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Essentials of negotiation

Author: Lewicki, Roy J. ; Barry, Bruce ; Saunders, David M.Publisher: McGraw-Hill, 2007.Edition: 4th ed.Language: EnglishDescription: 294 p. ; 23 cm.ISBN: 0072545828Type of document: BookBibliography/Index: Includes 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 2007
(Browse shelf)
Available 900098686
Total holds: 0

Includes index


--- - - -- -- t e n t s in Rri~f i u Essentials of negotiation Essentials of negotiation I about the author preface v The Nature of Negotiation 1 Strategy and Tactics of Distributive Bargaining 27 Strategy and Tactics of Integrative Negotiation Negotiation: Strategy and Planning 58 85 1 11 Perception, Cognition, and Communication Communication 135 149 Finding and Using Negotiation Power Ethics in Negotiation 167 Relationships in Negotiation Multiple Parties and Teams 190 208 229 International and Cross-Cultural Negotiation Best Practices in Negotiations 256 Bibliography 265 Index 286

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