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Essentials of negotiation / Roy J. Lewicki, David M. Saunders, Bruce Barry.

By: Contributor(s): Material type: TextTextPublication details: New York : McGraw-Hill/Irwin, c2011.Edition: 5th edDescription: xiv, 290 p. : ill. ; 23 cmISBN:
  • 9780073530369 (alk. paper)
  • 0073530360 (alk. paper)
  • 0071267735
  • 9780071267731
Subject(s): LOC classification:
  • HD58.6  .L487 2011
Contents:
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.
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Holdings
Item type Current library Collection Call number Vol info Copy number Status Notes Date due Barcode
Books Books MAIN General AUE Library Collection HD58.6 .L487 2011 (Browse shelf(Opens below)) 2 Available CHECKEDOUT 10005471
Books Books MAIN General AUE Library Collection HD58.6 .L487 2011 (Browse shelf(Opens below)) .STAFF. 2987 1 Checked out CHECKEDOUT 05/03/2019 00:00 10049491
Browsing MAIN shelves, Shelving location: General, Collection: AUE Library Collection Close shelf browser (Hides shelf browser)
HD58.6 .H67 2014 Negotiating success : HD58.6 .H67 2014 Negotiating success : HD58.6 .L388 2006 3-D negotiation : HD58.6 .L487 2011 Essentials of negotiation / HD58.6 .L487 2011 Essentials of negotiation / HD58.6 .L49 1985 Negotiation / HD58.6 .L49 2001 Essentials of negotiation /

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.

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