Part 1: Negotiation Fundamentals1.The Nature of Negotiation 2.Strategy and Tactics of Distributive Bargaining 3.Strategy and Tactics of Integrative Negotiation 4.Negotiation: Strategy and Planning Part 2: Negotiation Subprocesses5.Perception, Cognition, and Emotion 6.Communication 7.Finding and Using Negotiation Power 8.Influence 9.Ethics in Negotiation Part 3: Negotiation Contexts10.Relationships in Negotiation 11.Agents, Constituencies, Audiences12.Coalitions13.Multiple Parties and TeamsPart 4: Individual Differences14.Individual Differences I: Gender and Negotiation15.Individual Differences II: Personality and AbilitiesPart 5: Negotiation across Cultures16.International and Cross-Cultural NegotiationPart 6: Resolving Differences17.Managing Negotiation Impasses18.Managing Negotiation Mismatches19.Third Party Approaches to Managing Difficult NegotiationsPart 7: Summary20.Best Practices in NegotiationsBibliographyName IndexSubject Index
Deans 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.
Dean of the School of Business at Queens University, Canada. He has
coauthored several articles on negotiation, conflict resolution,
employee voice, and organizational justice. Prior to accepting his
current appointment, he was director of the McGill MBA Japan
program in Tokyo, and he has traveled extensively throughout Asia,
Europe, and South America.
Professor of Management and Sociology at Vanderbilt University. His
research on negotiation, influence, power, and justice has appeared
in numerous scholarly journals and volumes. Professor Barry is a
past-president of the International Association for Conflict
Management (20022003), and a past chair of the Academy of
Management Conflict Management Division.
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