Essentials of Negotiation 6th Edition Lewicki Solutions Manual

Essentials of Negotiation 6th Edition Lewicki Solutions Manual

Product Details:

• ISBN-10 ‏ : ‎ 0077862465
• ISBN-13 ‏ : ‎ 978-0077862466
• Author: Roy Lewicki, Bruce Barry, David Saunders 

Table of contents:

Section 1: Negotiation Fundamentals

1.1 Three Approaches to Resolving Disputs: Interests, Rights, and Power

1.2 Selecting a Strategy

1.3 Balancing Act: How to Manage Negotiation Tensions

1.4 The Negotiation Checklist

1.5 Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions

1.6 Closing Your Business Negotiations

1.7 Defusing the Exploding Offer: The Farpoint Gambit

1.8 Implementing a Collaborative Strategy

1.9 Solve Joint Problems to Create and Claim Value

1.10 The Walk in the Woods: A Step-by-Step Method for Facilitating Interest-Based Negotiation and Conflict Resolution

1.11 Negotiating with Liars

1.12 Negotiation Ethics

1.13 Three Schools of Bargaining Ethics

Section 2: Negotiation Subprocesses

2.1 Negotiating Rationally: The Power and Impact of the Negotiator’s Frame

2.2 Managers and Their Not-So Rational Decisions

2.3 Untapped Power: Emotions in Negotiation

2.4 Negotiating with Emotion

2.5 Negotiating Under the Influence: Emotional Hangovers Distort Your Judgment and Lead to Bad Decisions

2.6 Staying with No

2.7 Negotiation via (the New) E-mail

2.8 Where Does Power Come From?

2.9 Harnessing the Science of Persuasion

2.10 The Six Channels of Persuasion

2.11 A Painful Close

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