Únase a getAbstract para acceder al resumen.
Únase a getAbstract para acceder al resumen.
Roy J. Lewicki and Alexander Hiam
Mastering Business Negotiation
A Working Guide to Making Deals and Resolving Conflict
Jossey-Bass, 2006
¿De qué se trata?
Negotiation is a game. This is the rule book.
Recommendation
Authors Roy J. Lewicki and Alexander Hiam clearly are familiar with the academic research governing negotiation, but they don't let this direct, pragmatic guide get bogged down in it. In fact, they use many real life examples to clarify their advice. Lewicki and Hiam don't add that much new material to the study of negotiation; experienced negotiators will find much of what they say familiar. However, they deliver a strong, methodical, hard-headed approach. They break negotiation into specific skills, concepts and activities that anyone can study and learn to do more skillfully. At the same time, they are realistic about the challenges involved – and about the fact that sometimes other considerations (such as power or apathy) trump negotiation. They present all this with useful traces of humor. getAbstract recommends their book to everyone who is serious about learning the art of negotiation, especially novices.
Summary
About the Authors
Roy J. Lewicki has published more than 30 books including Negotiation, Negotiation: Readings, Exercises and Cases and Essentials of Negotiation. He is a professor at Ohio State University. Alexander Hiam has published several books including Marketing for Dummies and Motivational Management.
Comment on this summary