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Negotiation by Roy Lewicki, David Saunders, Bruce Barry is a business book available to read on EtoBox.

What is Negotiation about?

Title Contents Part 1: Negotiation Fundamentals 1. The Nature of Negotiation A Few Words about Our Style and Approach Joe and Sue Carter Characteristics of a Negotiation Situation Interdependence Types of Interdependence Affect Outcomes Alternatives Shape Interdependence Mutual Adjustment Mutual Adjustment and Concession Making Two Dilemmas in Mutual Adjustment Conflict Definitions Levels of Conflict Functions and Dysfunctions of Conflict Factors That Make Conflict Easy or Difficult to Manage Value Claiming and Value Creation Effective Conflict Management Overview of the Chapters in This Book Chapter Summary 2. Strategy and Tactics of Distributive Bargaining The Distributive Bargaining Situation The Role of Alternatives to a Negotiated Agreement Settlement Point Bargaining Mix Fundamental Strategies Discovering the Other Party’s Resistance Point Influencing the Other Party’s Resistance Point Tactical Tasks Assessing the Other Party’s Target, Resistance Point, and Costs of Terminating Negotiations Manage the Other Party’s Impressions Modify the Other Party’s Perceptions Manipulate the Actual Costs of Delay or Termination Positions Taken during Negotiation Opening Offers Opening Stan

Who reads Negotiation?

Author

Roy Lewicki, David Saunders, Bruce Barry

Publisher

McGraw-Hill School Education Group

Published

2009

Language

EN

ISBN

9780073381206

Category

business

Subjects

Management, Business, Management & Leadership

Rating

3.92 / 5 (194 ratings)

Updated

2026-03-14