Lewicki, Roy J. creator Barry, Bruce Saunders, David M. Minton, John W. text bibliography mau Boston McGraw-Hill/Irwin c2003 2003 4th ed. monographic eng

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xx, 552 p. : ill. ; 23 cm. 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. Roy J. Lewicki ... [et al.]. Rev. ed. of: Negotiation / Roy J. Lewicki. 3rd ed. c1999. Includes bibliographical references and indexes. Negotiation in business HD58.6.L49 658.4/052 0072432551 (alk. paper) 0071123156 (international : alk. paper) 2002035255 http://www.loc.gov/catdir/toc/mh031/2002035255.html http://www.loc.gov/catdir/enhancements/fy0632/2002035255-d.html http://www.loc.gov/catdir/toc/mh031/2002035255.html http://www.loc.gov/catdir/enhancements/fy0632/2002035255-d.html DLC 020918 20210414113920.0 12935047