Lewicki, Roy J.
Essentials of negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders. - 4th ed. - Boston, Mass. : McGraw-Hill, c2007. - xiii, 294 p. : ill. ; 23 cm.
1. The nature of negotiation - 2. Strategy and tactics of distributive bargaining - 3. Strategy and tactics of integrative negotiation - 4. Negotiation: strategy and planning - 5. Perception, cognition, and communication - 6. Communication - 7. Finding and using negotiation power - 8. Ethics in negotiation - 9. Relationships in negotiation - 10. Multiple parties and teams - 11. International and cross-cultural negotiation - 12. Best practices in negotiations.
0071254277 (pbk.) 0071254277 (pbk. : Int'l ed.) 9780071254274 (pbk. : Int'l ed.)
Negotiation in business.
Negotiation.
658.4 / LEW
Essentials of negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders. - 4th ed. - Boston, Mass. : McGraw-Hill, c2007. - xiii, 294 p. : ill. ; 23 cm.
1. The nature of negotiation - 2. Strategy and tactics of distributive bargaining - 3. Strategy and tactics of integrative negotiation - 4. Negotiation: strategy and planning - 5. Perception, cognition, and communication - 6. Communication - 7. Finding and using negotiation power - 8. Ethics in negotiation - 9. Relationships in negotiation - 10. Multiple parties and teams - 11. International and cross-cultural negotiation - 12. Best practices in negotiations.
0071254277 (pbk.) 0071254277 (pbk. : Int'l ed.) 9780071254274 (pbk. : Int'l ed.)
Negotiation in business.
Negotiation.
658.4 / LEW