Table of Contents

Chapter 1: The Nature of NegotiationChapter 2: Strategy and Tactics of Distributive BargainingChapter 3: Strategy and Tactics of Integrative NegotiationChapter 4: Negotiation: Strategy and PlanningChapter 5: Ethics in NegotiationChapter 6: Perception, Cognition, and EmotionChapter 7: CommunicationChapter 8: Finding and Using Negotiation PowerChapter 9: Relationships in NegotiationChapter 10: Multiple Parties, Groups, and Teams in NegotiationChapter 11: International and Cross-Cultural NegotiationChapter 12: Best Practices in Negotiations

About the Author

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. 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. 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.