ESCP Europe

Negotiation is a critical skill needed for effective management. Negotiation 9e by Roy J. Lewicki, David M. Saunders, and Bruce Barry explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.

Chapter 1: The Nature of Negotiation --- Chapter 2: Strategy and Tactics of Distributive Bargaining --- Chapter 3: Strategy and Tactics of Integrative Negotiation --- Chapter 4: Negotiation: Strategy and Planning --- Chapter 5: Ethics in Negotiation --- Chapter 6: Perception, Cognition, and Emotion --- Chapter 7: Communication --- Chapter 8: Finding and Using Negotiation Power --- Chapter 9: Influence --- Chapter 10: Relationships in Negotiation --- Chapter 11: Agents, Constituencies, and Audiences --- Chapter 12: Coalitions --- Chapter 13: Multiple Parties and Groups in Negotiations --- Chapter 14: Individual Differences I: Gender and Negotiation --- Chapter 15: Individual Differences II: Personality and Abilities --- Chapter 16: International and Cross‐Cultural Negotiation --- Chapter 17: Managing Negotiation Impasses --- Chapter 18: Managing Difficult Negotiations --- Chapter 19: Third‐Party Approaches to Managing Difficult Negotiations --- Chapter 20: Best Practices in Negotiations .