentals. Chapter 1 introduces the field of negotiation
and conflict management, describes the basic elements of interdependence with
other people, and briefly explores the challenges of managing that
interdependence. The second chapter describes the fundamental prework that negotiators must do to get ready for a
negotiation. (…) Chapters 3 and 4 then present the two core approaches
to negotiation: the basic dynamics of competitive (win-lose) bargaining (Chapter
3), and the basic dynamics of integrative (win-win) negotiation (Chapter 4). The next three chapters present fundamental
psychological subprocesses of negotiation:
perception, cognition, communication, persuasion and leverage, and ethical
judgment. (…) The next four chapters examine the social
contexts in which these negotiations occur, and which also therefore
influence how they evolve. (…) The last two chapters emphasize the
strategies that can be used by the parties to resolve breakdowns in the
negotiation process. (…)" From the Preface: |
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