ISE Essentials of Negotiation 2024 Release By Roy Lewicki, Bruce Barry, David Saunders
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ISE Essentials of Negotiation 2024 Release By Roy Lewicki, Bruce Barry, David Saunders

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365
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10.36 MB
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Digital PDF
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eBook[PDF]
About this ebook
The ISE Essentials of Negotiation: 2024 Release (International Student Edition) by Roy J. Lewicki, Bruce Barry, and David M. Saunders is a condensed version of the authors' broader main textbook, Negotiation. Published by McGraw-Hill, this textbook focuses on foundational negotiation sub-processes, interpersonal/inter-group dynamics, and real-world application rather than deep academic research. [1, 2]
The book is structured into 12 core chapters covering the following primary topics: [1, 2]
  • Chapter 1: The Nature of Negotiation – An introduction to basic characteristics of negotiation, conflict resolution, interdependencies, and foundational concepts.
  • Chapter 2: Strategy and Tactics of Distributive Bargaining – Focuses on competitive, win-lose bargaining situations, managing concessions, and claiming value.
  • Chapter 3: Strategy and Tactics of Integrative Negotiation – Focuses on collaborative, win-win scenarios, expanding the pie, identifying shared interests, and creating mutual value.
  • Chapter 4: Negotiation Strategy and Planning – Discusses setting objectives, determining the Best Alternative to a Negotiated Agreement (BATNA), stages of negotiation, and building a structured plan.
  • Chapter 5: Ethics in Negotiation – Explores what is appropriate vs. inappropriate behavior, dealing with deception, and navigating moral dilemmas.
  • Chapter 6: Perception, Cognition, and Emotion – Explores how cognitive biases, psychological frames of reference, and emotional states influence a negotiator’s judgment.
  • Chapter 7: Communication – Analyhes verbal and non-verbal techniques, feedback loops, actively listening, and avoiding miscommunication during discussions.
  • Chapter 8: Power and Influence in Negotiation – Strategies for identifying, leveraging, and neutralizing structural or personal power dynamics.
  • Chapter 9: Relationships in Negotiation – Investigates the differences between a one-off transaction and negotiating with ongoing partners, colleagues, or long-term stakeholders.
  • Chapter 10: Multiple Parties and Groups in Negotiations – Covers the structural dynamics and coalitions formed during multiparty, collective team, or group negotiation sessions.
  • Chapter 11: International and Cross-Cultural Negotiation – Addresses how cultural values, international laws, customs, and regional behaviors alter the negotiation environment.
  • Chapter 12: Best Practices in Negotiations – Summarizes key takeaways, self-evaluation strategies, and fundamental rules for becoming a master negotiator. [1, 2, 3]

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Topics

Best Practices in Negotiations Ethics in Negotiation International and Cross-Cultural Negotiation Multiple Parties and Groups in Negotiations Nature of Negotiation Negotiation Strategy and Planning Power and Influence in Negotiation Relationships in Negotiation Strategy and Tactics of Distributive Bargaining Strategy and Tactics of Integrative Negotiation
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