Negotiation [Paperback]

Roy Lewicki (Author), David Saunders (Author), Bruce Barry (Author)

Book Description

ISBN-10: 0072973072 | ISBN-13: 978-0072973075 | Publication Date: April 26, 2005 | Edition: 5

Negotiation is a critical skill needed for effective management. Negotiation 5/e 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..

Editorial Reviews

About the Author

Roy J. Lewicki is the Dean's Distinguished Teaching Professor 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 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. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.

David M. Saunders is Dean of the Faculty of Management at the Queen's University in Ontario, Canada. He has co-authored several books and articles on negotiation, conflict resolution, employee voice and organizational justice. He is also the winner of a distinguished teacher award and co-developed the McGill Negotiation Simulator, a computer-based interactive video simulation of negotiation. Prior to his current appointment, David was Director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia and Europe. He and his wife Susan are the proud parents of Basil, a very active Wheaton Terrier puppy..

Product Details

• Paperback: 624 pages
• Publisher: McGraw-Hill/Irwin; 5 edition (April 26, 2005)
• Language: English
• ISBN-10: 0072973072
• ISBN-13: 978-0072973075
• Product Dimensions: 9 x 7.2 x 0.9 inches
• Shipping Weight: 2 pounds
• Average Customer Review: 4.9 out of 5 stars  See all reviews (8 customer reviews)
• Amazon Best Sellers Rank: #115,473 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

17 of 18 people found the following review helpful:

5.0 out of 5 stars The Most Comprehensive, Authoritative Negotiation Text Ever, October 27, 2005

By 

R. Grasso "ResolutionLawyer" (Dallas, TX USA) - See all my reviews

This review is from: Negotiation (Paperback)

In my work as an attorney and mediator, and as a lecturer in negotiation and negotiation competition coach, I have read all of the "great" negotiation books written since "Getting to Yes". This 5th edition of "Negotiation" is head and shoulders above the rest of the crowd in a very crowded field.

The book is well-organized and well-researched, with and exellent bibliography and index. Of probably the greatest interest to most readers is Part 1, consisting of separate paragraphs treating in depth the nature of negotiation, the strategy and tactics of distributive bargaining, the strategy and tactics of integrative bargaining and negotiation strategy and planning. By looking at distributive and integrative bargaining as separate processes with their own goals and preparations, the authors have given us a useful diagnostic tool in appraching a negotiation situation.

I also appreciated the excellent treatment given to negotiation subprocesses and contexts and insights into rezolving the inevitable differences that arise in a negotiation.

Even though it is only 526 pages, this is a negotiation tome. I have read the entire book and re-read many portions. There is so much interesting and useful information that unless the book is read deliberately and without undue delay it will be easy to forget most of what is covered. For a refresher, the reader should consider "Essentials of Negotiation" by the same authors.

4 of 4 people found the following review helpful:

5.0 out of 5 stars Comprehensive book on Negotiation, February 7, 2007

By 

Krista A. Miller (Chicago, IL USA) - See all my reviews
(REAL NAME)   

This review is from: Negotiation (Paperback)

Currently taking a Negotiation course at Northwestern U. in Chicago. This book was the required text and a favorite of the professor. It covers more ground than most, giving a comprehensive look at the process of negotiation. It teaches you the importance of preparation and how to go about it. It covers negotiation strategies and what you need to consider when developing yours. Lastly, it covers the different problems that can arise with people and situations and how to best handle those.

Overall, a good book for someone wishing to learn more about negotiation and bargaining.

2 of 2 people found the following review helpful:

5.0 out of 5 stars Use as Graduate Text for Negotiations, August 19, 2007

By 

John Baxter "jb" (Chicago, Illinois) - See all my reviews
(REAL NAME)   

This review is from: Negotiation (Paperback)

This is by far the finest and most well-organized of all the Negotiations books I've seen over the past 5 years. I teach Negotiations at a graduate business school, and my students have consistently raved about how well the book mirrors real life for them in their companies - and how accurate the cases are.
When I use the cases for teaching, the dynamics bring out major teaching points, and (here's that word again) consistently provide additional discussion among them ... as well as put them in artificial situations that elicit genuine emotions - making the negotiations "real-world".
I hope the author (Lewicki) continues with future editions. His book makes my job easier, and helps educate the students with narrative and cases far better.
It's NOT just for teaching ... others have read it as "just" a book talking about Negotiations ... and they enjoy it as much as I do.
I have recommended him (and this book) to anyone who's asked.
John Baxter, Adjunct Professor of Management
Aquinas College,
Grand Rapids, Michigan
written August 2007