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
| Item type | Current location | Collection | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
|
Europe Campus Main Collection |
HD6952 .L49 2007
(Browse shelf) 001179914 |
Available | 001179914 |
Includes bibliographical references and index
Digitized
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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