Essentials of negotiation / Roy J. Lewicki, David M. Saunders, Bruce Barry.
2011
658.4052 L671e 2011
Available at 2nd (Main) Floor
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Title
Essentials of negotiation / Roy J. Lewicki, David M. Saunders, Bruce Barry.
Author
Edition
5th ed.
ISBN
9780073530369 (alk. paper)
0073530360 (alk. paper)
0071267735
9780071267731
0073530360 (alk. paper)
0071267735
9780071267731
Imprint
New York : McGraw-Hill/Irwin, c2011.
Language
English
Description
xiv, 290 p. : ill. ; 23 cm.
Call Number
658.4052 L671e 2011
System Control No.
(OCoLC)436028017
(OCoLC)436028017
(OCoLC)436028017
Bibliography, etc. Note
Includes bibliographical references (p. 261-279) and index.
Formatted Contents Note
The nature of negotiation
Strategy and tactics of distributive bargaining
Strategy and tactics of integrative bargaining
Negotiation : strategy and planning
Perception, cognition, and emotion
Communication
Finding and using negotiation power
Ethics in negotiation
Relationships in negotiation
Multiple parties and teams
International and cross-cultural negotiation
Best practices in negotiation.
Strategy and tactics of distributive bargaining
Strategy and tactics of integrative bargaining
Negotiation : strategy and planning
Perception, cognition, and emotion
Communication
Finding and using negotiation power
Ethics in negotiation
Relationships in negotiation
Multiple parties and teams
International and cross-cultural negotiation
Best practices in negotiation.
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