Business Communication - McGraw-Hill Books

Management• Coordinated text and reader provides professors and students witha fully integrated learning system.• Easy to duplicate exercise material in the Instructors Manual (IM).The IM for Negotiation: REC, 5e contains files that are designed to beprinted, copied and handed out without the complications of re-formattingor re-typing. This tool will save users a lot of time.• Full background information on how to design and teach a negotiationcourse is provided in the Instructors Manual.• Reproducible masters for debriefing most exercises and cases arelocated in the IM online.CONTENTSSection 1: Negotiation Fundamentals. Section 2: Negotiation Subprocesses.Seciton 3: Negotiation Contexts. Section 4: Individual Differences.Section 5: Negotiation across Cultures. Section 6: Resolving Difference.Section 7: Summary. Exercises. Cases. Questionaireseconomies in Asia: China, Japan and India. Using a case studyapproach, the book presents an incisive analysis of the successesand failures in cross-cultural negotiations. Further, it providesvaluable insights that will deepen negotiators’ understanding ofcross-cultural negotiations as well as strengthen negotiators’ capabilityto deal with major issues in cross-cultural negotiations.The book is designed to: 1. Present the strategies, techniques,and dynamics of the negotiation process, 2. Elaborate on keycultural values and norms in China, Japan, and India, 3. Drawkey lessons on negotiating strategies in various cultures fromdetailed case studies, 4. Marry cross-cultural research frameworkand research findings with practitioners’ negotiating experience,5. Present a F.R.A.M.E. approach for cross-cultural analysis ofnegotiations with the Chinese, Japanese, and Indians, and 6.Offer practical negotiation tips (the dos and don’ts) for crossculturalnegotiation.CONTENTSChapter 1: Introduction to Negotiation and Culture Chapter 2: Negotiatingwith the Chinese Chapter 3: Negotiating with the Japanese Chapter4: Negotiating with the Indians Chapter 5: Cross-case Analysis - TheF.R.A.M.E. Approach to Strategic Negotiation Chapter 6: The Dos andDont’s in NegotiationsInternational EditionNEGOTIATION5th EditionBy Roy Lewicki, Ohio State University, Bruce Barry, VanderbiltUniversity—Nashville and David Saunders, University of Calgary2006 / 522 pagesISBN-13: 978-0-07-297307-5 / MHID: 0-07-297307-2ISBN-13: 978-0-07-124460-2 / MHID: 0-07-124460-3 [IE]Website: http://www.mhhe.com/lewickinegotationNegotiation is a critical skill needed for effective management.NEGOTIATION 5/e explores the major concepts andtheories of the psychology of bargaining and negotiation, andthe dynamics of interpersonal and intergroup conflict and itsresolution. It is relevant to a broad spectrum of managementstudents, not only human resource management or industrialrelations candidates.CONTENTS1. The Nature of Negotiation 2. Strategy and Tactics of DistributiveBargaining 3. Strategy and Tactics of Integrative Negotiation 4. NegotiationStrategy and Planning 5. Perception, Cognition and Emotion 6.Communication 7. Finding and Using Negotiation Power 8. Influence9. Ethics in Negotiation 10. Relationships in Negotiation 11. Audiences,Constituencies, Agents 12. Coalitions 13. Multiple Parties and Teams14. Individual Differences I: Gender and Negotiation 15. IndividualDifferences II: Personality and Abilities 16. International and Cross-Cultural Negotiation 17. Managing Negotiation Impasses 18. ManagingNegotiation Mismatches 19. Managing Difficult Negotiations: ThirdParty Approaches 20. Concluding CommentsSTRATEGIES FOR CROSS-CULTURAL NEGOTIATIONBy Tan Joo Seng and Elizabeth NK Lim2004 / 228 pagesISBN-13: 978-0-07-123478-8 / MHID: 0-07-123478-0An Asian PublicationThis book is about strategic negotiation across cultures. It iswritten for negotiators and students of negotiation who seekto understand the principles and processes of cross-culturalnegotiation and develop effective strategies for negotiating indifferent cultures. This book takes a completely different approachin the analysis of cross-border negotiations by examiningthe negotiations of US multinational companies in three majorSmall Business ManagementInternational EditionNEWENTREPRENEURIAL SMALL BUSINESSBy Jerry Katz, St Louis University2007 (December 2005) / 672 pagesISBN-13: 978-0-07-296798-2 / MHID: 0-07-296798-6ISBN-13: 978-0-07-325795-2 / MHID: 0-07-325795-8(with Student CD and OLC)ISBN-13: 978-0-07-110856-0 / MHID: 0-07-110856-4[IE with OLC and Premium Card]Website: http://www.mhhe.com/katzesbThis book is geared to give students a clear vision of small businessas it really is today. It focuses on the kinds of businessesthat students might actually start, instead of giving informationabout high growth firms. The goals of the companies describedin this text are personal independence with financial security,not market dominance with extreme wealth. Traditional beliefsand models in small business are discussed, as well as the latestfindings and best practices from academic and consulting arenas.ESB recognizes the distinction between entrepreneurs who aimto start the successor to Amazon.com or the pizza place on thecorner and focuses on the challenges facing entrepreneurs, whilekeeping focused on the small businesses they plan to create orenter. Most postsecondary school graduates are now startingsmall business, not high-growth or high-tech entrepreneurialfirms. This book addresses the need to focus on the distinctivenature of small business.FEATURES• Entrepreneurial Small Business focuses on the reality of how smallbusinesses get started by including a separate chapter on part-timebusinesses, Chapter 5: Paths to Part-Time Entrepreneurship. Part-timebusinesses are tremendously important as they are a major portion ofall current entrepreneurship and the way most people enter into selfemployment.This chapter discusses the benefits and challenges ofpart-time entrepreneurship.98HED 2007 Management.indd 9810/5/2006 1:24:26 PM