Negotiation / Roy J. Lewicki ... [et al.].
Material type:
TextPublication details: Boston : McGraw-Hill/Irwin, c2003.Edition: 4th edDescription: xx, 552 p. : ill. ; 23 cmISBN: - 0072432551 (alk. paper)
- 0071123156 (international : alk. paper)
- 658.4/052 21
- HD58.6.L49
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WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HD58.6.L49 (Browse shelf(Opens below)) | Available | 1401/12 | |||||||||||||
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WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HD58.6.L491 (Browse shelf(Opens below)) | Available | 1402/12 | |||||||||||||
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WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HD58.6.L492 (Browse shelf(Opens below)) | Available | 1403/12 |
Rev. ed. of: Negotiation / Roy J. Lewicki. 3rd ed. c1999.
Includes bibliographical references and indexes.
Contents: The Nature of negotiation -- Negotiation: Strategizing, framing and planning -- Strategy and tactics of distributive bargaining -- Strategy and tractics of integrative negotiation -- Perception, cognition and communcation -- Finding and using negotiation leverage --Ethics in negotiation -- Social context: Relationships and representatives -- Coalitions, multiple parties and teams -- Individual differences -- Global negotiation -- Managing difficult negotiations: Individual approaches -- Managing difficult negtiations: Third- party approaches.
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