Negotiation by Lewicki
Book Summary of Negotiation by Roy J. Lewicki, David M. Saunders, and John W. Minton
Citation:
Negotiation, 3rd edition, Roy J. Lewicki, David M. Saunders, and John W. Minton, (Boston: Irwin McGraw-Hill, 1999).
This Book Summary written by: Conflict Research Consortium Staff
Readers will find this textbook on negotiations to be broadly accessible and very informative. The third edition has been substantially updated and revised to reflect current negotiations research. Thirteen chapters are presented in four parts. The first chapters focus on the basic elements of conflict and negotiation. Part Two examines the processes of communication, persuasion, and ethical judgment. Part Three explores external influences on negotiations, including the social context, coalition or group participation, individual personality differences, and cultural factors. The final chapters discuss ways for parties and third-parties to address breakdowns in the negotiation process. The text includes a bibliography and a comprehensive index.
Negotiation Basics
The negotiation situation is characterized by two or more interdependent parties who have a conflict of interest, and who choose to address that conflict by striving to reach an agreement through a process of mutual adjustment of each party's demands and concessions. Conflicts may arise at different levels, from within an individual to between groups or nations. Parties may address conflict by avoidance, by yielding to or accommodating the other, by competing to dominate the other, by compromising to split gains and losses, or by collaborative problem-solving to reach maximally beneficial mutual agreements. When managed appropriately, conflict can be constructive.
Pre-negotiation planning is the key to successful negotiations. Before opening negotiations, parties need to frame the problem at hand, define their goals, select a negotiating strategy, and develop a plan for implementing that strategy. Specific planning steps
Citation:
Negotiation, 3rd edition, Roy J. Lewicki, David M. Saunders, and John W. Minton, (Boston: Irwin McGraw-Hill, 1999).
This Book Summary written by: Conflict Research Consortium Staff
Readers will find this textbook on negotiations to be broadly accessible and very informative. The third edition has been substantially updated and revised to reflect current negotiations research. Thirteen chapters are presented in four parts. The first chapters focus on the basic elements of conflict and negotiation. Part Two examines the processes of communication, persuasion, and ethical judgment. Part Three explores external influences on negotiations, including the social context, coalition or group participation, individual personality differences, and cultural factors. The final chapters discuss ways for parties and third-parties to address breakdowns in the negotiation process. The text includes a bibliography and a comprehensive index.
Negotiation Basics
The negotiation situation is characterized by two or more interdependent parties who have a conflict of interest, and who choose to address that conflict by striving to reach an agreement through a process of mutual adjustment of each party's demands and concessions. Conflicts may arise at different levels, from within an individual to between groups or nations. Parties may address conflict by avoidance, by yielding to or accommodating the other, by competing to dominate the other, by compromising to split gains and losses, or by collaborative problem-solving to reach maximally beneficial mutual agreements. When managed appropriately, conflict can be constructive.
Pre-negotiation planning is the key to successful negotiations. Before opening negotiations, parties need to frame the problem at hand, define their goals, select a negotiating strategy, and develop a plan for implementing that strategy. Specific planning steps