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