Essentials of negotiation /
Lewicki, Roy J.
Essentials of negotiation / Roy J. Lewicki, Bruce Barry, and David M. Saunders. - Sixth Edition - New York, NY : McGraw-Hill Education, 2016. - xv, 317 pages : illustrations ; 23 cm.
Includes bibliographical references and index.
Chapter 1: The Nature of Negotiation -- Chapter 2: Strategy and Tactics of Distributive Bargaining -- Chapter 3: Strategy and Tactics of Integrative Negotiation -- Chapter 4: Negotiation: Strategy and Planning -- Chapter 5: Ethics in Negotiation -- Chapter 6: Perception, Cognition, and Emotion -- Chapter 7: Communication -- Chapter 8: Finding and Using Negotiation Power -- Chapter 9: Relationships in Negotiation -- Chapter 10: Multiple Parties, Groups, and Teams in Negotiation -- Chapter 11: International and Cross-Cultural Negotiation -- Chapter 12: Best Practices in Negotiations
9789814577274
Institutional Fund
Negotiation in business.
Negotiation.
Essentials of negotiation / Roy J. Lewicki, Bruce Barry, and David M. Saunders. - Sixth Edition - New York, NY : McGraw-Hill Education, 2016. - xv, 317 pages : illustrations ; 23 cm.
Includes bibliographical references and index.
Chapter 1: The Nature of Negotiation -- Chapter 2: Strategy and Tactics of Distributive Bargaining -- Chapter 3: Strategy and Tactics of Integrative Negotiation -- Chapter 4: Negotiation: Strategy and Planning -- Chapter 5: Ethics in Negotiation -- Chapter 6: Perception, Cognition, and Emotion -- Chapter 7: Communication -- Chapter 8: Finding and Using Negotiation Power -- Chapter 9: Relationships in Negotiation -- Chapter 10: Multiple Parties, Groups, and Teams in Negotiation -- Chapter 11: International and Cross-Cultural Negotiation -- Chapter 12: Best Practices in Negotiations
9789814577274
Institutional Fund
Negotiation in business.
Negotiation.