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Negotiation / Roy J. Lewicki ... [et al.].

By: Contributor(s): 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)
Subject(s): DDC classification:
  • 658.4/052 21
LOC classification:
  • HD58.6.L49
Online resources:
Contents:
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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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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