Essentials of negotiation
Lewicki, Roy J.
Essentials of negotiation / Roy K. Lewicki, Bruce Barry and David M. Saunders - 4th ed. - New York : McGRAW-HILL International, 2007 - xiii, 294 p.
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
9780071254274
Negotiation in business
Negotiation
658.4052 / L583
Essentials of negotiation / Roy K. Lewicki, Bruce Barry and David M. Saunders - 4th ed. - New York : McGRAW-HILL International, 2007 - xiii, 294 p.
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
9780071254274
Negotiation in business
Negotiation
658.4052 / L583
