Essentials of negotiation
Lewicki, Roy J.
Essentials of negotiation Roy J. Lewicki, David M. Saunders, Bruce Barry. - 5th ed. - New York McGraw-Hill/Irwin c2011. - xiv, 290 p. ill. 23 cm.
Includes bibliographical references (p. 261-279) and index.
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.
9780073530369 (alk. paper) 0073530360 (alk. paper)
2009048881
Negotiation in business
Negotiation
HD58.6 / .L487 2011
658.4/052
Essentials of negotiation Roy J. Lewicki, David M. Saunders, Bruce Barry. - 5th ed. - New York McGraw-Hill/Irwin c2011. - xiv, 290 p. ill. 23 cm.
Includes bibliographical references (p. 261-279) and index.
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.
9780073530369 (alk. paper) 0073530360 (alk. paper)
2009048881
Negotiation in business
Negotiation
HD58.6 / .L487 2011
658.4/052