Essentials of negotiation /
Lewicki, Roy J.
Essentials of negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders. - 4th ed. - Boston, Mass. : McGraw-Hill/Irwin, 2007. - xiii, 294 p. : ill. ; 23 cm.
Includes bibliographical references (p. 265-285) and index.
Contents: The Nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative negotiation -- Negotiation: strategy and planning -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Ethics in negotiation -- Relationships in negotiation -- Multiple parties and teams -- International and cross-cultural negotiation -- Best practices in negotiations.
9780073102764 (alk. paper) 0073102768 (alk. paper)
Negotiation in business.
Negotiation.
HD58.6.L487 /
Essentials of negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders. - 4th ed. - Boston, Mass. : McGraw-Hill/Irwin, 2007. - xiii, 294 p. : ill. ; 23 cm.
Includes bibliographical references (p. 265-285) and index.
Contents: The Nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative negotiation -- Negotiation: strategy and planning -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Ethics in negotiation -- Relationships in negotiation -- Multiple parties and teams -- International and cross-cultural negotiation -- Best practices in negotiations.
9780073102764 (alk. paper) 0073102768 (alk. paper)
Negotiation in business.
Negotiation.
HD58.6.L487 /