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Negotiation: Readings, Exercises and Cases
Free PDF Negotiation: Readings, Exercises and Cases
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About the Author
Dean’s Distinguished Teaching Professor and Professor of Management and Human Resources at the Max. M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki has served as the president of the International Association of Conflict Management. He received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution.
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Product details
Paperback: 724 pages
Publisher: McGraw-Hill Europe; 7th Revised ed. edition (August 1, 2014)
Language: English
ISBN-10: 0077862422
ISBN-13: 978-0077862428
Product Dimensions:
7.3 x 1.1 x 9 inches
Shipping Weight: 2.3 pounds
Average Customer Review:
3.8 out of 5 stars
189 customer reviews
Amazon Best Sellers Rank:
#153,932 in Books (See Top 100 in Books)
This is the first book that delivers on its promise to teach negotiation. I found that printed and online resources offered nonsense like "hot tips" and "fool-proof methods". Screw that. I needed to have someone explain negotiation to me from the ground up. That's what this book does.Be forewarned, it has the formality of a textbook—which it literally seems to be. The amount of information presented borders on being too much, which is a refreshing change after being short-changed by every other book I have seen. Fortunately, the writing style is clear, concise, well organized, and makes excellent use of tables and diagrams.For years, I had assumed that all of negotiation fell along a single axis running from "success" to "failure". Here, negotiation is shown to be a multi-dimensional process wherein traditional ploys are revealed to be the least effective of the available strategies.I am no longer a clueless brawler and can now negotiate with ever increasing ease and effectiveness.
Though this book was optional for my Negotiation/Conflict Resolution class, I am very happy that I had it to refer back to as needed and read about certain topics more in depth.The book has 7 parts, each containing different chapters.Part One covers Negotiation Fundamentals and contains chapters 1-5.CH1: The Nature of NegotiationCH2: Strategy and Tactics of Distributive BargainingCH3: Strategy and Tactics of Integrative NegotiationCH4: Negotiation: Strategy and PlanningCH5: Ethics in NegotiationPart 2 covers Negotiation Subprocesses and contains chapters 6-9.CH6: Perception, Cognition, and EmotionCH7: CommunicationCH8: Finding and Using Negotiation PowerCH9: InfluencePart 3 covers Negotiation Contexts and contains chapters 10-13.CH10: Relationships in NegotiationCH11: Agents, Constituencies, and AudiencesCH12: CoalitionsCH13: Multiple Parties, Groups, and Teams in NegotiationsPart 4 covers Individual Differences and contains chapters 14 & 15.CH14: Individual Differences 1: Gender and NegotiationCH15: Individual Differences 2: Personality and AbilitiesPart 5 covers Negotiation across Cultures and contains chapter 16.CH16: International and Cross-Cultural NegotiationPart 6 covers Resolving Differences and contains chapters 17-19CH 17: Managing Negotiation ImpassesCH18: Managing Difficult NegotiationsCH19: Third-Party Approaches to Managing Difficult Negotiationsand finally...Part 7 is the Summary and contains chapter 20.CH20: Best Practices in NegotiationsI elected to rent this book through Amazon as it was MUCH cheaper than buying or renting the book from my school AND I don't have to stand in those long bookstore return lines when I am done with this. I simply box it back up in the box it came in and drop it off at the post office.
This book is like the bible of negotiations. It is so full of info to the extent of confusing you (unless you know what you are looking for).I had a problem with the exercises though, I expected a rather complete exercise with analysis of what the answers could be and a hint to to the best approach, etc.Instead I saw some interesting exercises that spin around certain situations that require a lot of effort and that's it ! I would have loved if more info about the negotiation framework were provided and linked to the exercise.
It’s a great book. All the chapters are laid out with great level of research. I got a complete new perspective on the subject. The seventh edition is a whole lot different than that of the sixth edition. If you are thinking of grabbing an older edition to substitute the seventh edition then it would be a mistake as this book is quite different than its predecessor.
Dumbest technical book ever written. Waste of time and hundreds of dollars. Gibberish with extraneous use of meandering nonsensical psychological theories and overuse of technical jargon. Seemed as if author wanted to sound pedantic but instead came out sounding ridiculous.
I don't like this book simply because it is a text book for one of my classes, and I don't find the class interesting at all. The information in the text book is good, and it is useful, but I wish it was presented in a more interesting way. Then again, I am using this book for a masters class, so I don't expect the information to be interesting.
Arrived quickly and was very informative. This is a Masters level text book and has a lot of great exercises to work through to ensure understanding. Heck of a lot cheaper than campus book stores!
Its an interesting book to read and I thoroughly enjoyed it.It gives a good perspective on negotiating tactics.
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