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Negotiation

Author: Lewicki, Roy J. Publisher: McGraw-Hill, 2006.Edition: 5th ed.Language: EnglishDescription: 597 p. : Ill. ; 22 cm.ISBN: 0071244603Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HD6952 .L49 2006
(Browse shelf)
900094131
Available 900094131
Total holds: 0

Includes bibliographical references and index

Digitized

Negotiation Part 1: Negotiation Fundamentals 1 . T h c Nature of Negotiation 1 32 71 2. 3. Strategy and Tactics of Distributive Bargaining Strategy and Tactics of Integrative Negotiation Negotiation Strategy and Planning 102 4. Part 2: Negotiation Subprocesses 5. 6. Perception, Cognition, and Emotion Communication 162 183 132 7. 8. 9. Finding and Using Negotiation Power Influence 204 234 Ethics in Negotiation Part 3: Negotiation Contexts 10. 1 1. 12. 13. Relationships in Negotiation 275 300 Agents, Constituencies, Audiences Coalitions 329 349 Multiple Parties and Teams Part 4: Individual Differences 14. 15. Individual Differenc.es I: Gender and Negotiation Individual Differences 11: Personality and Abilities 375 387 Part 5: Negotiation across Cultures 16. International and Cross-Cultural Negotiation 405 Part 6: Resolving Differences 17. Managing Negotiation Impasses 437 466 482 18. 19. Managing Negotiation Mismatches Managing Difficult Negotiations: Third Party Approaches Part 7: Summary 20. Best Practices in Negotiations 517 Bibliography 527 Name lndex 574 Subject lndex 584

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