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Roy Lewicki, Bruce Barry, David Saunders
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โก Free 3min Summary
Negotiation: Readings, Exercises, and Cases - Summary
This comprehensive educational resource serves as a practical guide to understanding and mastering the art of negotiation through an experiential learning approach. The book combines theoretical frameworks with real-world applications, featuring an extensive collection of readings, exercises, and case studies designed to develop effective management and negotiation skills. It provides a unique blend of psychological insights into bargaining behaviors while addressing both interpersonal and inter-group conflict dynamics, making it an invaluable tool for management professionals across various specializations.
Key Ideas
Psychological Foundations of Negotiation
The book delves deep into the psychological aspects that influence bargaining behaviors, exploring how mental models, cognitive biases, and emotional intelligence impact negotiation outcomes. It provides readers with frameworks to understand and leverage psychological principles for more effective negotiations.
Experiential Learning Framework
Through its collection of 32 exercises and 9 cases, the book emphasizes learning by doing. This practical approach allows readers to apply theoretical concepts in simulated environments, helping them develop and refine their negotiation skills through hands-on experience and reflection.
Conflict Resolution Dynamics
The text examines both interpersonal and inter-group conflict resolution strategies, providing readers with tools to navigate complex organizational dynamics. It addresses how different management styles, power relationships, and cultural factors influence conflict resolution processes.
FAQ's
While the book is particularly valuable for management students and professionals, its comprehensive approach makes it useful for anyone involved in business negotiations, conflict resolution, or leadership roles. It's not limited to HR or industrial relations specialists but applies to various business contexts.
The book employs a multi-modal learning approach through its combination of 50 readings, 32 exercises, 9 cases, and 5 questionnaires. This structure allows readers to understand concepts theoretically, practice them through exercises, and analyze real-world applications through case studies.
The book's unique strength lies in its experiential approach and comprehensive coverage of both psychological and practical aspects of negotiation. Unlike traditional textbooks that focus solely on theory, this resource provides hands-on tools and exercises for skill development while maintaining academic rigor.
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