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 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 0073530360
Negotiation in business
Negotiation
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 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 0073530360
Negotiation in business
Negotiation