Essentials of negotiation /
Lewicki, Roy J.
Essentials of negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders. - Fourth edition - xiii, 294 pages : illustrations ; 23 cm.
Includes bibliographical references (p. 265-285) and index.
Chapter 1 - The Nature of NegotiationChapter 2 - Strategy and Tactics of Distributive BargainingChapter 3 - Strategy and Tactics of Integrative NegotiationChapter 4 - Negotiation, Strategy and PlanningChapter 5 - Perception, Cognition, and Communication Chapter 6 - CommunicationChapter 7 - Finding and Using Negotiation PowerChapter 8 - Ethics in NegotiationChapter 9 - Relationships in NegotiationChapter 10 - Multiple Parties and TeamsChapter 11 - International and Cross-Cultural NegotiationChapter 12 - Best Practices in Negotiations
Explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution.
9780073102764 (alk. paper) 0071254277 0073102768 (alk. paper) 9780071254274
2006044887
Negotiation in business.
Negotiation.
658.4052 / L.R.E
Essentials of negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders. - Fourth edition - xiii, 294 pages : illustrations ; 23 cm.
Includes bibliographical references (p. 265-285) and index.
Chapter 1 - The Nature of NegotiationChapter 2 - Strategy and Tactics of Distributive BargainingChapter 3 - Strategy and Tactics of Integrative NegotiationChapter 4 - Negotiation, Strategy and PlanningChapter 5 - Perception, Cognition, and Communication Chapter 6 - CommunicationChapter 7 - Finding and Using Negotiation PowerChapter 8 - Ethics in NegotiationChapter 9 - Relationships in NegotiationChapter 10 - Multiple Parties and TeamsChapter 11 - International and Cross-Cultural NegotiationChapter 12 - Best Practices in Negotiations
Explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution.
9780073102764 (alk. paper) 0071254277 0073102768 (alk. paper) 9780071254274
2006044887
Negotiation in business.
Negotiation.
658.4052 / L.R.E