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

By: Lewicki, Roy J.
Contributor(s): Barry, Bruce, 1958- | Saunders, David M.
Publisher: New York : McGraw-Hill/Irwin, c2011Edition: 5th ed.Description: xiv, 290 p. : ill. ; 23 cm.ISBN: 9780073530369 (pbk.); 0073530360 (pbk.).Subject(s): Negotiation in business | NegotiationDDC classification: 658.4052
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.
Item type Current location Shelf location Call number Copy number Status Notes Date due Barcode
Main Collection Taylor's Library-TU

Floor 4, Shelf 25, Side 2, TierNo 1, BayNo 1

 658.4052 LEW 2011 (Browse shelf) 1 Available SHTEx,70002,03,GR 5000117861

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.