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Essentials of negotiation

Author: Lewicki, Roy ; Barry, Bruce ; Saunders, DavidPublisher: McGraw-Hill, 2007.Edition: 4th ed.Language: EnglishDescription: 294 p. : Graphs ; 26 cm.ISBN: 0071254277Type 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 Europe Campus
Main Collection
Print HD6952 .L49 2007
(Browse shelf)
Available 001179914
Total holds: 0

Includes bibliographical references and index


Essentials of Negotiation Contents in Brief about the author iv preface v 1. The Nature of Negotiation 1 2. Strategy and Tactics of Distributive Bargaining 27 3. Strategy and Tactics of Integrative Negotiation 58 4. Negotiation: Strategy and Planning 85 5. Perception, Cognition, and Communication 111 6. Communication 135 7. Finding and Using Negotiation Power 149 8. Ethics in Negotiation 167 9. Relationships in Negotiation 190 10. Multiple Parties and Teams 208 11. International and Cross-Cultural Negotiation 229 12. Best Practices in Negotiations 256 Bibliography 265 Index 286

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