01872cam a22003614a 4500 12935047 20210414113920.0 020918s2003 maua b 001 0 eng 2002035255 0072432551 (alk. paper) 0071123156 (international : alk. paper) DLC DLC DLC pcc HD58.6.L49 658.4/052 21 Lewicki, Roy J. Negotiation / Roy J. Lewicki ... [et al.]. 4th ed. Boston : McGraw-Hill/Irwin, c2003. xx, 552 p. : ill. ; 23 cm. 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. Negotiation in business. Barry, Bruce Saunders, David M. Minton, John W. Table of contents only http://www.loc.gov/catdir/toc/mh031/2002035255.html Publisher description http://www.loc.gov/catdir/enhancements/fy0632/2002035255-d.html 7 cbc orignew 1 ocip 20 y-gencatlg lcc BK 630 8130 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-02-29 0 HD58.6.L49 1401/12 2012-02-29 00:00:00 2012-02-29 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-02-29 0 HD58.6.L491 1402/12 2012-02-29 00:00:00 2012-02-29 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-02-29 0 HD58.6.L492 1403/12 2012-02-29 00:00:00 2012-02-29 BK