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) 0071267735 9780071267731
2009048881
GBB032957 bnb
Negotiation.
Negotiation in business.
HD58.6 / .L487 2011
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) 0071267735 9780071267731
2009048881
GBB032957 bnb
Negotiation.
Negotiation in business.
HD58.6 / .L487 2011